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February 16, 2015

ON THE WEB: Increased Inventory Speeds Depreciation

Vehicle depreciation is expected to accelerate in 2015 as increased used-car supply and larger off-lease volumes place pressure on retention rates, according to the latest joint vehicle depreciation report from Black Book and Fitch Ratings Inc.

Finance Company Faces More Legal Scrutiny

A law firm is investigating potential claims on behalf of investors of Consumer Portfolio Services Inc. concerning possible violations of federal securities laws.

Carfax Calls Unfixed Recalls a Danger

New research from Carfax suggests that millions of people may be driving, buying or selling potentially dangerous cars due to an unfixed recall.

Auction Re-Opens

Southeastern Auto Auction of Savannah held its grand reopening & $10,000 cash giveaway sale Jan. 21.

Rush - Dated Material

www.usedcarnews.com

SEE OUR AD ON PAGE 11

AAA Offers Vehicles for Sale at Own Store By Sheila McGrath

AAA has been around for almost as long as automobiles. For more than 100 years, the affiliation of motor clubs has built a reputation around a variety of services related to cars, from insurance to roadside assistance to travel planning. But it wasn’t until recently that the clubs ventured into selling cars themselves. Last November, AAA Mid-Atlantic, which serves Delaware, Maryland, Washington D.C. and parts of Virginia, Pennsylvania and New Jersey, opened a AAA Select PreOwned Auto Dealership near the Philadelphia International Airport. “This is a good opportunity for us to try something new with our members and complete the circle,” said Keith McIntyre, manager of car buying for AAA Mid-Atlantic. “It makes perfect sense with what we do – it’s a nice fit, when you think of all the business lines we have.” The auto sales program is aimed primarily at AAA members, who receive

FRONTLINE: Cars fill the lot at AAA Select Pre-Owned Auto Dealership near the Philadelphia

International Airport. The store is owned by AAA Mid-Atlantic.

special benefits not available to the general public. But anyone is welcome to shop on the lot. McIntyre said the program gives AAA MidAtlantic an opportunity to provide its members a trusted, no-haggle-pricing source for vehicles. AAA can then offer the buyers financing and insurance, and members can make

payments on their AAA credit cards. “You don’t have to be a member, but the way we’ve structured it, it’s tailored to our membership,” McIntyre said. McIntyre said they plan to keep between 75 and 100 cars on the lot, with prices ranging from $13,000 up into the $30,000 range. All vehicles for sale have

fewer than 75,000 miles and are no more than six years old. Cars are given a 240-point inspection at a AAA Care facility prior to sale, and the cars come with several warranties. Auto auctions and a strategic relationship with the Hertz Corporation provide some of the inventory. However, many of their Continued on page 12

NADA Forecasts Records for Lease Originations, Volumes NADA Used Car Guide analysts predict that the number of consumer leases in 2015 should pass 1999’s record high of 3.3 million vehicles. The number of vehicles turned in after their lease ends is equally staggering: 2.35 million. That figure is a 20 percent increase over last year and points to how the used vehicle market is affected by the number of new vehicle leases. “This year is going to be a significant one as we forecast late model used vehicle supply to grow by 8 percent,” said Jonathan Banks, executive analyst for NADA Used Car Guide.

“he number of personal lease registrations has grown by about 18 percent per year since 2011, and it is that trend which helps drive the used market’s supply levels.” Among the many different vehicle types available for purchase in the used vehicle market this year, compact utility vehicles are expected to be the most highly represented segment, due to their recent popularity. Used luxury sport utility vehicles – like the Audi Q7 – are also forecasted to be easier to come by, with a 32 percent increase in availability versus 2014. Supply of mainstream used SUVs – such as the Ford Explorer and Chevrolet Tahoe– are also forecasted to grow by about 13 percent over last year.

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2/5/15 1:14 PM


USED CAR NEWS



Ally Promotes Auto Finance Executive to CEO Ally Financial Inc. promoted its auto finance chief to lead the entire company at a critical point for both itself and the whole auto finance segment. Jeffrey J. Brown has been named Ally’s chief executive officer, effective immediately. Brown, who most recently served as president and CEO of Ally’s Dealer Financial Services business, has also joined Ally’s board of directors. Brown succeeds Michael A. Carpenter who is retiring as chief executive and from the board. Brown served most recently as president and CEO of Ally’s Dealer Financial Services business beginning in March 2014. In that role, he was responsible for the company’s automotive finance, insurance and auto servicing operations. He was senior executive vice president of Finance and Corporate Planning from June 2011 to March 2014, and before that was Ally’s corporate treasurer. Prior to joining Ally, Brown was the corporate

treasurer for Bank of America, where he had responsibility for the core treasury functions, including funding and managing interest rate risk. Brown spent 10 years at Bank of America, beginning his career in finance and later joining the Balance Sheet Management Division. During his tenure at Bank of America, he also served as the bank’s deputy treasurer and oversaw balance sheet management and the company’s corporate funding division. He was also a member of the company’s Asset/Liability Management Committee. Brown received a bachelor’s degree in economics from Clemson University and an executive master’s degree in business from Queens University in Charlotte. One of the main challenges for Brown is finding a way to replace the business Ally is losing to General Motors Financial Company Inc. General Motors Co.’ higher emphasis on offering its customers lease options through its captive General

We are one of the country’s largest providers of automotive financing products and services, combined with the consensus premier direct banking franchise in the country. We are absolutely committed to continue serving our millions of retail customers and nearly 17,000 auto dealers with market-driven, innovative products and services supported by 7,000 dedicated Ally employees.” Jeffrey J. Brown, Chief Executive Officer Ally Financial Inc.

Motors Financial subsidiary could pressure Allyto weigh other potentially higher risk avenues to support its growth, Fitch Ratings recently reported. Fitch Ratings said the loss of the GM contract will reduce Ally’s exposure to residual value risk which Fitch views positively given the current environment, which

is characterized by elevated used vehicle pricing and intense competition. Ratings assigned to Ally and GM Financial are unaffected by the development at this time, as Fitch had anticipated this possibility for some time, given GM’s stated objective to grow GM Finanicla. That said, longer-term rat-

ing implications will be influenced by Ally’s response to the forgone business. Ally confirmed that GM would offer subvented leases on several of its popular brands exclusively through GM Financial. Ally’s total lease origination volume for the three brands affected, GMC, Buick Continued on page 12

THE BEST OF

2014

© 2015 ADESA, INC.

Congratulations to ADESA Minneapolis, General Motors’ Auction of the Year.

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 ÛÛ�ÛFebruary 16, 2015

USED CAR NEWS

NEWS BRIEFS Salvage Chain Expands

Insurance Auto Auctions Inc. announced the reopening of its facilities in Providence, R.I., and Altoona, Pa., as well as expansions of its Columbus and Cleveland branches in Ohio. The Cleveland branch, located in Lorain, Ohio, has added 9.5 acres as an overflow site. IAA has also increased its capacity to service the Columbus area, with an expansion of the existing branch.

DealerRate Names Top Store

DealerRater announced the winners of its 2015 Dealer of the Year Award program. Award recipients are recognized for distinction in outstanding customer service based upon consumers’ reviews of their dealership experiences shared on DealerRater.com. Express Auto Spot of Phoenix was named the top used-car dealer. The highest scoring dealership in the United States overall is Klaben Ford Lincoln in Kent, Ohio. The store earned a 4.875 out of 5.0 PowerScore in 2014 with 723 reviews.

enrolled in the SiriusXM Pre-Owned Program will receive a three-month subscription to SiriusXM’s “All Access� package. The SiriusXM “All Access� package includes Howard Stern, every NFL, MLB, and NBA game, every NASCAR race, plus NHL games and PGA tour coverage, as well as access outside the vehicle to SiriusXM Internet Radio on smartphones and other connected devices and online at siriusxm.com. In addition, the SiriusXM Service Lane program has surpassed 6,000 dealers enrolled since the program launched in 2013. Dealers enrolled in Service Lane can provide a 2-month subscription to SiriusXM’s Select package to qualifying customers who have their satellite radio-equipped vehicles serviced. SiriusXM also has arrangements with every major automaker to provide a 3-month SiriusXM subscription to customers buying certified pre-owned vehicles from dealerships participating in those programs.

SiriusXM Surpasses 15,000 Dealers

C R O S S WO R D

SiriusXM has surpassed 15,000 auto dealers enrolled in the SiriusXM Pre-Owned Program. Customers purchasing any preowned vehicle with a factory-installed satellite radio from a dealer

by Myles Mellor

PAGE 21

Wholesale Prices Rise

Wholesale used vehicle prices increased in January for the fourth consecutive month. This pushed the January Manheim Used Vehicle Value Index to a reading of 125.3. The Index adjusts wholesale prices for mix-, mileage,

Published By General Media LLC USED CAR NEWS (ISSN 1555-7413) is published at 24114 Harper, St. Clair Shores, MI 48080 Phone: 586-772-5200 or 800-794-0760 Fax: 586-772-9400 www.usedcarnews.com Charles M. Thomas Founder (1947-2002) Lynda R. Thomas, Publisher Colleen Fitzgerald, General Manager Editorial: Ted Craig, Managing Editor Jeffrey Bellant, Staff Writer

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Used Car News is published the first and third Monday of each month. Subscribers: We print advertisements as sent to us by auctions and other advertisers. It is not possible to verify the correctness of listed vehicles in auction ads. Most lists are partial and all lists are subject to last minute changes by auto auctions, so before travelling a long distance for a particular auto auction event, contact the auction by telephone for a fax of vehicles in the sale. Used Car News assumes no guarantees or liabilities concerning the accuracy of any advertisements. All Rights Reserved. Reproduction in any form is prohibited without the written consent of the publisher. É&#x;  É&#x; É&#x;  Please submit clear, legible copy. Payments from first time advertisers must accompany the insertion order. Distribution is guaranteed by U.S. Postal Carriers. The advertising reservation deadline is 5:00 p.m. Friday, 10 days prior to the issue date. Camera ready ads must be received by noon on Monday prior to the issue date.

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Inventory management system vAuto is introducing a subprime booking module as part of its Provision system to help dealers address the challenges of properly acquiring subprime inventory and matching credit-challenged customers to those vehicles.

and seasonality. January’s price rise pushed used vehicle values to their highest level since April 2012. Auction prices for rental risk units sold in January rose relative to December after adjusting for mix and mileage, but were down absent the adjustment. Adjusted prices were basically level with a year ago. Average mileage on units sold in January remained at the record high level posted in December. Wholesale pricing for compact cars was weak in January. Auction prices for dealer-consigned units sold in January were noticeably higher than a year ago.

Contributing Writers: Ed Fitzgerald, Jenny King, Sheila McGrath

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Ford Drivers Stick with Brand More Than Others

ONE-STOP SHOPPING

Ford owners are the most loyal of any. That’s the finding of a pair of new studies. Experian Automotive looked at loyalty by highlighting the behavior of consumers who got rid of their previous vehicle to purchase a new one. The analysis showed that, overall, Ford owners had the highest percentage of loyalty when returning to market, with 60.8 percent purchasing another Ford vehicle. Rounding out the top five makes with the highest percentages of loyal consumers were Toyota, Subaru, Kia and Lexus, with 59.1 percent, 57.7 percent, 57.2 percent and 55.9 percent returning to buy another vehicle of the same make. The models with the most loyal consumers in each category include the Honda CR-V, the Ford F-150 and the Toyota Corolla, with 41.6 percent, 45 percent and 30.4 percent of their drivers returning to buy another vehicle of the same make and model. IHS Automotive recent-

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ly presented its Loyalty Awards. Winners were named in eight featured categories during the event, based on IHS Automotive analysis of new vehicle registrations during the 2014 model year. Ford Motor Co. took top honors for Overall Loyalty to Manufacturer, and the Ford

brand also was recognized as the winner for Overall Loyalty to Make. IHS Automotive also recognized brands for ethnic loyalty to make among various audiences; most improved loyalty; and two awards recognizing conquest in the auto industry – the highest percentage of

conquest registrations and most improved conquest percentage of registrations. In addition, 25 segmentlevel loyalty winners were announced, many of which were repeat winners from previous years. Loyalty is determined when a household that owns a new vehicle returns

to market and purchases or leases another new vehicle of the same make, model or manufacturer. The IHS Automotive Loyalty Awards are presented annually to OEMs and brands that demonstrate a manufacturer’s ability to retain owners over repeat buying cycles.

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FTC Cracks Down on Title Loans The Federal Trade Commission has taken action for the first time against two car title lenders, reaching settlements that will require them to stop their use of deceptive advertising to market title loans. In administrative complaints issued against two title lenders, First American Title Lending of Georgia, LLC, and Finance Select, Inc., the FTC charged that the companies advertised, both online and in print, zero percent interest rates for a 30day car title loan without disclosing important loan conditions or the increased finance charge imposed after the introductory period ended. The FTC charged that First American Title Lending, which operates over 30 locations in Georgia, advertised a zero percent offer (in English and Spanish) and failed to disclose that the borrower had to meet specific conditions to receive that rate. The borrower had to be a new customer, repay the loan within 30 days, and pay with a money order or certified funds, not cash or a personal check. If a borrower failed to meet those conditions, the offer did not apply, and he or she would be required to pay a finance charge from the start of the loan. The company’s advertisements also failed to disclose the amount of the finance charge after the introductory period ended. The FTC alleged Finance Select, doing business as Fast Cash Title Pawn, failed to disclose that unless a loan was paid in full in 30 days, the zero percent offer did not apply, and that a borrower would have to pay a finance charge for the initial 30 days of the loan in addition to any finance charges incurred going forward. Fast Cash, which has five

locations across Georgia and two in Alabama, also failed to disclose how much the finance charge would cost a borrower after the 30-day introductory period was over. As part of the proposed settlements with First American Title Lending and Fast Cash Title Pawn, the respondents are prohibited from: failing to disclose all the qualifying terms associated with obtaining a loan at its advertised rate; failing to disclose what the finance charge would be after an introductory period ends; and misrepresenting any material terms of any loan agreements. In addition, First American Title Lending is also prohibited from stating the amount of any down payment, number of payments or periods of repayment, or the amount of any payment or finance charge without clearly and conspicuously stating all the terms required by the Truth in Lending Act and Regulation Z. These cases are part of the FTC’s ongoing effort to protect consumers in the short-term lending and auto marketplaces. The agency’s guidance, Caution: Car Title Loans Can Leave You Stranded, encourages consumers to shop around for their loan, and to look to their bank or other lenders for options that may be more affordable than a car title loan. The commission vote to issue the administrative complaints and accept the proposed consent orders for public comment was 5-0. The agreements will be subject to public comment for 30 days, through March 3.

Jury Blames Toyota Defect for Crash MINNEAPOLIS (AP) – A U.S. jury ordered Toyota Motor Corp. to pay nearly $11 million to victims of a fatal Minnesota crash after ruling that a design flaw in the 1996 Camry was partially to blame for the 2006 wreck. The jury said the company was 60 percent to blame for the accident, which left three people dead and two seriously injured. But jurors also decided that Koua Fong Lee, who has long insisted he tried to slow his car before it slammed into another vehicle, was 40 percent to blame. Lee was driving when his car crashed into another vehicle at a high speed after he exited Interstate 94 in St. Paul. His attorneys insisted the crash was caused by an acceleration defect in his vehicle, but Toyota argued there was no design defect and that Lee was negligent. After the 2006 wreck, Lee was charged and convicted of vehicular

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homicide, and sentenced to prison. But he won a new trial after reports surfaced about sudden acceleration in some Toyotas, and questions were raised about the adequacy of his defense. Prosecutors opted against a retrial and he went free after spending 2 1/2 years behind bars. Lee and his relatives, along with other people who were injured or lost loved ones in the crash, later sued Toyota in U.S. District Court in Minneapolis. During the trial, Lee’s attorney, Robert Hilliard, told jurors that there was a defect in the car’s design. He said the Camry’s auto-drive assembly could stick, and when tapped or pushed while stuck, it could stick again at a higher speed. Hilliard also accused Toyota of never conducting reliability tests on nylon resin pulleys that could be damaged under heat and cause the throttle to stick. Toyota said there was no defect.

2/9/15 11:04 AM


Kevin Leitterman Pre-owned Manager, Jim Butler Chevrolet

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SMARTAUCTION® ARE DEALER - OWNED VEHICLES. I FEEL THEY SAVE ME TIME AND MONEY BECAUSE MANY ARE ALREADY RECONDITIONED. ”

In today’s ultra-competitive used vehicle industry, using the right tools can make all the difference. That’s why we offer SmartAuction. This innovative and versatile remarketing product allows you to search for, buy and sell dealer-owned vehicles right from the comfort of your desk. For more information, contact your SmartAuction Sales Manager, visit allysmartauction.com or call 877-273-5572. ©2014 Ally Financial. All rights reserved. SmartAuction is a registered service mark of Ally Financial Inc.

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R E M A R K E T I N G

2/4/15 11:44 AM

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PAGE 8 - DEALER LIFE

GEORGIA DEALER WINS POWERLIFTING AWARDS, STRONG-ARMS CANCER Dealers often talk above pushing iron. But that has a whole different meaning for one Georgia operator. Bill Graham, a secondgeneration dealer, started selling cars in high school. He lifted weights some then, too. But he only became serious about the hobby after he turned 50. Graham, 58, moved from training to competing in the Southern Powerlifting Federation about five years ago. “The great thing about powerlifting is you can compete at any age,” he said. “When I started, I competed in the 50- to 54-yearold (class), now I’m in the 55- to 59-year-old (bracket).” Competitors are also sep-

times a week, which is different than the average person’s workout routine. “You’re doing more for a single lift, so you do heavier weights with a lower number of reps than you would for regular exercising, because you’re training for power.” He trains with a worldclass lifter. Graham said although the event requires you to do one press, it’s more than just pushing the bar once off his chest. “You unrack the weight, hold it until they tell you to start,” he said. “Then you lower it to your chest, hold until they tell you to press. “Then you have to hold it at the top of the lift until they tell you to rack it.” In 2010, he qualified to compete at an event in Trnava, Slovakia. “I went with two other

arated by weight class. Graham has competed in the 220-pound weight class and the 242-pound weight class. He weighed 232 pounds when he competed at the 242-pound weight class. When he started out, Graham said he could only lift in the low- to mid-300s. Not anymore. “I bench 500 pounds,” he said. Graham usually trains 60 to 90 minutes two to three

guys and we represented the United States of America in the event,” Graham said. “We flew in to Vienna, Austria, and took the train over to Slovakia. “It was so interesting. We went to a supermarket and there were some younger girls there. We found out they had never seen Americans before,” Graham said. “We also met the mayor who visited us to see if we were being taken care of and being treated fairly.

By Jeffrey Bellant

Billy Graham was the Georgia Independent Automobile Dealers Association state quality dealer and compewted in the Nationl Quality Dealer competition last June during the National Independent Automobile Dealers Association’s annual convention last June. “It was a once in a lifetime experience.” Graham walked away with an award, too. “I ended up getting a bronze medal in the open class, which is against all ages. The guy that won the event was in his 20s. “It was a nice.” Graham’s achievements in powerlifting are even more impressive since he has battled cancer over the years. Graham was diagnosed with transitional cell carcinoma, beginning years back when it was found in his tear duct sac. “They did radiation, but it came back,” Graham, said. “They did another surgery and it came back again.” He found out shortly after the Slovakia event that doctors had to take a more drastic approach. “So they had to get radical to (fight it) and they removed my eye.” Doctors ended up taking a skin graft from his thigh to put it where his eye was removed. The 2011 surgery was done at Thomas Jefferson University Scott Memorial Hospital in Philadelphia. “The toughest part for me was the mental part, not the physical part,” Graham said. But the health professionals said Graham’s fitness was a big help to his recovery.

“They told me when I was in the ICU that they were not accustomed to having somebody in there who’s so physically fit,” Graham said. His health has since rebounded. “I’m doing great,” he said. “I got remarried last April to the love of my life and everything’s awesome.” Graham started out at a Lexus dealership, but eventually saw more advantages to being an independent. “Being a second-generation dealer,” he said, “I saw my dad spend all his time at the dealership and he didn’t really see his kids grow up. “I didn’t want to make the same mistake. I wanted

to see my kids grow up.” So in 1993, Graham opened up Graham Auto Sales in Loganville, Ga., just outside Atlanta. He built and ran a large wholesale operation, but

has since changed his focus to the retail side. Graham won the Georgia Independent Automobile Dealers Association’s Quality Dealer of the Year last year. He was recognized for his award during the National Independent Automobile Dealers Association conference in Las Vegas last June. Graham also served as president of the Georgia IADA in 2013 and is currently president-elect of the group. Like a lot of independents, he participates in many charities and charitable events, including St. Jude’s Children’s Hospital. Graham carries about 50 cars on his lot where he does straight retail and a lot of subprime deals. Paul John, Executive Director of the Georgia IADA, praised Graham. “I’ve known Billy Graham now for 22 years and I consider him to be one of my best friends,” John said. “Billy has served on countless committees with the Georgia IADA and Billy continues to give his time to serve Georgia IADA because he really believes that he can help make Georgia a better place to be a licensed car dealer. “Billy is a man of integrity, and conducts his retail car business in his special way, so his customers come back and buy over and over

NEXT ISSUE: MOTORCYCLES 08_UCN.indd 1

3/23/15 1:24 PM


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2/9/15 10:28 AM


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Sports Cars, SUVs Top ‘Crisis’ List

CarMax Inc. published a survey on midlife crisis car trends, and the results may be surprising: sedans and SUVs are gaining in popularity. While one in five potential buyers (20 percent) would still go for a sports car first, 17 percent would purchase an SUV and 15 percent would pick a sedan. When asked about a specific make and model, the Ford Mustang and Chevrolet Corvette were the favorites. This survey comes at a time when the concept of “midlife” and middle age are evolving in America. Increasingly, this life stage represents an exciting new chapter of possibility and freedom. According to the recent CarMax survey, one in four American adults consider it likely they would buy a car associated with a midlife crisis. Today’s midlife crisis car doesn’t have to be red. The most popular color for respondents’ hypothetical midlife crisis car was black (20 percent), with silver/gray (19 percent), blue (17 percent) and, yes, red (17 percent) close behind. Yellow came in at the very bottom of the list with just 2 percent.

Thirty percent of men said that they would be very or somewhat likely to buy a car associated with a midlife crisis, while 21 percent of women said the same. But the type of car each gender would buy could not be more different. For men, sports cars still reign supreme, and black is the color of choice, both coming in at 24 percent. Women went with SUVs (19 percent), and red won out as the preferred color (21 percent). According to the survey, residents of the South are most likely to purchase a midlife crisis car, with more than 30 percent of respondents indicating that they were very or somewhat likely to buy one. Midwesterners were the least likely to spring for a midlife crisis car overall, with almost 80 percent of respondents saying that they were not very likely or not at all likely to buy one. Of the 18 percent of Midwesterners who would purchase a midlife crisis car, the most popular make was an SUV - the only region where the sports car did not come out on top.

Hundreds File Claims Against GM DETROIT (AP) _ More than 1,100 claims were filed in the week before the Jan. 31 deadline to seek payments from the General Motors ignition switch compensation fund. So far, 51 death and 77 injury claims have been granted. But the fund’s deputy administrator says the grants are very likely to rise as she and her boss, compensation expert Kenneth Feinberg, sort through at least 4,180 claims that came before the deadline passed. The last-minute flurry of activity is common in compensation cases, said Deputy Administrator Camille

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Biros, who has worked with Feinberg on funds for the 9/11 terrorist attacks and the BP oil spill. Although most of the claims were filed electronically, some will ``trickle in’’ in the coming days because they were postmarked by the Jan. 31 deadline, she said. GM was aware of faulty ignition switches on Chevrolet Cobalts and other small cars for more than a decade, but it didn’t recall them until 2014. On 2.6 million of them worldwide, the switches can slip out of the ``on’’ position.

2/9/15 11:01 AM


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USED CAR NEWS

Auto Finance - Continued from page 3

68 Years Can’t Be Wrong.

and Cadillac, accounted for 12.7 percent of Ally’s $41 billion in total originations in 2014. Fitch believes Ally’s remaining GM subvented products, which include leasing for Chevy vehicles and loans on GM vehicles, remain at risk. Combined, these remaining products accounted for $8.1 billion or 20 percent of Ally’s total 2014 originations. Despite the loss of GM subvented lease volume, Ally executives remain confident that the company will achieve origination volume in the high $30 billion range in 2015. Fitch believes the target is potentially achievable, but reaching it will pose challenges and may lead to growth in potentially higher risk areas to meet shareholder expectations. GM Financial recently reported flat growth in its latest quarter. The firm reported that consumer loan originations were $4 billion for the quarter ended Dec. 31, 2014, compared to $4.1 billion for the quarter ended Sept. 30, 2014, and $3.3 billion for the quarter ended Dec. 31, 2013. Consumer loan originations for the year ended Dec. 31, 2014 were $15.1 billion, compared to $9.6 billion for the year ended December 31, 2013. The outstanding balance of consumer finance receivables totaled $25.7 billion at Dec. 31, 2014. Santander Consumer USA Holdings Inc., another major subprime player, announced net income for fourth quarter 2014 of $247 million, up from the third quarter net income of $191.4 million and up from fourth quarter 2013 net. Total originations were $6.1 billion, down from $7.4 billion in prior quarter and up from $5.8 billion in prior year fourth quarter. Managed assets were $41.2 billion, up from $40.4 billion as of prior quarter-end and $30 billion as of prior year-end. Net charge-off ratio of 8.6 percent, was seasonally up from 8.4 percent in prior quarter and up from 8.1 percent in prior year fourth quarter. Provision for credit losses was $560 million, down from $770 million in the prior quarter and $629 million in prior year fourth quarter.

AAA - Continued from page 1 cars come from members who are looking to trade in a car or sell one outright, McIntyre said. Even if the member isn’t interested in buying a car, “they can come to us and check to see just what the value of their car is,” McIntyre said. In setting up its sales lot, the MidAtlantic club got some advice from AAA Carolinas and AAA Arizona, two regional clubs that had previ-

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These results follow the overall trend of auto finance in the fourth quarter. The total balance of auto loans in December was $975 billion, representing 33 percent of total outstanding non-mortgage consumer debt, according to Equifax. The total is an all-time high. In addition, the total number of auto loans outstanding is nearly 71 million. Serious delinquencies on auto loans represent 1.10 percent of total outstanding balances in December, a slight increase over the previous month, but a decrease of 6 percent from December 2013. However, annualized write-offs represent 2.64 percent of total outstanding balances, a 5.3 percent increase over December 2013. All this news again raises the question of whether auto finance is another bubble like the mortgage market a decade ago. Some even worry about another financial crisis when the bubble bursts. A panel of executives at the American Financial Services Association’s vehicle conference said the market is robust, but not overheated. “Competition seems very rational,” said Jason Kulas, president of Santander Consumer USA Inc. This wasn’t the case just before the recession, said Dan Chait, president of World Omni Financial Corp. “Before the economic downturn, it was a race to the bottom with everybody fighting for share,” Chait said. Still, there are negative outcomes short of a full-scale financial meltdown. Attorney Mark Kenney told AFSA attendees this isn’t a bubble like 2007. But there are a lot of similarities with 1995. At that time, low interest rates, new computer models and a flood of cash drove the sector to new highs. A few years later it crashed and numerous finance companies went out of business. “Are we that much more sophisticated today?” Kenney said. The difference now is when auto finance crashes, regulators and lawyers will look through the wreckage for somebody to hold accountable.

ously opened used-car sales lots and had success with them. Because of the way the AAA organization is structured, the regional clubs are all separate entities, so McIntyre said he can’t predict whether more AAA clubs around the United States will get into used auto sales. “They have the autonomy to do what their members are looking for,” McIntyre said.

2/9/15 3:56 PM


13_UCN.indd 1

2/6/15 9:06 AM


, (*(+

USED CAR NEWS

RETAIL MARKETS OREGON

Siamak Lotfi, owner, Siamakâ&#x20AC;&#x2122;s Car Co., Salem, Ore.: â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;ve been at this location since May 2014. Weâ&#x20AC;&#x2122;ve moved three times during the last fives years. Weâ&#x20AC;&#x2122;ve gotten bigger and bigger, so we had run out of room. â&#x20AC;&#x153;Iâ&#x20AC;&#x2122;ve been in business by myself since 1999, when I did wholesale. Iâ&#x20AC;&#x2122;ve been in the retail business since 2008. â&#x20AC;&#x153;On average, we keep a little more than 150 on the lot. â&#x20AC;&#x153;Last year, we averaged out 82 cars a month. â&#x20AC;&#x153;Most of our inventory is five years and newer, though we will go up to 10 years old. Weâ&#x20AC;&#x2122;re mostly newer cars. â&#x20AC;&#x153;Mileage on the cars is in the 60,000s. â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;re like a new-car store without a new-car store badge. â&#x20AC;&#x153;So we sell to new-car type customers who have (financing) from credit unions, Wells Fargo and good banks. â&#x20AC;&#x153;We do some subprime, but no buy-here, pay-here. â&#x20AC;&#x153;We get cars from local

&$'"# + !!( + ##%)

auctions and local new-car store trades. I donâ&#x20AC;&#x2122;t go outside of (the area). While itâ&#x20AC;&#x2122;s gotten a little more difficult to get cars, Iâ&#x20AC;&#x2122;m able to do it because of the relationships Iâ&#x20AC;&#x2122;ve built (with new-car stores) over the years. â&#x20AC;&#x153;In the winter time weâ&#x20AC;&#x2122;ll carry more trucks and SUVs, during the spring and summer weâ&#x20AC;&#x2122;ll shift more to cars. â&#x20AC;&#x153;We are more of a domestic store than import. Domestics have just been a better value for the money. â&#x20AC;&#x153;We have our reconditioning center and service center. Last year, our average recon costs were $940 a car. We make the cars look good. â&#x20AC;&#x153;We also do outside work â&#x20AC;&#x201C; service and parts. We have 14 bays. It helps with the cash flow. â&#x20AC;&#x153;We have our website to advertise. We do the third parties, like AutoTrader. com, Cars.com, Cargurus. com, etc. We also market in the schools, the local papers and we do mailers. â&#x20AC;&#x153;We recently had a 30-car weekend. We sold a 2011 Dodge Charger with around

60,000 miles. It sold for $13,000. â&#x20AC;&#x153;Last year, we were 50 percent better than the year before and weâ&#x20AC;&#x2122;re expecting a 50 percent increase this year.â&#x20AC;?

â&#x20AC;&#x153;I structure my deals based on a formula I came up with a long time ago. Our formula is 18 months and no interest. â&#x20AC;&#x153;I have structured down payments based on the cost of the car. So a $5,000 car is TEXAS Jerry Smith, co-owner, $910 down, a $6,000 car is H. J. Smith Automobiles, $1,075 (and so on). But they are all structured to pay off Hurst, Texas: â&#x20AC;&#x153;My dad and I own this in 18 months. â&#x20AC;&#x153;The payments start off at together. Heâ&#x20AC;&#x2122;s the â&#x20AC;&#x2DC;H J.â&#x20AC;&#x2122; Heâ&#x20AC;&#x2122;s had a dealerâ&#x20AC;&#x2122;s license since $65 a week on the cheaper 1959. Weâ&#x20AC;&#x2122;ve been at this lo- stuff and we top out at about $110 a week. cation since 1971. â&#x20AC;&#x153;All car businesses have â&#x20AC;&#x153;I keep a little over 100 vehicles on the lot. Thatâ&#x20AC;&#x2122;s a different model. Some go typical. We probably sell for a (low) down payment, get as many cars out as pos300 cars a year. â&#x20AC;&#x153;We sell buy-here, pay-here. sible and work on volume. â&#x20AC;&#x153;The income tax money They have a (lower) sucis spotty at this point (Feb. cess rate. â&#x20AC;&#x153;I go for a bigger down 9). We mostly have lookers at this point. There are payment so I have somesome who have spent big one who is at least invested money to get a refund an- in the car. Thatâ&#x20AC;&#x2122;s a reason for them to continue to ticipation loan. â&#x20AC;&#x153;I buy my inventory from make the payments. Plus itâ&#x20AC;&#x2122;s short term and no inthe new-car stores. â&#x20AC;&#x153;The average retail price terest payments. â&#x20AC;&#x153;I want to sell that family is $7,000. Last year it was probably $6,000. The prices more than one car and 70 continue to go up, but Iâ&#x20AC;&#x2122;m percent of my business is Carolina_25th Feb16-UCN .pdf customers, 1 2/5/15 repeat. With our also trying to buy a little weâ&#x20AC;&#x2122;re working on secondnewer inventory.

and third-generation customers. â&#x20AC;&#x153;What Iâ&#x20AC;&#x2122;m looking for is a local (buyer), who has a family and is established. â&#x20AC;&#x153;The average model year is 2004. The average mileage is probably around 140,000 to 160,000. â&#x20AC;&#x153;I used to carry a lot more trucks and SUVs, but right now itâ&#x20AC;&#x2122;s probably about 60 percent trucks/ SUVs. When gas prices went up, they decided they had to buy something more economical. Then as gas prices went back down, they were hopping for trucks again. â&#x20AC;&#x153;Average reconditioning is $500. Iâ&#x20AC;&#x2122;m probably spending more this year than last. We do our own work. â&#x20AC;&#x153;We donâ&#x20AC;&#x2122;t do any advertising. I have a web page just because everyone else has one. But as far as the applications I get off the web site, I havenâ&#x20AC;&#x2122;t had a good one yet. Most of the time itâ&#x20AC;&#x2122;s outof-town people who have burned all their bridges. â&#x20AC;&#x153;I recently sold a 1999 3:15 PM Volkswagen Jetta with 142,000 miles. I got $4,995.â&#x20AC;?

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2/9/15 3:49 PM


Your source for quality, value, selection: Chase. A broad selection of pre-owned vehicles from an industry leader. March 2015 Chase High Lines, featuring Jaguar Land Rover Financial Group

Chase ADESA Boston March 13, 20, 27 508-626-7000

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

Manheim Ohio March 24 800-477-6446

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Manheim Baltimore Washington March 10 410-796-8899

Manheim Orlando March 3, 10, 17, 24, 31 800-337-8491

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Manheim Nashville March 18, 24, 25 877-386-5004

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ADESA Golden Gate March 3, 31 209-839-8000

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Mazda Capital Services ADESA Boston March 13, 27 508-626-7000

Manheim Detroit March 5, 19 734-654-7100

ADESA Golden Gate March 17 209-839-8000

Manheim Fredericksburg Manheim Pennsylvania March 26 March 6, 20 540-368-3400 800-777-2053

ADESA Kansas City March 3, 31 816-525-1100

Manheim Milwaukee March 25 262-835-4436

Manheim Pittsburgh March 11 724-452-5555

Columbus Fair AA March 25 614-497-2000

Manheim Nashville March 25 877-386-5004

Manheim Riverside March 10 909-689-6000

Manheim Atlanta March 5 404-762-9211

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Manheim Seattle March 4 206-762-1600

Manheim Orlando March 3, 17, 31 800-337-8491

Subaru Motors Finance ADESA Boston March 27 508-626-7000

Manheim Detroit March 5, 19 734-654-7100

Brasher’s Salt Lake March 24 801-322-1234

Manheim Fredericksburg Manheim Pittsburgh March 12 March 11 540-368-3400 724-452-5555

Columbus Fair AA March 18 614-497-2000

Manheim Milwaukee March 11 262-835-4436

Manheim Seattle March 4 206-762-1600

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Manheim Southern CA March 19 909-822-2261

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*The tradename “Subaru Motors Finance” and the Subaru logo are owned / licensed by Subaru of America, Inc. and are licensed to JPMorgan Chase Bank, N.A. (“Chase”). Retail / Loan and lease accounts are owned by Chase. *The Jaguar word mark, the Jaguar logo, and Jaguar Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license. The Land Rover word mark, the Land Rover and Oval logo, and Land Rover Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license. Retail / Loan and lease accounts are owned by Chase. *The tradename "Mazda Capital Services" as well as the Mazda and Mazda Capital Services logos are owned by Mazda Motor Corporation or its affiliates and are licensed to Chase. Retail / Loan and lease accounts are owned by Chase. JPMorgan Chase Bank, N.A. Member FDIC ©2014 JPMorgan Chase & Co. (14-723) 10/14

15_UCN.indd 1

2/6/15 12:00 PM


* &(&)

USED CAR NEWS

WHOLESALE MARKETS COLORADO

Matt Read, general manager, Loveland Auto Auction Inc., Johnstown, Colo.: â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;ve been in business 28 years. The auction has four lanes and weâ&#x20AC;&#x2122;re running four. â&#x20AC;&#x153;Recently, volumes have been really good. I think we average 460 cars a week. â&#x20AC;&#x153;Last year was our best year and volumes have been very consistent with this time last year. â&#x20AC;&#x153;Sales percentages are about 65 to 68 percent. â&#x20AC;&#x153;We get a boost in sales during tax times. I think (as of Feb. 6) itâ&#x20AC;&#x2122;s started. Itâ&#x20AC;&#x2122;s just the beginning of it, but itâ&#x20AC;&#x2122;s tough to say. â&#x20AC;&#x153;Last year, it seemed tax season started later than normal. â&#x20AC;&#x153;I would say weâ&#x20AC;&#x2122;re drawing 300 to 350 dealers into the lanes (on sale day). â&#x20AC;&#x153;How they are doing depends on who you talk to. It seems like some of their tax money is starting to flow in recently. I think they are optimistic. â&#x20AC;&#x153;The majority of our buy-

ers are coming from Colorado. But we also get some from Wyoming, Nebraska and some really good buyers out of New Mexico. So those are where the majority of our dealers come from. â&#x20AC;&#x153;The prices in the lanes are pretty high right now, but you expect that this time of the year. â&#x20AC;&#x153;I would say 90 percent of our volumes are dealer consignment. â&#x20AC;&#x153;The rest is just a few bank repossessions. Those are local bank repos. Itâ&#x20AC;&#x2122;s about the same as this time last year because we donâ&#x20AC;&#x2122;t have a lot of those. â&#x20AC;&#x153;We donâ&#x20AC;&#x2122;t have any salvage sales or other special sales. We do not have online sales. â&#x20AC;&#x153;I havenâ&#x20AC;&#x2122;t looked recently at our average price coming through the lanes, but I think itâ&#x20AC;&#x2122;s around $6,000. â&#x20AC;&#x153;We have a detail shop, but do very little recon. Itâ&#x20AC;&#x2122;s about the same amount as last year. â&#x20AC;&#x153;(In terms of whatâ&#x20AC;&#x2122;s selling) everything is doing pretty well. â&#x20AC;&#x153;Trucks and SUVs are always hot in Colorado.

$"% !)&) !!#' â&#x20AC;&#x153;Iâ&#x20AC;&#x2122;m positive about this year. But itâ&#x20AC;&#x2122;s going to be tough to follow last year. In the front range of Colorado weâ&#x20AC;&#x2122;ve had a big oil boom, so thatâ&#x20AC;&#x2122;s helped contribute to the market.â&#x20AC;?

NORTH CAROLINA

Jerry Barker, general manager, Greensboro Auto Auction, Greensboro, N.C.: â&#x20AC;&#x153;Volumes are up. Weâ&#x20AC;&#x2122;re running about 3,000 cars a week. We have 16 lanes. â&#x20AC;&#x153;I would say volumes are probably up 15 percent from last year. There are a lot of lease cars coming back. There are also a lot of program cars out there and weâ&#x20AC;&#x2122;re running a lot of those in our open sales. â&#x20AC;&#x153;Sales percentages are about the same as this time last year, about 64 to 65 percent. â&#x20AC;&#x153;About 40 percent of what we have is program cars, another 25 percent is off-lease, 20 percent is repos and the rest is general cars. â&#x20AC;&#x153;Volumes of off-lease cars and a lot of the guaranteed buyback cars from manu-

facturers are up. â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;re also probably running about 90 cars a day through our paint-and-body shop and about 30 through our reconditioning shop. Itâ&#x20AC;&#x2122;s a big increase in our paint-and-body shop over the last two or three years. A lot of the consignors for the off-lease cars like to (recondition) them up to a highergrade car. All of the vehicles going into the closed sale have to meet certain criteria, so we do a lot more repairs on them. â&#x20AC;&#x153;We have simulcast available on every car we run. This past week (Feb. 7) we had a record number sold online â&#x20AC;&#x153;We have closed sales for GM, Ford, Chrysler and Subaru. The numbers are up for those, too. â&#x20AC;&#x153;Our average price through the lanes is above $15,000 this year. Thatâ&#x20AC;&#x2122;s probably up $2,000. I think a lot of that (increase) has to do with the off-lease vehicles coming back and weâ&#x20AC;&#x2122;re running more of the program cars through the open sale. â&#x20AC;&#x153;This time of the year itâ&#x20AC;&#x2122;s

tax-time cars that do well â&#x20AC;&#x201C; the $10,000- and-under cars. Theyâ&#x20AC;&#x2122;ve probably made the biggest movement in price. The four-wheeldrive vehicles have also seen a little rise. â&#x20AC;&#x153;The number of online and in-lane bidders is around 800 to 1,000. â&#x20AC;&#x153;Weâ&#x20AC;&#x2122;re doing a special sale in March, a sports car/ convertible-type sale for the spring. Weâ&#x20AC;&#x2122;re going to try and get a couple of hundred cars to dedicate to that. Thatâ&#x20AC;&#x2122;s March 25. â&#x20AC;&#x153;We also do three classic car sales per year. Thatâ&#x20AC;&#x2122;s coming up March 5 through March 7. â&#x20AC;&#x153;Mid-sized, four-door cars are weak, compared to previous years. I think itâ&#x20AC;&#x2122;s because there are so many of them coming back through the rental companies. I think the market is just oversaturated. There are also some good incentives for those models. â&#x20AC;&#x153;I think the auction houses are positioned to have one of our betters years of the past four or five years because the volumes are back up.â&#x20AC;?

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USED CAR NEWS

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DOMESTIC

Jan â&#x20AC;&#x2DC;15

Jan-14

â&#x20AC;&#x2DC;15 YTD

â&#x20AC;&#x2DC;14 YTD

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

22,714 20,623 2,091 35,362 3,344 25,969 6,031 14 4 0 1,873 12,892 2,434 6,047 4,411 50 12,942 72,841

18,876 17,185 1,691 28,508 2,272 21,214 4,810 151 61 1 1,537 10,726 1,982 4,975 3,769 34 10,760 59,648

22,714 20,623 2,091 35,362 3,344 25,969 6,031 14 4 1,873 12,892 2,434 6,047 4,411 50 12,942 72,841

18,876 17,185 1,691 28,508 2,272 21,214 4,810 151 61 1 1,537 10,726 1,982 4,975 3,769 34 10,760 59,648

16,590 3,541 12,012 1,725 27,621 6,653 7,368 4,607 3,437 80 3,920 87,554

17,476 3,005 9,639 1,015 26,167 5,430 7,060 2,961 2,916 61 3,312 79,042

16,590 3,541 12,012 1,725 27,621 6,653 7,368 4,607 3,437 80 3,920 87,554

17,476 3,005 9,639 1,015 26,167 5,430 7,060 2,961 2,916 61 3,312 79,042

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

3,730 30 8,746 50 465 991 9,451 5 851 1,027 7,675 30 1,346 34,397

3,161 30 6,019 34 327 764 8,301 4 695 809 6,562 47 850 27,603

3,730 30 8,746 50 465 991 9,451 5 851 1,027 7,675 30 1,346 34,397

3,161 30 6,019 34 327 764 8,301 4 695 809 6,562 47 850 27,603

Total - EST.

194,792

166,293

194,792

166,293

ASIAN

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Westlake Financial Services

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

Source: Autodata Corp.

2/6/15 3:35 PM


TRUE COST OF INCENTIVES (TCI) December-13

December-14% Change ‘13-’14

Compact Car

TCI $1,676 1 $12,643 2 $11,719 3 $10,623 4 $8,262 5 $7,000

Subcompact Car TCI $1,218 1 $11,500 2 $10,501 3 $8,732 4 $7,046 5 $5,921

Midsize Car

TCI $2,273 1 $13,750 2 $13,419 3 $11,834 4 $9,728 5 $8,032

Large Car

TCI $3,391 1 $17,841 2 $15,671 3 $12,565 4 $10,313 5 $8,200

$1,814 $12,951 $11,575 $10,359 $8,647 $7,143

$1,087 -10.76% $11,784 2.47% $10,869 3.50% $9,691 10.98% $7,499 6.43% $6,437 8.71% $2,388 5.06% $15,310 11.35% $13,354 -0.48% $11,720 -0.96% $9,885 1.61% $8,648 7.67% $4,055 19.58% $17,168 -3.77% $15,052 -3.95% $13,659 8.71% $10,778 4.51% $9,160 11.71%

Compact Crossover Suv TCI $1,607 1 $16,487 2 $15,230 3 $13,234 4 $10,936 5 $9,148

8.23% 2.44% -1.23% -2.49% 4.66% 2.04%

$1,548 $17,884 $15,627 $13,705 $11,743 $10,054

-3.67% 8.47% 2.61% 3.56% 7.38% 9.90%

December-13

December-14% Change ‘13-’14

Premium Sport Car

Compact Truck

Entry Luxury Car

TCI $4,110 1 $31,864 2 $28,686 3 $24,676 4 $19,417 5 $16,677 TCI $689 1 $19,995 2 $17,701 3 $15,270 4 $13,400 5 $11,509

Large Truck

TCI $3,830 1 $25,680 2 $23,640 3 $20,175 4 $17,279 5 $14,999

Minivan

TCI $2,299 1 $18,364 2 $19,874 3 $13,975 4 $11,156 5 $9,330

Van

TCI $2,475 1 $17,087 2 $14,884 3 $11,669 4 $10,573 5 $9,674

$2,593 -36.91% $32,615 2.36% $28,296 -1.36% $25,368 2.80% $21,797 12.26% $17,285 3.65% $683 -0.87% $20,920 4.63% $19,120 8.02% $16,376 7.24% $14,458 7.90% $12,897 12.06% $4,141 $26,824 $24,732 $21,534 $18,586 $16,494

$1,894 $18,975 $17,183 $13,737 $11,246 $10,193

Midsize Traditional Suv

Midrange Sport Car

TCI $1,582 1 $24,256 2 $23,384 3 $17,994 4 $13,277 5 $11,902

$1,626 2.78% $24,616 1.48% $22,346 -4.44% $20,253 12.55% $16,557 24.70% $13,342 12.10%

Large Crossover Suv TCI $3,476 1 $24,594 2 $21,677 3 $17,514 4 $14,298 5 $12,647

19_UCN.indd 1

$3,847 10.67% $24,506 -0.36% $21,087 -2.72% $18,546 5.89% $14,578 1.96% $12,084 -4.45%

TCI $2,004 1 $21,206 2 $19,393 3 $18,216 4 $14,610 5 $11,025 TCI $1,259 1 $38,637 2 $33,459 3 $26,841 4 $25,905 5 $19,912

8.12% 4.45% 4.62% 6.74% 7.56% 9.97%

$2,117 -7.92% $19,927 8.51% $19,080 -4.00% $16,395 17.32% $11,879 6.48% $9,660 3.54%

Entry Sport Car

$2,776 17.58% $20,692 0.63% $19,136 4.42% $15,933 1.02% $13,053 -1.26% $11,352 1.94%

December-14% Change ‘13-’14

Large Traditional Suv

Midsize Crossover Suv TCI $2,361 1 $20,563 2 $18,326 3 $15,772 4 $13,220 5 $11,136

December-13

-23.47% 11.05% 15.45% 17.72% 6.37% 5.36%

$1,379 -31.19% $19,524 -7.93% $18,398 -5.13% $17,857 -1.97% $15,780 8.01% $12,325 11.79% $1,397 10.96% $39,990 3.50% $32,772 -2.05% $31,704 18.12% $26,870 3.73% $23,041 15.71%

TCI $2,043 1 $71,761 2 $62,027 3 $49,970 4 $45,112 5 $34,987 TCI $3,608 1 $24,562 2 $22,305 3 $18,560 4 $16,113 5 $13,041

$2,065 1.08% $73,800 2.84% $58,507 -5.67% $64,535 29.15% $46,846 3.84% $39,835 13.86% $2,486 -31.10% $25,084 2.13% $21,317 -4.43% $20,066 8.11% $15,692 -2.61% $13,329 2.21%

Entry Luxury Suv TCI $2,603 1 $28,966 2 $25,576 3 $21,896 4 $17,517 5 $13,759

$2,039 -21.67% $29,503 1.85% $25,819 0.95% $22,678 3.57% $18,840 7.55% $15,416 12.04%

Midrange Luxury Car TCI $5,057 1 $36,342 2 $33,833 3 $24,895 4 $18,600 5 $15,244

$3,271 -35.32% $35,676 -1.83% $31,617 -6.55% $27,362 9.91% $20,058 7.84% $15,691 2.93%

Midrange Luxury Suv TCI $1,689 1 $42,124 2 $34,083 3 $28,889 4 $24,401 5 $18,769

$1,319 -21.91% $42,089 -0.08% $35,890 5.30% $29,599 2.46% $24,321 -0.33% $19,790 5.44%

Premium Luxury Car TCI $2,873 1 $58,201 2 $48,755 3 $38,782 4 $31,959 5 $24,868

$3,630 26.35% $58,206 0.01% $45,405 -6.87% $40,194 3.64% $34,621 8.33% $26,215 5.42%

Premium Luxury Suv TCI $2,871 1 $48,338 2 $44,070 3 $34,577 4 $29,655 5 $21,913

$2,297 -19.99% $51,383 6.30% $43,962 -0.25% $37,430 8.25% $27,906 -5.90% $25,996 18.63%

Edmunds.com’s monthly True Cost of Incentives (TCI) report takes into account all of the manufacturers’ various United States incentives programs, including subvented interest rates and lease programs as well as cash rebates to consumers and dealers. To ensure the greatest possible accuracy, Edmunds.com bases its calculations on sales volume, including the mix of vehicle makes and models for each month, as well as on the proportion of vehicles for which each type of incentive was used. TCI data (and other Edmunds.com data products) can be viewed industrywide, import vs. domestic, by country of origin, by make, by model and by segment. True Market Value (TMV) is the transaction price for vehicles.

2/6/15 3:33 PM


ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES FEBRUARY 2015

SOURCE: BLACK BOOK

2013 MODELS Domestic Cars Buick LaCrosse 4D Sedan Cadillac CTS 3.6 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 base 4D Sedan Chrysler 200 Touring 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan Import Cars Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan 3.5 Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Trucks BMW X3 XDrive28i 4D SAC Cadillac Escalade base 4D Utility AWD Cadillac SRX Luxury 4D Utility AWD Chevrolet Equinox LS 4D Utility FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D Utility 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D Utility Ford Escape SEL 4D Utility 4WD Ford Explorer XLT 4D Utility 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D Utility 4WD w/RES Jeep Grand Cherokee Laredo 4D Utility 4WD

Feb-14 $21800 $26900 $11900 $11950 $20050 $12600 $12400 $16000 $17450 $24200 Feb-14 $24600 $30400 $70800 $16850 $13600 $31700 $37800 $11200 $13850 $17250 $11900 $16000 $12800 $15250 Feb-14 $34250 $46850 $29800 $17500 $20950 $30550 $15400 $19700 $19950 $27250 $21125 $19850 $18400 $19850 $28750 $25100

Aug-14 $20700 $25900 $11900 $12350 $19700 $13150 $12650 $16400 $16800 $26200 Aug-14 $22900 $27450 $64800 $16650 $13600 $31800 $34600 $11450 $13000 $16300 $12650 $15000 $12850 $16200 Aug-14 $31300 $45850 $30000 $16800 $21700 $28700 $15200 $22100 $18150 $26800 $22100 $21800 $18950 $21350 $29100 $24600

2012 MODELS Feb-15 $16800 $22900 $10400 $10600 $17450 $11300 $11150 $15200 $14950 $20950 Feb-15 $21200 $26400 $54650 $14800 $12400 $28400 $31200 $10050 $11750 $15050 $11000 $13600 $12200 $15150 Feb-15 $28500 $41150 $26450 $14750 $22800 $27700 $12900 $19000 $18000 $26200 $19500 $20500 $17850 $20100 $27750 $22600

Projected Figures Feb-16 Feb-17 $15125 $13350 $18875 $16175 $8425 $7400 $8875 $7850 $14050 $12175 $9100 $7875 $8325 $7200 $12325 $10875 $12675 $11000 $19275 $17125 Feb-16 Feb-17 $17950 $15775 $20150 $16850 $46875 $39750 $12300 $10900 $9825 $8400 $23050 $19775 $25250 $21425 $8500 $7375 $9800 $8600 $12150 $10575 $8600 $7450 $11350 $10050 $9125 $8050 $11875 $10675 Feb-16 Feb-17 $23875 $20550 $35925 $31600 $23325 $20775 $11025 $9275 $17100 $15400 $22625 $20275 $9800 $8025 $15450 $13325 $13725 $11700 $20100 $17250 $16575 $14500 $15975 $13600 $14750 $12975 $16250 $14400 $22975 $20575 $17675 $15075

2011 MODELS Domestic Cars Buick LaCrosse CX 4D Sedan Cadillac DTS 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 base 4D Sedan Chrysler 200 Touring 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln Town Car Signature Limited 4D Sedan Import Cars Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra base 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Trucks BMW X3 XDrive28i 4D SAC Cadillac Escalade base 4D Utility AWD Cadillac SRX Luxury 4D Utility AWD Chevrolet Colorado LT Crew Cab 4WD Z85 Chevrolet Equinox LS 4D Utility FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D Utility 4WD Dodge Grand Caravan Express Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D Utility 4WD Ford Explorer XLT 4D Utility 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility 4WD Honda Odyssey LX Wagon Honda Pilot EX-L 4D Utility 4WD w/RES

20_UCN.indd 1

Feb-14 $13700 $20100 $9750 $8900 $15300 $9700 $8950 $12900 $13700 $21900 Feb-14 $19600 $19750 $44600 $12750 $11000 $23100 $28200 $9850 $9950 $11250 $9050 $11850 $10300 $12850 Feb-14 $27950 $39300 $23350 $18450 $11450 $17575 $23075 $11100 $17000 $13050 $24200 $17700 $17075 $15300 $16150 $23850

Aug-14 $12500 $18200 $9850 $9700 $14750 $10850 $9150 $13000 $13500 $20800 Aug-14 $18900 $19100 $39300 $12150 $10900 $21250 $25900 $8750 $9900 $11200 $9750 $11550 $10450 $12650 Aug-14 $25400 $35550 $23200 $18950 $11650 $18600 $23800 $11400 $17200 $12600 $22600 $18300 $17800 $14600 $16400 $23550

Domestic Cars Buick LaCrosse 4D Sedan Cadillac CTS 3.6 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 base 4D Sedan Chrysler 200 Touring 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan Import Cars Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra base 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Trucks BMW X3 XDrive28i 4D SAC Cadillac Escalade base 4D Utility AWD Cadillac SRX Luxury 4D Utility AWD Chevrolet Colorado LT Crew Cab 4WD Z85 Chevrolet Equinox LS 4D Utility FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D Utility 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D Utility 4WD Ford Explorer XLT 4D Utility 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D Utility 4WD w/RES

Feb-14 $19400 $22200 $10650 $10700 $17250 $11050 $10800 $14300 $15550 $20100 Feb-14 $22000 $25600 $56500 $14300 $12200 $27000 $32200 $10500 $11200 $12500 $10300 $14000 $11500 $13950 Feb-14 $31150 $43250 $26600 $19950 $13200 $19100 $27450 $12950 $19000 $15350 $26000 $19950 $18500 $17100 $17650 $27000

Aug-14 $17400 $22050 $10750 $10700 $16600 $11950 $10900 $14600 $14850 $21900 Aug-14 $20850 $25650 $48400 $13750 $12200 $24800 $29600 $10900 $11200 $12500 $10700 $13600 $11600 $14050 Aug-14 $27550 $40850 $25750 $21000 $13500 $20550 $27700 $13300 $20200 $14450 $25300 $21500 $21300 $17300 $19300 $27000

Feb-15 $15550 $19400 $8800 $9350 $15100 $10050 $9200 $13300 $13500 $18300 Feb-15 $19000 $23200 $43400 $12050 $10900 $22400 $26800 $9000 $9500 $10800 $9300 $12300 $10500 $12600 Feb-15 $26100 $35700 $23050 $19700 $11250 $20500 $25400 $10500 $18500 $13600 $22800 $19000 $18900 $16400 $17350 $25450

Projected Figures Feb-16 Feb-17 $13175 $11500 $15950 $13525 $7425 $6425 $7650 $6750 $11900 $10100 $7900 $6700 $7250 $6225 $10775 $9575 $11200 $9525 $15650 $13650 Feb-16 Feb-17 $16050 $13800 $17350 $14375 $36275 $30725 $10300 $9175 $8575 $7250 $18800 $16525 $21375 $17925 $7675 $6500 $8425 $7300 $9400 $8125 $7325 $6350 $10100 $8900 $8350 $7275 $10775 $9200 Feb-16 Feb-17 $21025 $17800 $31600 $26925 $20050 $17500 $16350 $14325 $9025 $7525 $15325 $13575 $21075 $18475 $8000 $6450 $14075 $12000 $10650 $9025 $17975 $15225 $15000 $12950 $14425 $12150 $13425 $11775 $14525 $12550 $21200 $18375

Feb-15 $10650 $12850 $5050 $7200 $9800 $6650 $6550 $10100 $10850 $14650 Feb-15 $15050 $13300 $28900 $9500 $7000 $16000 $20800 $7100 $7200 $8500 $6600 $9250 $7800 $9000 Feb-15 $19800 $30150 $16800 $15700 $8275 $16300 $21500 $7500 $13000 $9700 $12400 $13700 $12800 $12250 $10800 $18650

Projected Figures Feb-16 Feb-17 $8500 $7225 $9700 $8050 $4225 $3675 $5825 $4950 $8450 $7125 $4675 $3700 $5350 $4475 $8350 $7250 $8600 $7125 $11700 $9500 Feb-16 Feb-17 $12200 $10050 $11150 $9300 $24650 $20650 $7825 $6800 $5600 $4625 $13900 $11800 $15150 $12200 $5500 $4550 $6275 $5325 $7125 $6025 $5425 $4575 $7725 $6725 $6275 $5425 $7375 $6225 Feb-16 Feb-17 $16125 $13325 $24075 $19600 $14425 $11875 $12850 $11175 $6350 $5250 $12725 $11000 $16500 $13725 $6100 $4750 $9825 $8325 $7525 $6250 $9975 $8075 $11275 $9600 $10125 $8650 $9950 $8675 $9250 $7850 $14775 $12400

2010 MODELS Feb-15 $11200 $16200 $8050 $8150 $13650 $9150 $7300 $11600 $11900 $18950 Feb-15 $17000 $16900 $34550 $10700 $9500 $19000 $23200 $7950 $8300 $9600 $7950 $10500 $9500 $10950 Feb-15 $23650 $31800 $19900 $17500 $9700 $18600 $23000 $9000 $17000 $11500 $22000 $18200 $16500 $13600 $14000 $21900

Projected Figures Feb-16 Feb-17 $9500 $8200 $11700 $9800 $6725 $5750 $6650 $5775 $10300 $8675 $6975 $5850 $6150 $5225 $9725 $8625 $9825 $8250 $14750 $12125 Feb-16 Feb-17 $14000 $11975 $13275 $11175 $29750 $25100 $9025 $7950 $7375 $6125 $16400 $14425 $17850 $14700 $6400 $5350 $7250 $6225 $8175 $6975 $6400 $5500 $8850 $7825 $7450 $6425 $8725 $7375 Feb-16 Feb-17 $18525 $15400 $26875 $22625 $17100 $14575 $14425 $12575 $7600 $6225 $14175 $12450 $18625 $16050 $7225 $5725 $12050 $10200 $9100 $7650 $15975 $13275 $13250 $11350 $12625 $10625 $11500 $10100 $11975 $10325 $18025 $15275

Domestic Cars Buick LaCrosse CX 4D Sedan Cadillac DTS 4D Sedan Chevrolet Cobalt LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 Touring 4D Sedan Chrysler Sebring Touring 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln Town Car Signature Limited 4D Sedan Import Cars Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra base 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Trucks BMW X3 XDrive30i 4D SAV Cadillac Escalade base 4D Utility AWD Cadillac SRX Luxury 4D Utility AWD Chevrolet Colorado LT Crew Cab 4WD Z85 Chevrolet Equinox LS 4D Utility FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D Utility 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D Utility 4WD Ford Explorer XLT 4D Utility 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility 4WD Honda Odyssey LX Wagon Honda Pilot EX-L 4D Utility 4WD w/RES

Feb-14 $11950 $16650 $6350 $7450 $11450 $7950 $7700 $11700 $12850 $17750 Feb-14 $17600 $16550 $37850 $11300 $8150 $19800 $24800 $8700 $8800 $10100 $8500 $10400 $9200 $11100 Feb-14 $23400 $34950 $20900 $16750 $10475 $16475 $20900 $9400 $14900 $11450 $15675 $14975 $14950 $13700 $13050 $20900

Aug-14 $11050 $14550 $5900 $8350 $11150 $7700 $8100 $11600 $12950 $16500 Aug-14 $17000 $14700 $32750 $10650 $7800 $18300 $22800 $7900 $8600 $9900 $8400 $10250 $9100 $10450 Aug-14 $22000 $32550 $19900 $17000 $10025 $16350 $21200 $9500 $13700 $10650 $14500 $16300 $14000 $13000 $12450 $20000

2/6/15 3:32 PM


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Disconnected Jottings From Tony Moorby... This is a busy year to observe some anniversaries, especially for a Brit. The Magna Carta, essentially an Englishmanâ&#x20AC;&#x2122;s guarantee of freedom, was signed 800 years ago by King John at Runnymede near Windsor

days at Westminster Hall. Four members of each of the armed services took turns to stand at the corners of his coffin with heads solemnly bowed. Unusually, even the Queen attended along with countless other representa-

Tony Moorby

Ć&#x20AC;É&#x; Ĺ´Ĺ°Ć?3,É&#x;0.,(É&#x;) É&#x;."É&#x;#(/-.,3 Ć&#x20AC;É&#x; ,-#(.É&#x; ,)'É&#x;ŹŚŚšĆ&#x2018;ŲŰŰŰÉ&#x;) É&#x;É&#x;É&#x; É&#x; /.)').#0 Ć&#x20AC;É&#x; ,0É&#x;-É&#x;Ć&#x2030;-É&#x;2/.#0É&#x;0#É&#x;É&#x; É&#x; *,-#(.É&#x;) É&#x;-&-É&#x;(É&#x;',%.#(! Ć&#x20AC;É&#x; )),3É&#x;Ć É&#x;--)#.-É&#x;ŲŰŰŜĆ&#x2018;*,-(. Ć&#x20AC;É&#x; 1,É&#x;."É&#x;#(!É&#x;) É&#x;)(),É&#x;3É&#x;É&#x; É&#x;   Ć&#x20AC;É&#x; É&#x;&&É&#x;) É&#x;',

and still, today, forms the basis of English legal statutes. Six-hundred years ago, Henry V beat the French at the Battle of Agincourt and Napoleon was defeated at Waterloo 200 years since. January 24 marked the 50th anniversary of the death of Sir Winston Churchill. He was buried on the 30th, a bitterly cold Saturday, to unrivalled ceremony for a commoner â&#x20AC;&#x201C; a State Funeral â&#x20AC;&#x201C; the service was held at St. Paulâ&#x20AC;&#x2122;s Cathedral after he had been lying in state for three

tives of foreign nations. The whole event was televised to 350 million viewers worldwide in all its black and white fuzziness. As his coffin was taken by naval gun carriage to Tower Pier on the Thames, hundreds of thousands of onlookers stood in silence. A naval launch, the Havengore, took the coffin and family mourners to Festival Pier while the RAF flew 16 Lightning fighter jets in box formation in a breath-taking fly-past as pipers from sixteen Scottish

C R O S S WO R D

regiments played laments. The coffin was then taken by locomotive called The Winston Churchill to the village of Bladon in Oxfordshire where he was finally laid to rest, almost in the shadow of Blenheim Palace, the place of his birth. A poll was taken in 2002 to vote for who was the greatest Briton â&#x20AC;&#x201C; hardly surprisingly, Churchill came out on top. In fact Dwight D. Eisenhower had said, â&#x20AC;&#x153;Churchill is Britain.â&#x20AC;? Apart from his leadership skills, he was so accomplished in many other fields. He could build and had an appreciation of architecture and made many alterations to the house he bought at Chartwell in Kent. The views from this house inspired many of his paintings â&#x20AC;&#x201C; he was a wonderful watercolorist and oil painter. He wrote â&#x20AC;&#x201C; prodigiously and with exacting grammar. He didnâ&#x20AC;&#x2122;t just write speeches but many, many volumes of history as well as documenting his own experiences in, for instance, the Sudan and Africa. He won the Nobel Prize for Literature.

28. Civics, e.g. 32. Tons of time 33. Pro ____, proportionately 35. British sports car 36. Its price is determined by oil prices 38. Chevy economy car 40. Nissan compact 43. Popular 45. Makes better 46. Oil measurement device

ing grounds. We shall fight in the fields and in the streets; we shall fight in the hills. We shall never surrender.â&#x20AC;? He loved to use similar sounding words or phrases; â&#x20AC;&#x153;To jaw-jaw is better than to warwarâ&#x20AC;? or emphatic repetition; â&#x20AC;&#x153;â&#x20AC;Ś. never give in, never give in, never, never, never, neverâ&#x20AC;?. Then, of course, there was his dexterity with wit and comebacks, stridently wringing out every sense of a word like a shammy leather and withering his verbal opponents in the speaking. Some of his observations ring as true today as they did then; â&#x20AC;&#x153;Some see private enterprise as a predatory target to be shot, others as a cow to be milked, but few are those who see it as a sturdy horse pulling the wagon.â&#x20AC;?

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

Sponsored by INSURANCE AUTO AUCTIONS

By Miles Mellor

Across 1. Buick model 4. Luxury sedan (2 words) 8. Companies, for short 10. Porsches 12. Toyota minivan 13. Russiaâ&#x20AC;&#x2122;s internet symbol 14. Yearly interest rate (abbr.) 16. Interior decor of a car 18. GT-R makers 20. Spotted 21. Comment you might make when driving a Rolls (2 words) 22. VW sedan 26. It means nothing 27. Licenses, for example

Although he was elected Prime Minister twice and served in a profusion of political offices, he was not a man for all seasons; in the thirties he was virtually a political outcast â&#x20AC;&#x201C; he called them â&#x20AC;&#x2DC;The Wilderness Yearsâ&#x20AC;&#x2122; and devoted his time to writing, painting and gardening. His mother was American and he always saw the two countries as friends and allies â&#x20AC;&#x201C; â&#x20AC;&#x153;We are two great countries, divided only by a common language!â&#x20AC;? He loved to play with language and is one of the mostquoted people of all time. He studied rhetoric and used it to stir the very blood of nations. Anaphora is the use of repeated words at the beginning of each sentence â&#x20AC;&#x201C; â&#x20AC;&#x153;We shall fight on the beaches. We shall fight on the land-

1

Down 1. Shaking motion- not good in a car 2. Acura letters 3. After-tax amount 4. Start of a west coast city 5. Lexus letters 6. Beginning for â&#x20AC;&#x153;lateralâ&#x20AC;? 7. Hyundai coupe 8. FJ or Land 9. Wood used in some luxury car trim 11. Make a mistake 12. ____beam Talbot 15. Not the first transaction 16. Mazda CX-5 _____ 17. Itâ&#x20AC;&#x2122;s under the driverâ&#x20AC;&#x2122;s feet 19. All __ dayâ&#x20AC;&#x2122;s work (2 words) 23. Regrettable 24. Braking system 25. Dodge 4 door 29. Tie breaker, for short 30. Ambassador or Statesman, once

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Answers to the 2/2/15 puzzle

31. A Toyota 34. Saturn car model 35. Hybrid bike 37. Green car from Chevy 39. Road sign 41. Hondaâ&#x20AC;&#x2122;s economy class 42. Gun the engine 43. Crash into 44. Decade count

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Answers to this puzzle in the 3/2/15 issue. Call 1.800.794.0760 for a FREE subscription.

21_UCN.indd 1

2/9/15 11:02 AM


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February 16 - Dealer Life [Technology Spotlight Advertorial] April 20 - Dealer Life [Product Showcase Advertorial] Deadline Thursday, February 5

Deadline Thursday, April 9

March 2 - Motorcycles

May 1 - Data Source Book

March 16 - CAR/NAAA Conference Edition

May 4 - Profit Centers

Deadline Wednesday, April 1 Deadline Thursday, April 23

March 16 Insert - Dealersâ&#x20AC;&#x2122; Guide to Top Auctions May 18 - NABD Convention Issue Deadline Thursday, February 26

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April 6 - 20th Anniversary Issue

June 1 - Lease-Here, Pay-Here Deadline Thursday, May 21

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SUPER STAFF: The staff of Dealers Auto Auction of the Southwest celebrated its 12th anniversary by spotlighting the auctionâ&#x20AC;&#x2122;s technological innovations.

Dealers Auto Auction of the Southwest recently celebrated its 12th anniversary and used the occasion to spotlight its improved technology for dealers. The auction staff reviewed many innovations and tools that DAASW has developed over its 12-year history to enhance the buying and selling process. Auction General Manager Stephanie Gingras said one innovation has brought improved mobile technology to the operational side of the industry, with seamless one-person wireless uploads via iPad of all CRs, images, and videos to both DAASW.com and its industry-leading .MX sites. The auction has combined its 360 Customer Service Program with its Mexico-ready and Transparent Transactions programs, all in conjunction with Carfax. The auction is now uploading CRs on dealer consignment to provide additional information to Internet buyers during the auctionâ&#x20AC;&#x2122;s 100-percent simulcast Wednesday sale. â&#x20AC;&#x153;We have developed these enhancements to our 360 Service to supply the tools our customers need to make informed and confident purchases both in the lane and online,â&#x20AC;? Gingras said. â&#x20AC;&#x153;Add to this DAASWâ&#x20AC;&#x2122;s APP based bidder badge system, and its lane leader, iPad-driven email system allowing every consignor to get real time updates on their units, and you have the leading mobile technology driven auction in the Southwest with even more to come in 2015.â&#x20AC;?

Manheim Sells $100,000 Cars

Manheim Riverside sold more Following the sale, Manheim Rivthan 50 cars during its One Hundred erside hosted a dinner for customers Grander Sale on Jan. 28. at the historic Mission Innâ&#x20AC;&#x2122;s Music The sales event began with a re- Room in downtown Riverside. ception for customers featuring appetizers, sushi and beverages. We invite news items and top-quality photos The sale feature more than 100 vefrom our readers to be considered for â&#x20AC;&#x153;Around hicles listing for $100,000 or more. the Block.â&#x20AC;? Please include the name of a contact person and a telephone number. The list of vehicles included many Send items and photos to: Jeffrey Bellant luxury brands including: Aston MarMail: Used Car News, 24114 Harper Ave., tin, Bentley, Ferrari, Jaguar, LamboSt. Clair Shores, MI 48080. Fax: (586) 772-9400 rghini, Maybach, Porsche and Rolls e-mail: jeff@usedcarnews.com Royce.

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Special Advertising Section

USED CAR NEWS

Grow Your Business Through Additional Sales and Profits

TECHNOLOGY Spotlight

AutoSave/Charter Warranty ............................ 28 & 29 CalAmp Corporation ......................................... 25 & 32 Copart .......................................................................... 37 Credit Acceptance Corporation ..................... 37 & 38 DealerRater ................................................................. 36 FEX DMS . ............................................................. 28 & 30 Go Financial ....................................................... 25 & 27

Dealers succeed in this business by selling more cars and making more money, yet many consistently lose profitable business. Credit Acceptance, a publicly traded finance company founded in 1972, gives independent and franchise dealers the ability to provide an approval to every customer on nearly any vehicle. With their Portfolio and Purchase programs, dealers can maximize every deal and choose which to use on a deal-by-deal basis. Designed to capture lost customer opportunities, the Portfolio program enables dealers to make money now, and with residuals on the Portfolio contracts, well into the future. The Purchase program gives dealers all of their money up-front, similar to traditional financing. These programs can work in any market and align with existing staff, sales management and F&I protocol in a manner that complies with the policies governing your business. Recently, Credit Acceptance has made enhancements that make it even easier, faster and more profitable to do business. Their patented Credit Approval Processing System (CAPSÂŽ) makes it easy to receive approvals (in 30 seconds or less) and structure compliant deals. CAPS

integrates with CarsforSale.comÂŽ, AutoClickÂŽ, ProMaxÂŽ and many other dealer and inventory management systems. The easy, 5-step process guides dealers through submitting an optimally structured approval, prints contracts, and keeps track of inventory, approvals and funding â&#x20AC;&#x201C; allowing dealers to control the sale from start to finish. Reporting capabilities help dealers monitor their business, portfolios and customers. The Credit Acceptance Dealer Service Center provides the tools and guidance needed to achieve fast funding and long-term profitability. Currently, 62% of contracts are funded in 1 day or less, with the average deal funded in under four days! In 2014, Credit Acceptance paid dealers over $1,576,642,550 in Advances, over $41,707,140 in accelerated Portfolio Profit Express (Portfolio Profit money), and over $138,854,420 in Portfolio Profit. Visit creditacceptance.com to find out how you can sell more cars and make more money.

Gordon Howard/Passtime ........................................ 27 GWC Warranty Corporation ..................................... 26 iMetrik Global .................................................... 34 & 35 Leedom & Associates Convention ................. 29 & 31 NextGear Capital .............................................. 32 & 33 Northland ........................................................... 25 & 34 Payteck Technologies .............................................. 24

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USED CAR NEWS

Special Advertising Section

Improving ROI Through Quality: the Low Price Fallacy You just negotiated a few dollars off your GPS unit order, but did you make a good business decision? The answer might be no. As price drops, the quality of your solution may also drop. The ROI on your entire GPS program will be affected. To gain significant improvements in the financial return on your GPS investment, even

each month, saving you time and money. Plus, your monthly recovery savings could easily pay for the high-quality solution. SkySmartâ&#x201E;˘ technology, part of a valuable solution provided by CalAmp, provides proprietary features including advanced, over-the-air device management, remote trouble shooting and sup-

CalAmp is the only US-based provider of GPS collateral assurance solutions that also makes their own devices. small differences in quality matter. There is a direct relationship between the quality of your GPS solution and your ability to successfully locate and recover assets. When your GPS fails to locate vehicles, you risk much higher recovery and write-off costs. These costs include extra efforts of collections staff, the need for skip tracers, more expensive repossessions, and higher damage from delayed recovery or even complete loss of the asset. Those costs could quickly add up. However, if you purchase a high-quality GPS solution that can deliver better performance, you could locate more assets

port, unique dual-processor design and standard back-up battery on each device. Widely regarded as the highest quality provider of collateral assurance solutions, CalAmp is the only US-based provider of GPS collateral assurance solutions that also makes their own devices. As one of the top GPS device manufacturers in the world, CalAmp controls their solution from the device, through the network, to their cloud-based platform and the LenderOutlookâ&#x201E;˘ vehicle finance application. CalAmpâ&#x20AC;&#x2122;s unmatched quality means reliably and quickly locating assets and lowering recovery costs. Now thatâ&#x20AC;&#x2122;s a deal.

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Look Beyond Cost and Features GPS units are fabulous tools! With Leaseâ&#x20AC;&#x2122;Tâ&#x20AC;&#x2122;OwnÂŽ vehicles, we highly recommend that each be equipped with a GPS unit. GPS units come in all sizes, with many different features, at various costs, so be sure you know what your end purpose is for using the GPS unit before choosing a manufacturer. When it comes to technology, finding the lowest cost item doesnâ&#x20AC;&#x2122;t always deliver the results you want! For Leaseâ&#x20AC;&#x2122;Tâ&#x20AC;&#x2122;OwnÂŽ dealers, the main purpose for using a GPS is to aid in the locating of your property if a customer defaults on payments or drops insurance coverage. Some dealers also use it as a tool for ensuring on-time payments with the starter disconnect feature. In our experience, we figure itâ&#x20AC;&#x2122;s about a 50/50 split on dealers that simply want to track where the vehicle is vs. those that enable the starter/ disconnect feature for payment leverage. Youâ&#x20AC;&#x2122;ll want to check the laws in your state to ensure compliance but in most states if you are using the GPS as a tracking device only, you do not need to tell the customer the GPS unit has been installed. If you enable the Starter/Disconnect feature however, there is

If you want your cash to grow, Send your subprime apps to GO!

a Federal Law that requires you to disclose that fact to the customer. We include the required disclosure statement with each GPS unit we sell. If the manufacturer youâ&#x20AC;&#x2122;ve chosen does not, you might want to consider that a red flag and choose another brand. Features are pretty standard with GPS units on the market today â&#x20AC;&#x201C; size, internal antennas, starter/interrupt, etc. We encourage you to look beyond the basic features and investigate these two points through word of mouth recommendations from actual users: Ć&#x20AC;É&#x; &##&#.3É&#x;) É&#x;."É&#x;É&#x;/(#. Ć&#x20AC;É&#x; "É&#x; +/&#.3É&#x; ) É&#x; ."É&#x; -/**),. youâ&#x20AC;&#x2122;ll be receiving if something goes wrong Northland is not only a distributor of PassTime GPS units, we use the same GPS units on our own fleet of Leaseâ&#x20AC;&#x2122;Tâ&#x20AC;&#x2122;OwnÂŽ Cars. Weâ&#x20AC;&#x2122;d love to give you our feedback on the units weâ&#x20AC;&#x2122;re using today and the ones weâ&#x20AC;&#x2122;ve used in previous years. Call us at 800-879-3433 or visit www.NorthlandDealers.com

GO Financialâ&#x20AC;&#x2122;s innovative subprime lending program puts you in control. Itâ&#x20AC;&#x2122;s an end-to-end solution that provides up-front profit and future cash flow streams.

* No Sign Up Fees * No Monthly Software Fees * Non Recourse * Cash Out Now Get Started Today: Visit gofinancial.com or call 888-463-4626

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Missed Payments: When GPS Is Not Enough While GPS is the newest, sexiest technology, it is not foolproof. Unfortunately, you can still lose cars with it. So what’s a dealer to do? First, understand that GPS is a “reactive” answer to the problem after things are already out of control. Now you have to say, “We’ve had enough. Go get the car.” Obviously, most dealers would rather get paid than go through a repo. Second, consider using a twopronged approach that adds a proactive component to the reactive GPS component. Add our PT2000 as a proactive behavior-modification device that encourages your customers to pay

as agreed. The PT2000 can be used as an “active decoy” (ask us). Mounted right there on the dashboard, it is a visible daily reminder to your customers that they must make their payment by the due date. Having a PT2000 is like having your own proactive collector in each and every car so that you can modify bad behavior before an account becomes delinquent. Contact PayTeck at 1-800-880-3081 or www.payteck.com

USED CAR NEWS

Time-saving Technology Helps Dealers Sell More Cars

Today’s modern consumer barely has time to do laundry or grocery shop. Spending an entire Saturday shopping for a car? It simply isn’t an option for anyone. GWC Warranty, a leading provider of vehicle service contracts and related finance and insurance products for the past 20 years, is committed to helping dealers sell more cars. One way the company does this is by offering technology that allows dealers to spend less time rating and writing contracts, getting them back to selling cars faster than ever before. GWC recently launched a Dealer Portal that features a rating engine built to help dealers quickly and easily rate and write vehicle service contracts with just a few clicks of a mouse. The portal, which is iPad compatible, also allows dealers to remit payment and offers GWC Elite dealers the ability to initiate claims online

– all ways the company is working to help dealers save time. “At GWC, we help dealers sell more cars by giving car shoppers the confidence to become car buyers,” notes CEO and President Rob Glander. “In today’s technological world, that equates to giving our dealers more tools to conduct business electronically. “Streamlining processes using technology allows our dealers to spend less time thumbing through paperwork and more time moving inventory.” The company is planning to add more tools to the portal in the near future and continues to develop others to put technology at work for dealers, their customers and their businesses. For more information about GWC Warranty and the technology dealers can use to sell more cars, visit GWCWarranty.com or call 1-800-482-7357 x767.

20TH ANNIVERSARY ISSUE

20 Years as The Dealer’s Source for News Join us as we take a look back | April 6th

GWC WARRANTY ELITE DEALERS BENEFIT FROM

ON CERTIFIED CONTRACTS GWC Warranty offers Elite Dealers an exclusive No Worries, Just Drive experience with access to exciting benefits like Special Certified Pricing. GWC’s Certified Program is built to help you sell more cars. GWC Elite dealers have access to rates as low as $99.

Do you want to Certify your lot for less? Find out how you can become a GWC Elite dealer today! 800·482·7357 x767 | GWCwarranty.com/BeElite

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Consider Coverage, Longevity, & Cost when Buying GPS Devices In the GPS device industry there is information – and perhaps misinformation – about 2G, 3G, this carrier and that. Regardless of which carrier or which technology – there are three points to consider: coverage, longevity, and cost. First, know your device: 1. Which Carrier 2. Which cellular technology. ASK YOUR PROVIDER and be sure to get a straight answer. Coverage Obviously, coverage (the carrier’s footprint) is important because if you cannot communicate with the device, what’s the point of having one? You can typically find detailed maps on the carrier Web site of your area’s coverage and should consider a device provider with coverage where you need it. To ensure constant coverage over time, partner with a provider which has direct carrier agreements. Longevity How long will the device work on the carrier’s network? 2G is on its way out. AT&T is actively shutting down its 2G network and it will be gone by the end of 2016. While, T-Mobile hasn’t announced plans to shut down their 2G, roaming coverage will be impacted without AT&T.

3G – Many GPS devices are moving to 3G, available on Verizon, AT&T, T-Mobile, and Sprint. 3G networks should be around for at least another five years, however, 3G footprints are not equal among carriers – so make sure you know which carrier you are on. LTE – great for your cell phone but too expensive for this market don’t pay the additional cost. Cost As with televisions and tablets, newer technology costs more. Weigh the cost against the other two points: coverage and longevity. With decent T-Mobile coverage, 2G might still be an option. If you’re dealing with long-term loans in a rural area you’ll likely need to move to a 3G Verizon device. PassTime, a leading provider of GPS tracking and Automated Collection Technology has a device to fit all business models. As a direct Verizon Partner Program-Member, PassTime devices running on Verizon may have the best coverage footprint, 3G longevity, and at an affordable price. For more information about PassTime’s offerings, visit www. passtimeusa.com or call us at 877727-7846.

GO’s Program Turns More Leads into Sales GO Financial has a unique subprime lending program that gives dealers the best of both worlds: up-front profit at the point of sale and a share of the finance profits earned over the life of the loan. Considering that over a third of today’s car buyers have subprime credit; GO’s program enables participating dealers to turn more of their subprime customers from leads to sales each and every month. GO Financial has developed a proprietary web based portal that is easy to use and speeds up the sales process by providing the dealer with immediate approvals. GO’s portal also provides additional flexibility versus typical indirect lending programs, helping dealers maximize profits by optimizing their deal structure and providing choices for dealers to best match the right vehicle for each unique customer’s situation. Simply put, the GO Portal allows a dealer to focus on selling more cars while partnering with GO to build a portfolio of loans to provide long term income over time. GO Financial is owned by two auto industry powerhouses servicing independent and franchise dealers across the country.

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This ownership background provides access to products and expertise in all facets of the auto industry including retail sales and finance, wholesale and auction markets, floorplan lines of credit, advertising and everything in between. These roots with 20+ years of experience allows GO to look at the business from the eyes of a dealer which is different than any other finance company in the industry. GO Financial is licensed in 46 states and actively enrolling franchise and independent dealers. GO has no sign-up fees, no-recourse, monthly system fees and can also be accessed through DealerTrack. To learn more about the advantages of GO’s program or for a quick demonstration of the power of the GO Portal, please contact us at 888-GOFinancial (888-463-4626) or visit www.gofinancial.com.

If you keep buying it, they’ll keep selling it.

Some of our competitors will do and say anything to sell you their GPS and Starter Interrupt devices. But only PassTime creates, manufactures, and sells genuine PassTime products.

CALL1-800-828-1564

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Find out why so many dealers are switching to PassTime.

2/6/15 3:28 PM


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No-brainer. FEX DMS is the only web-based, integrated and comprehensive

dealer management solution your dealership will ever need.

Think:

Inventory Management, Internet Marketing, Contract Generation…

Imagine: Lender Integration —including RouteOne, loan servicing with intuitive communication console, including texting…

USED CAR NEWS

E-Credit Express Announces Patented Credit Sale Platform E-Credit Express (ECE) is pleased to announce final approval from the United States Patent Office for their credit sale platform, (No: 8,909,551) which is full-service, compliant and completely automated. This new credit sale platform takes the deal from application to maturity, thereby eliminating the need for additional and often time-consuming steps for dealers to secure financing for their customers. E-Credit Express now connects dealers to 1,300 lenders instantly and delivers easy, 24/7 credit decisions in five minutes or less. This patent establishes ECE as the industry leader in designing and developing a truly innovative credit sale platform. “When dealers utilize the ECE platform, the industry is afforded the opportunity to protect the dealer’s profits and keep them in compliance,” said Paul Pawlusiak, President. E-Credit Express. ECE is the only patented credit sale platform in the auto industry. A proprietary pre-screening process analyzes debt-to-income ratios prior to pulling a credit report, thereby eliminating steps and potentially thousands of dollars in unnecessary credit processing costs.

The patented platform filters, scores, and applies all creditdecision rules electronically for all credit applications. Electronic contracting and electronic signature requires no additional costly equipment to purchase and eliminates the need for overnight mail costs. Industry compliant safeguards and platform controls assure that all workflow is completed in one platform that maintains the latest compliance and security certifications with auto redundancy. “E-Credit Express gives your customers a credit decision while simultaneously contracting the deal. By removing timeconsuming steps from the process, dealers will spend less time tracking down the status of their deals and more time selling cars,” Pawlusiak continued. Headquartered in Detroit, E-Credit Express provides the only patented, full-service, completely automated, turnkey credit sale platform. For more information contact E-Credit Express at 855-5258555.

AutoSave.indd 1

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You get the idea? FEX DMS integrates all aspects of vehicle management and marketing —including CRM, mobile solutions and lead management— and is priced to accomodate any size dealership. FEX DMS does not demand a long term contract and all agreements are month-to-month.

Visit fexdms.com/imagine to discover all the features that make FEX DMS your solution.

MANAGE YOUR DEALERSHIP, NOT YOUR SOFTWARE.SM

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$69 GPS UNLIMITED LATEST TECHNOLOGY Airtime Starts at Install Repo Button 4 Hour Heartbeat 2 Minute Tracking Low Battery Draw

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National Payment Processor Offers Customized Solutions Award winning PayMaxx Pro, the leading payment processor dedicated to the auto finance industry, has announced new additions to its full suite of payment processing solutions. “Today, dealers must offer customers multiple payment channels and, more than anything – convenience. We have been developing these technology solutions since 2005 and offer the most c u s t o m i z e d , i n t e g ra ted suite of options available” said Chris Leedom, President of PayMaxx Pro, LLC of Sarasota, Florida. PayMaxx Pro has a unique approach in that the goal is to give the customer multiple payment options available 24/7 so they are more likely to be able to pay for a auto loan or repair. The options offered include pay-by-web, text-to-pay and pay by phone in additon to traditional point-of-sale processing. All options are available

for ACH and credit card based on the consumer’s preferred method of payment. In a blind study the firm found that dealers offering this suite of payment solutions have a lower delinquency rate by an average of 5.3 percent.

“We understand the business and our products are custom designed for dealers and finance companies. You will not find this combination of payment solutions anywhere else” added Leedom. Based on misleading stories in the national media includ-

on loans are now via ACH or card. This is a dramatic shift from as recent as 10 years ago when most payments were cash or check. This natural evolution is as a result of technology and innovation brought to market by companies like

This is significant when you consider the cash flow demands of the business. “We have observed that providing an array of payment options simply assists the customer in delivering the payment from point A, their account or card to point B, the dealership or finance company” said Leedom.

ing the LA Times as well as the NY Times, there is a misconception that dealers insist on cash, particularly for buy-here, pay-here loan payments. These claims are patently false and misleading. In a Leedom and Associates, LLC Study they found that 57 percent of all payments

PayMaxx Pro. This also helps dealers avoid the accumulation of cash in the dealership during peak payment time. Many customers are using the PayMaxx Pro proprietary text-to-pay platform to make payments. The customer receives a text with a code and can

simply respond to authorize a payment from a preentered account. Many consumers love the convenience of being able to pay via text message. The result is improved efficiency in payment processing. Leedom also noted that the PayMaxx Pro payment solutions are now integrated with 14 national software providers to provide seamless integration with the DMS platform used by the dealer. PayMaxx Pro will process over $1 billion in payments this year. You can learn more about Pa y M a x x P r o a t t h e 21st Annual Buy-Here, Pay-Here World Convention held in New Orleans April 12-14, 2015. PayMaxx Pro is a Platinum sponsor of the event and will host a special demo day on Sunday, April 12th. To schedule your attendance or for more information please contact us at 877.527.5658.

 CFPB compliance tools built-in  OFAC, Red Flag, and Anti-Money Laundering Protection

E-Credit Express Now With Loan Payment Forgiveness® available for all Loans!

 Easy short form credit application  Pre-screens applicant and automatically scores credit  Structures all applications within Lender Guidelines  Incorporates Dealers ancillary products  Complete E-Signature, E-Vault and E-Funding  Over 1,300 Lenders Available!

AGENTS WANTED!

See us at Agent Summit Booth #114 U.S. Patent 8,909,551 Call 855.525.8555 or visit us online at www.ecreditexpress.com

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Be Ready When Customers Drop In This Tax Season.

USED CAR NEWS

Spireon’s GoldStar CMS Drives Tax Season Sales

The IRS has sent over $100 billion in tax refunds so far this year. And a study by GOBankingRates shows that about 25% of Americans use their refunds to purchase a car. It’s time to get ready for customers rushing to your dealership – especially those with credit challenges. Spireon’s GoldStar CMS is here to help you sell more cars while protecting yourself from the risk that comes with subprime and deep subprime financing. Here are five reasons why you need GoldStar CMS before the tax buying season arrives: 1. The 11th generation Talon is the industry’s best-performing GPS tracking device. Its proven, road-tested hardware takes advantage of CDMA wireless technology, which offers more expansive nationwide coverage and reliable connections, even in rural areas. 2. To streamline GPS device installation, the GoldStar CMS mobile app includes a VIN scanner that decodes and auto-populates vehicle information directly into your account. It’s the easy way to reduce errors from deciphering handwritten notes and manually entering numbers and details.

3. Save time (and money) verifying all loan STIPs and give customers a friendlier experience where calls won’t be made to an employer or landlord. Reference Genie™ electronically conducts each customer’s background analysis and automatically notifies you of the results. 4. Keep up with demand by relying on a company that offers same day shipping. Our warehouse is able to ship over 2,500 devices a day, more than enough to meet your tax-season needs. 5. Transfer vehicles with a GoldStar CMS device to a lender with just a few clicks using the Device Transfer feature. With no need for additional phone calls or forms, it’s a hassle-free way to work with your finance partners. Bottom line? GoldStar CMS goes beyond GPS tracking to help you easily track and manage your vehicle collateral. And by automating a number of time-consuming tasks, our simple solution saves you time, keeps you selling and increases cash flow. If you want to drive tax season sales, get GoldStar CMS. Learn more at GoldStarGPS.com or call 1-866-655-8825 to schedule a free demo.

Technology Customizable to Your Unique Needs GoldStar CMS helps you save time, so you can keep selling. Go beyond GPS vehicle tracking with new features that:

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In today’s dealership environment, solutions need to be compliance-driven. FEX DMS identifies the best technologies to effectively increase a dealership’s control and productivity, ensuring they will accommodate future growth, allowing dealers to concentrate on generating revenue and spend less time managing their software. FEX DMS is a state-of-the-art, web-based independent dealer software solution used for collections management, inventory control and lender connectivity. This highly integrated, modular and scalable, stand-alone solution is comprised of feature rich inventory management, sales, customer and lead tracking tools, along with powerful custom reporting and data exporting capabilities. FEX DMS is the result of over 20 years of research and testing in a wide variety of dealerships. The system is continually evolving to meet the ever-growing demands of industry regulation and dealership efficiency requirements. FEX DMS users will never have to install any updates and are guaranteed to always be using the latest version. FEX DMS data is continuously archived – eliminating any need for manual backups. The uniquely integrated and cross-platform compatible mod-

ules are each priced separately. This allows the small dealer, wholesaler, or the largest buyhere, pay-here dealer to customize FEX DMS to modules best suited for their dealership. Modules include: DMS, lender portal, Buyhere, Pay-here with accounting, loan servicing and a marketing communications gateway that includes FEX TEXT and automated dialing systems, Shop Management, CRM Solutions, real time website management, and inventory syndication to paid and free listing sites – can be added to the dealer’s account as needed. FEX DMS can be your standalone solution, or the powerful foundation to which one or more of our additional core products can be added: FEX BHPH, FEX Lenders and/or Accounting Integration. FEX DMS also offers a wide array of integration solutions ranging from vehicle valuations to credit card/ACH payment processing – all of which can be added to the dealers account as needed. FEX DMS is the perfect solution for buy-here, pay-here or special finance dealerships. Call FEX DMS at (949) 635-5892 or log on to www.FEXDMS.com/imagine to discover all the features that make FEX DMS your preferred solution.

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USED CAR NEWS

NextGear Capital: Continually Evolving Technology continues to grow by leaps and bounds, and 2015 should be no different. As a result, NextGear Capital Chief Technology Officer Bryan Everly asserts it’s more imperative than ever that companies continue identifying ways to remain innovative in their technology offerings. “The level of technical sophistication in our customer base continues to expand, and mobile technology has played a significant part in that,” said Everly. “My niece is 25 years old and doesn’t even own a laptop because her phone is her computer. “Likewise, our customers are continually seeking tools that better arm them in the lanes, specifically when it comes to mobile offerings. If you’re not being innovative, you’re going to be left behind.” Technology and innovation have been at the forefront of the company since NextGear Capital hit the ground running as Dealer Services Corporation in 2005.

These issues have continued being priority one since becoming a member of the Cox Automotive Group. Today, NextGear Capital is known as an industry pioneer when it comes to providing technological solutions for its customers. In 2014, NextGear Capital continued to build off its

“One addition that I’m most proud of is the inclusion of more evaluation tools for our dealers.” NextGear Capital added Black Book and MMR evaluation tools to its online and mobile solutions in 2014 and plans on adding Kelley Blue Book evaluation capabilities in the first quarter of this year.

applications by making these offerings available in both Spanish and French. “Providing our mobile and online tools in multiple languages presents us with the opportunity to reach a new targeted set of demographics, specifically in Canada and southern parts of the United States where English might

momentum from the previous year, which included a revamping of its mobile app and online account management solution. According to Everly, the company has more in store for 2015. “Last year, we added some great capabilities for our customers that we will continue to expand upon in 2015,” said Everly.

With these tools, dealers have the capability of looking up different values of a vehicle they’re interested in purchasing or selling, allowing them to make more informed decisions from either the comfort of their office or from their mobile device while on the go. Additionally, NextGear Capital plans to further expand its online and mobile

not be their native language,” said Everly. Another area of focus in 2014 for NextGear Capital included bringing its software engineering team in-house, resulting in 79 software and QA engineers being hired. With this transition, the company significantly increased its capacity and now has the capability to make 26 mobile updates per year, as

opposed to one per quarter. “Before, if there was a bug that needed fixed or a capability we wanted to get in the hands of our customers, we were limited in the time it would take us to do so,” said Everly. “Now, we can take care of that in two weeks as opposed to waiting three months.” Security will be a key area of national interest in 2015 due to the numerous cyber hacks that occurred last year. Ke e p i n g i t s c u s t o m ers’ data safe is a top priority for NextGear Capital, and the company has taken steps to ensure data remains protected, including encrypting all customer data when it’s at rest and moving into a secure data center. “It’s important to remember that great technological power comes with great responsibility,” said Everly. “While everyone wants to create powerful tools to assist dealers in their day-to-day, those tools need to be incredibly secure so that dealers are protected both financially and personally.”


NextGear Capital is committed to going above and beyond what you’d expect from a financial partner. After all, your lender should know more than just money – like the importance of lessening financial burdens, and what it is you’re really investing in.

You see at NextGear Capital, we aren’t just revolutionizing the floor plan industry, we’re improving the places where we live and work – and never losing sight of the little things.

And that starts with what matters most to you.

What matters most to you? Join the conversation at nextgearcapital.com/what-matters-most

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USED CAR NEWS

Highly Accommodating People. Stubbornly Robust Devices. It’s true. The people at IMETRIK are extra supportive. Great folks all around. Extremely helpful. In the office and on-the-road. We only conduct business one way: fairly, honestly and ethically. Well, that’s three ways but it all really comes down to the same thing. Everyone at IMETRIK aims to deliver the most satisfying customer experience with integrity. They’re easy to work with and have a flexible approach. But those IMETRIK GPS devices? Well, that’s a whole other story. They’re tough! In fact, they are the most robust pieces of fully loaded super high tech 3.5G equipment known in the whole buy-here, pay-here industry. Lenders in the subprime automotive world who partner up with IMETRIK know that the people are really accommodating, but the products are tougher than nails. Those devices just keep on working. They won’t give out, give up, or give in. Bring on the dust-storms, summer heat, salt-water sea air, sti-

fling humidity, bumpy backroads, freezing snowstorms and wind gusts so strong that they’ll shake a car and rattle its GPS like a rag doll. The IMETRIK Locate and Recover devices are made so well that it’s all just in a day’s work. So pretty much the only time they have to be uninstalled is to put them on the next car. Those stubbornly robust IMETRIK devices mean great value and superb return on investment. Why are IMETRIK’s devices the best on the market? The fact is they’re the only ones that are designed using industrial grade materials; never commercial grade used by others. The president and owner of IMETRIK was formally trained as an electrical and software engineer, and was responsible for the robotics and automation group in the technology center of a high profile public company. He even worked on an elite robotics space station program.

His passion involves real-time embedded wireless computer systems and mission critical application software. So when it comes to quality, he does not know what it means to cut corners. For example, the vast majority of GPS devices use plastic SIM cards. They’ve been known to warp -and even melt- in the summer. That’s why IMETRIK doesn’t use plastic. It uses silicon SIM chips for ultimate product reliability. It is not an accident that IMETRIK has the reputation for ultimate product durability and the longest length of life in the marketplace. IMETRIK devices are also tested and retested before they “go out the door.” It’s called rigorous quality control. What makes IMETRIK’s people so accommodating? IMETRIK employs the best customer service representatives. No junior staff

members answering the phone and not understanding the business. These are senior, tenured, knowledgeable, friendly and efficient customer service agents who take their jobs seriously. They know you take yours the same way. You want answers fast, resolution to be efficient, and you like a positive and helpful attitude. With IMETRIK, that’s what you get. Every time. Our sales agents? They know the business because they’re from the business. They understand the products and their features, and they listen to your needs. They’ve been trained on all the product features. They enjoy their jobs, and it shows. Briefly, we did have a few people who, we found out, weren’t doing business the IMETRIK way. So of course, we traded them all in for others who now do represent our way of conducting business; with the highest level of integrity. It feels great when that rust is rubbed off and the chrome finds its shine again.

What about the IMETRIK online application? IMETRIK offers superior navigation and ease of use. It facilitates work by offering dashboard views and drilldown capabilities. By employing top dedicated in-house software development architects and working closely with user requirements, the online application becomes your strategic advantage. So why select IMETRIK? IMETRIK is the payment technology assurance partner to the subprime financing lender community that delivers the best value due to: ƀɟ "ɟ ')-.ɟ -./),(&3ɟ rugged and robust devices for exceptional extended reliability, and; ƀɟ 2*,#(Żɟ %()1&edgeable and accommodating people who provide unbelievably great service so every interaction with them leads to a smooth solution. That’s why.

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USED CAR NEWS

21st Century Word of Mouth By Gary Tucker, CEO, DealerRater

True story: Recently, a used car dealer hit the big time on the internet with a video on his dealership going viral. Millions learned about his store – but for all the wrong reasons. His sales staff stiffed a pizza delivery guy of his tip and humiliated him. It was captured on video and posted to YouTube. His used car dealership’s reputation is forever muddied and sales will surely suffer. Welcome to the 21st century’s version of word of mouth, where online reputation can make or break your business. We all know how important customer service is, but with today’s internet-savvy consumers, a positive or negative online review can either drive them to your store – or steer them away. In this hyper-connected age, all it takes is one click of a button. According to a 2014 Dataium study, consumers are 90 percent more likely to visit a dealer’s website and 5.3 times more likely to convert to a lead after reading positive reviews or seeing an above average rating for that dealer online. Many other sales- and service-

oriented industries – hotel and restaurant immediately come to mind – have adopted “reviewcentric” mentalities. It’s definitely time for used car dealers to embrace this technology to generate positive reviews to increase sales. Bottom line: If you’re not paying attention to what is being said about your store online, you’re not doing everything you can to succeed in today’s business environment. Don’t you owe it to yourself and your employees to stay current, manage your reputation and watch your business grow? We stress to dealers the need to recognize that consumer buying trends are always evolving and you should have all the tools available to give your business every advantage available to succeed. Whatever you do, please tip the pizza delivery guy. Readers can contact Dealer Rater for more information at www.dealerrater.com.

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Copart Tops Exceptional 100 List

Special Order Opportunities

Copart, Inc. (NASDAQ:CPRT), a leading online vehicle auction company, has topped â&#x20AC;&#x153;The Exceptional 100â&#x20AC;? list by Deloitte. Performance and ranking were measured by Deloitteâ&#x20AC;&#x2122;s new proprietary method that examines a companyâ&#x20AC;&#x2122;s overall economic performance including profitability, growth and shareholder value. A list of 100 U.S.-based, publicly traded companies were identified as top performers. â&#x20AC;&#x153;Copart is excited and honored to be at the top of The Exceptional 100 list,â&#x20AC;? said Jay Adair, Copartâ&#x20AC;&#x2122;s chief executive officer. â&#x20AC;&#x153;It was our founder Willis Johnsonâ&#x20AC;&#x2122;s vision that set the framework for the company we have become, as well as our 4,000 employees worldwide who continue to innovate and lead our business each day.â&#x20AC;? The Exceptional 100 is based on three features of financial performance that are often overlooked: Ć&#x20AC;É&#x; Financial performance is multi-dimensional: The approach embraces the idea that profitability, growth and value all matter. It evaluates company performance across all three dimensions. Ć&#x20AC;É&#x; &.#0É&#x;*, ),'(É&#x;'..,-ĹźÉ&#x; Deloitte compares any company against the full population of publicly-traded companies, adjusting Copart-UsedCarNews-Ad.pdf 1 for industry and size. This is a

Jonathan Neubauer, President & CEO, Vehicle Acceptance Corporation With the internet creating a well-informed consumer base, do you have more special order opportunities? Can you add customer specific units every month for quick turnover? While this market may result in lower gross margins, it offers a higher utilization of your buying, delivery and F&I expertise; and can add cash flow and profit. You need to know your transaction cost independent of the

more robust approach to performance benchmarking. Ć&#x20AC;É&#x; "(É&#x; '/-.É&#x; É&#x; -*,.É&#x; from skill: A single yearâ&#x20AC;&#x2122;s results rarely reveals much about a companyâ&#x20AC;&#x2122;s sustained performance. The Exceptional 100 uses advanced statistical analyses and modeling techniques to determine how well a company needs to perform, and for how long, to be quantifiably â&#x20AC;&#x153;better than lucky.â&#x20AC;? Copart topped the list with exceptional performance on all seven measures and an average exceptional streak of 16 years. Its average probability across all measures is over 96 percent. â&#x20AC;&#x153;When I look back at starting the company more than 30 years ago, failure was never an option,â&#x20AC;? said Willis Johnson, Copartâ&#x20AC;&#x2122;s founder and chairman of the board of directors. â&#x20AC;&#x153;What I was doing wasnâ&#x20AC;&#x2122;t work. It was a labor of love. I surrounded myself with other people that felt the same way. The vision was always to make this company more than what it was when we started out. To see that come to light and be recognized for our performance and growth over the years is truly humbling.â&#x20AC;? To view the list visit www.exceptional.dupress.com. For more information on Copart, 1/30/15 3:55 PM visit www.Copart.com.

vehicle cost. VAC offers a $49 fee on any unit under $15,000 for 15 days. This allows you to offer a very competitive â&#x20AC;&#x153;buyer feeâ&#x20AC;? service without the risk of unknown floorplan fees. This special rate is available on every unit purchased through VAC. Combined with the VAC No Curtailment Floorplan Program, you have the ability to purchase what a customer wants and maintain the proper level of inventory to maximize profits. Visit VACorp.com/SignUp or call 1-888-571-7092 for information.

2G Is Here to Stay By Garrett Jacoby Partner, SVR Tracking

There are a lot rumors floating around regarding 2G. Verizon, Sprint and T-Mobile have privately and sometimes publicly stated they are committed to â&#x20AC;&#x2DC;21 and â&#x20AC;&#x2DC;23, when they will â&#x20AC;&#x153;assess the situation.â&#x20AC;? They are laughing all the way to the bank with the January â&#x20AC;&#x2DC;17 2G exit by AT&T as 2G customers are flocking to them. 2G towers have already been built. The largest M2M customer in

NY recently dumped AT&T for T-Mobile! Motivation for this misinformation is simple â&#x20AC;&#x201C; get the rumor out there that ALL 2G is going away and charge buy-here, pay-here dealers an extra $20 or $30 to pad the GPS company bottom line. One GPS company is preparing for an IPO â&#x20AC;&#x201C; how convenient. If you are considering switching to 3G, remember that in remote rural areas the 3G device will roam on to 2G to continue communication! So, why pay for 3G in the first place? Case closed!

Global Online Auto Auctions

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Project Cars And More

EXCEPTIONAL

100

Copart was recently named the top performer on Deloitteâ&#x20AC;&#x2122;s â&#x20AC;&#x153;The Exceptional 100â&#x20AC;? List.

2/9/15 11:49 AM


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USED CAR NEWS

Risk Mitigation Begins Before You Hand Over the Keys Obviously, itâ&#x20AC;&#x2122;s important to work with as many verifiable facts as possible to ensure youâ&#x20AC;&#x2122;re dealing with the person you think youâ&#x20AC;&#x2122;re dealing with. Once youâ&#x20AC;&#x2122;ve asked all the questions you legally can and gone to great lengths to ensure the answers are accurate, youâ&#x20AC;&#x2122;re still left with a significant data gap. Until recently, having reams of data was the only way to even partially protect yourself. Dependency on Pre-Sale Data Is Dangerous C e r t a i n q u e s t i o n s a re off-limits on loan applications. Red-lining geographic areas can cause trouble, as well. Worse, the people who most need subprime paper are the same people who donâ&#x20AC;&#x2122;t have access to solid proof of their answers. Short time on the job, uncooperative landlords who wonâ&#x20AC;&#x2122;t return an address verification call, credit references of questionable character who might even say something negative for personal reasons all cause issues with confirming the information provided. Certain types of landlords arenâ&#x20AC;&#x2122;t willing to provide

receipts. Youâ&#x20AC;&#x2122;re left with a pile of information that canâ&#x20AC;&#x2122;t be verified through any means, and forced to depend on it. Thatâ&#x20AC;&#x2122;s not an acceptable situation. Skypatrolâ&#x20AC;&#x2122;s DVT The DVT (Data Verification Tool) developed by Skypatrol, is available to all auto dealers. Skypatrol wants to make sure this breakthrough technology in advanced database lookup techniques is available to every dealer who needs it, even those dealers that use competitorâ&#x20AC;&#x2122;s GPS devices. With DVT, dealers can quickly gather and sort critical information about a prospective borrower or an existing customer. DVT reports improve lending decisions and can be used in conjunction with credit reports. In fact, DVT reports provide enough valuable data to stand on their own. This powerful tool was integrated into Skypatrolâ&#x20AC;&#x2122;s award winning

GPS vehicle finance platform - Defender 2.0 â&#x20AC;&#x201C; to give their users immediate access. â&#x20AC;&#x153;We worked closely with our customers to design these DVT reports and capabilities. â&#x20AC;&#x153;We invested many hours to understand the needs and requirements of independent auto dealers and vehicle lenders. â&#x20AC;&#x153;Then, with the help of the best data compilers in the world, our development team built this comprehensive and reliable data verification tool. â&#x20AC;&#x153;This means that now all auto dealers will have a way to quickly and inexpensively verify key information and put together a comprehensive risk assessment of prospective or existing borrowers,â&#x20AC;? said Robert Rubin, Skypatrol CEO. Skypatrolâ&#x20AC;&#x2122;s DVT, with three levels of reports: Basic; Comprehensive; and Skip Detail, is sometimes more helpful than a traditional credit report when it comes to evaluating a subprime bor-

rowerâ&#x20AC;&#x2122;s likelihood to repay. Verifying data, like a steady job and a stable residence is often a more telling indicator than a FICO score. Better Payment Habits, Better Cash Flow â&#x20AC;&#x153;Most consumers want to do the right thing,â&#x20AC;? said Mark Peters, SVP of sales at Skypatrol. â&#x20AC;&#x153;They often just need a little help building habits that keep them in good stead with car dealers and lenders. â&#x20AC;&#x153;The Skypatrol Defender 2.0 Virtual Payment Collector tool sends real payment reminders with email notifications, but more importantly via SMS/text. â&#x20AC;&#x153;Everyone has a smart phone, and text messaging is a natural way to stay in touch with borrowers. â&#x20AC;&#x153;Our Virtual Payment Collector allows lenders to work on changing the habits of their borrowers. Better outcomes all around.â&#x20AC;?

POWERED BY

Time to Resale â&#x20AC;&#x201C; Every Minute Costs Money When all else fails, you need to get the car back fast. The faster you get the vehicle, the less time and money you have to spend doing repairs and readying it for resale, and the less likely the debtor will be able to disappear entirely with the vehicle. Skypatrolâ&#x20AC;&#x2122;s Defender 2.0 makes the repo process run a lot smoother, and that is in everybodyâ&#x20AC;&#x2122;s best interest. The Repossession Mode (patent pending) is only available to Skypatrolâ&#x20AC;&#x2122;s Defender 2.0 users. The â&#x20AC;&#x2DC;One-click Repoâ&#x20AC;&#x2122; mode lets users securely send critical information about a vehicleâ&#x20AC;&#x2122;s whereabouts to the agents in the field along with the ability to use the Defender 2.0 Platform. That ensures that the agents receive an accurate VIN and the right address. Key Defender 2.0 platform capabilities like real time vehicle locates, geo-fencing, and split screen map views are made available when they need it.

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â&#x20AC;&#x153;I opened my business in 1998 with about 15 different lenders and selling around 30 cars a month. In 2004 most of the lenders dried up and so did my volume and cash flow. My first Portfolio Profit Express check was $47,000. Credit Acceptance not only saved my dealership, itâ&#x20AC;&#x2122;s allowed me to increase my sales. The program has been life-changing for me and my customers.â&#x20AC;?

Joe Kaisk

Magic City Motorcars (OH)

 & &   | 800.873.0512 | creditacceptance.com

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DEFENDER 2.0

Copyright © 2014 Skypatrol, LLC. All Rights Reserved

ISN’T IT TIME YOU HAD A GPS HERO?

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