1-800-554-1026 May 18, 2015
ON THE WEB: Credit Acceptance Reports Profits
Industry Seeks Ways to Improve Recall Process
Credit Acceptance Corp. announced consolidated net income of $71.5 million for the three months ended March 31, compared to consolidated net income of $49.8 million for the same period in 2014.
CPS Enters New Credit Agreement
Consumer Portfolio Services Inc. entered into a new twoyear revolving credit agreement with Fortress Credit Co., LLC. The new agreement replaces a revolving credit agreement that CPS has used since December 2010.
America’s Car-Mart Adds Dealership
America’s Car-Mart, Inc. announced the opening of its 141st dealership. The dealership is located in Glasgow, Ken. Glasgow is the 12th dealership in Kentucky and the 7th new dealership opening for fiscal year 2015. The company’s Rolla, Missouri location opens this month.
Rush - Dated Material
TO THE SERVICE SHOP?: Millions of vehicles, like this Ford Fiesta, will be spending time in service shops thanks to the high number of recalls issued in the past year. The federal government and industry officials are seeking ways to increase recall completion rates.
Both the federal government and an industry group are looking at ways to improve recall completion rates. The U.S. Department of Transportation’s National Highway Traffic Safety Administration hosted its Re-
tooling Recalls event, a oneday workshop that brought together leading transportation officials, automotive industry representatives, safety advocates, and researchers to examine the topic. “Recalls are only success-
ful and can only save lives if they end up getting the cars fixed, but we know that 20 percent of vehicles that are recalled – and possibly more than that – go unrepaired,” said Transportation Secretary Anthony Foxx. “This is a safety risk to the drivers
of those vehicles and all the people they share the road with, too.” NHTSA marked a record year in 2014, with the highest number of vehicle recalls in more than three decades. There were 803 vehicle reContinued on page 10
Dealer Jailed for Using Certificate to Dodge Sales Tax By Sheila McGrath
A 60-year-old used-car dealer in suburban Baton Rouge was arrested on charges that he used his Louisiana Revenue Department resale certificate to avoid paying sales tax on two classic cars. Joseph Wayne Leone, of Metairie, was jailed April 7 on felony charges of theft, injuring public records and failing to account for state tax monies. The charges arose out of two transactions, but Louisiana Used Motor Vehicle Commission Executive Director Derek Parnell said further investigation into Leone’s activities is underway, and more charges are pending.
Investigators with the Louisiana Department of Revenue allege that Leone bought a 2006 Ferrari from a Florida dealer using his state resale certificate, which allows sales-tax exempt purchases of items intended for resale to customers. He bought the Ferrari for $124,000, but when he registered it with the Louisiana Office of Motor Vehicles, he listed a taxable value of $5,000. He then sold it to himself for that amount, paying $479.75 in state sales tax. State officials say he owes $6,885.48 in taxes, penalties and interest. “Our anti-fraud initiative with the Department of Revenue has resulted in dozens of arrests of individuals whose actions negatively impact the hard-working taxpayers of Louisiana,” Attorney General Buddy Caldwell said in a statement.
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5/7/15 9:40 AM
USED CAR NEWS
Family Car-Selling Tradition Began During World War I By Jenny King
Cars have been a part of Robbie Collier’s family ever since his great-grandparents Josiah and Matilda Collier bought a Maxwell back in 1902 - the first car in Wayne County, N.C . Josiah Collier became an agent handling Fords and Studebakers during World War I.
Grandfather David Collier sold Willys-Knights and Whippets at his dealership in Pikeville before the Great Depression wiped out his business. More recently the Collier name was fixed to Rambler Motors and Collier American Sales, and Collier Motors AMC. “My father, Bobby Collier, opened a Nash dealership
in the family’s automotive garage in 1954, after working a few years at Western Electric and Blalock Chevrolet,” said Robbie Collier. Today Collier runs Collier Motors, a used car dealership outside Pikeville, a town of about 700 in east central North Carolina. Collier Motors’ reputation as a
source of collectible AMC products and parts has put the tiny burg on the map for old car enthusiasts from around the globe as well as for those who just want to have a look at a business that resists the march of time. The Collier inventory, spread over a large piece of land with one building and a trailer, numbers some 300
vehicles, Robbie Collier said. The dealership sells 25 to 30 cars a year. Several are restorable. Many are better suited to parting out, though Collier prefers to keep them intact. “Everything is for sale here,” Collier said. “We have two decent AMXs and three or four that are restorable. Continued on page 6
Page 3 Timeline.indd 1
In 1954, after a brief stint in the Navy and having worked a few years at Western Electric and Blalock Chevrolet, Bobby Collier, opened a Nash dealership in the family’s automotive garage. They moved from downtown Pikeville in 1973 into the current location.
In the Forties, Bobby’s first car was a 1929 Plymouth Roadster.
During the Great Depression the dealership went broke and started from scratch again.
David Collier had a Willys Overland dealership in Pikeville in the Twenties. He sold Willys-Knights and Whippets.
In the 1915 era, Josiah was an agent to sell Fords and Studebakers as featured in the local school’s yearbook.
Josiah and Matilda Collier had the first car in the county, a 1902 Maxwell.
Collier Family Through The Years
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PEOPLE IN THE NEWS *+(!+ $,!0!*%),/%+(
Hudson Cook LLP announced the addition of Trisha Cacciola as a partner in its Long Island, N.Y., office. Cacciola brings over 25 years experience in consumer and commercial auto finance law. She will support the firmâ€™s auto finance and compliance practices. From 1998 to 2015, Cacciola served as as+%,$ sistant general
%*' counsel and executive director of Chase Auto Finance. Her responsibilities at Chase Auto Finance included regulatory exam management, manufacturer partnerships, fair lending, originations, servicing, collections, defensive litigation, and other responsibilities. From 1993 to 1998, Cacciola served in the legal department of Bank of Americaâ€™s predecessor financial institutions, Barnett Bank and NationsBank Prior to Cacciolaâ€™s inhouse experience, she was an associate for five years with the law firm of Winston & Strawn in their New York
office, practicing in the Corporate, Commercial Loan, Project Finance and Bank Regulatory departments. Cacciola is a graduate of New York University School of Law and New York University Stern School of Business and is admitted to the Bar of the State of New York. .
+0 ,*+ !(!+
CarMax Inc. announced that its board of directors has elected Marcella Shinder to membership on the board, bringing its total board membership to 11. Shinder will serve on the au+!'' dit committee. $%) !+ Shinder is chief marketing officer of Nielsen N.V. where she has been since 2011. Previously, she spent 18 years at American Express, serving in a variety of executive roles Shinder holds a master of business administration from the Leonard N. Stern School of Business of New York University, a master of
arts from Villanova University and He holds a masterâ€™s degree from a bachelor of arts from Gonzaga Lake Forest Graduate School of University. Management and a bachelorâ€™s degree from Northern Illinois (!,*"-+-!#% University.
KAR Auction Services Inc. promoted Jay Bahel to vice president of strategic initiatives, effective immediately. In this role, Bahel will play an instrumental role in developing and executing KARâ€™s growth initiatives, implementing technology to simplify internal and customer-facing processes. Bahel joined KARâ€™s Automotive Finance Corp. unit in 2011, serving as vice president. In this role, he led a process improvement program which automated and standardized processes. For years, Bahel has led strategy development and process improvement engagements for public and private companies across a variety of industries including financial services, manufacturing, distribution and legal services. Before joining AFC, he served as chief information officer for a division of Brunswick Corp. and as a consulting group leader with Project Leadership Associates.
Black Book announced that Barrett Teague has joined the company as vice president of lender solutions. A 20-year automotive finance industry veteran, Teague is responsible for overseeing strategic operations to help Black Bookâ€™s automotive lender clients leverage vehicle data and collateral analytics for profitable portfolio management and expansion. Prior to joining Black Book, Teague was a group vice president, consumer-banking manager for SunTrust Bankâ€™s Dealer Financial Services Division. In this role he was responsible for managing the credit underwriting team for the Indirect Dealer Services group. C R O S S WO R D by Myles Mellor
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
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USED CAR NEWS
Average Used Vehicle Transaction Prices Continue to Rise Wholesale used vehicle prices (on a mix-, mileage-, and seasonally adjusted basis) fell 0.5 percent in March. March’s decline pushed the Manheim Used Vehicle Value Index to a reading of 124.5, which was virtually identical to its year-ago reading of 124.4. Although wholesale prices fell in the final two months, the average level for the first quarter was 1.6 percent higher than the fourth quarter of last year and 1.3 percent above the year-ago quarter. Wholesale pricing has remained slightly above trend level due to continued strong profit opportunities on the subsequent retail sale. The seasonally adjusted annual selling rate bounced back in March from a weather-dampened 16.2 million pace in February. March’s strength was concentrated in foreign nameplates due to higher incentives (possibly allowed by exchange rate movements) and the closeout of the fiscal year for Japanese companies. Average transaction prices continue to rise across the
board (up 3.5 percent over the past year to $33,280, according to Kelley Blue Book), and incentive spending was flat in March (down for domestic brands, and up for foreign nameplates). “On the used inventory side, it will be important to see if dealers placed the right money on the slightly higher-than-expected number of trade-ins they received in March,” said Manheim chief economist Tom Webb. “Auction activity in the coming weeks will tell that story.” Retail used unit sales by franchised and independent dealers appear to have been level with a year ago both in March and for the quarter, Webb said. Dealers retailing units in the $18,000 and above range did better than those selling lowerend units. CarMax posted a strong 7 percent increase in same-store retail used unit volumes and an average transaction price of $19,297 for their fiscal quarter ending Feb. 28. Manufacturer CPO sales also continued their record pace, up 8 percent in March
130 125 120 115 110 105 100 95 90 Jan 95 Jan 97 Jan 99 Jan 01 Jan 03 Jan 05 Jan 07 Jan 09 Jan 11 Jan 13 Jan 15 and 11 percent year-to-date. Dealers selling lowerpriced units were likely hampered by a less-thanstellar tax refund season. Since the start of February, the level of tax refunds has fallen below the year-ago amount in seven out of eight weeks. Through March, total refunds were down 1.1 percent, or $2.3 billion, from
a year ago. Pricing for rental risk units eases from a year ago. Auction prices for rental risk units sold in March jumped up from February, but the seasonal movement was less than last year’s spike. As a result, prices – although still strong – were down 4.2 percent from a year ago, adjusting for mile-
age and broad changes in mix. On a sales-weighted basis, rental risk prices in the first quarter of 2015 were down 2 percent from 2014’s first quarter. Auction volumes for rental risk units were up significantly both in March and for the quarter as a whole. Conversion rates were better than average.
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USED CAR NEWS
Collier - Continued from page 3 â€œThose include an AMX that once belonged to the late (Arizona) Senator Barry Goldwater,â€? Collier said. When Collier learned the Goldwater car was for sale, he and his father Bobbie flew out to California, bought the AMX and drove it back to Pikeville. â€œWe bought the Goldwater car a couple of years before the Senatorâ€™s death - around 1995,â€? Robbie said. â€œI contacted his office because I had read he had a stroke, and concluded that if he still had the car, he probably wasnâ€™t driving it.â€? Goldwaterâ€™s staff put the Colliers in touch with the Senatorâ€™s family in California. â€œAfter about a month of negotiations we struck a deal on the car and bought round trip tickets to Los Angeles to see it and finish paying for it,â€? Collier said. John Holt, the grandson, lived in Newport Beach, Ca. The Colliers were very impressed with the condition of the AMX. â€œWe decided it was worth a try driving it back home,â€? Collier said. â€œThe car gave us no trouble except for a fuel pump around Mississippi,â€? said Collier. â€œWe also drove the car to Daytona for the 30th anniversary of the AMX, where they graciously let us lead a procession of cars in a lap around the track The Goldwater AMX is one of the few vehicles to find sanctuary in a building. The lotâ€™s trailer, Collier said, serves as his business office. Remaining inventory must take its chances outside. Although they are subject to the vagaries of weather in east central North Carolina, some have fared well enough. Collier said the business had a 1977 AMX on the front line for 20 years. When it eventually was gassed up, the car was driveable.
â€œWe get calls every day about AMCs,â€? Collier said. His sales are not limited to that make, he said. Last fall he sold two Nash-Healey coupes. â€œOne was very nice, the other wasnâ€™t,â€? he said. â€œWe still have a Nash-Healey roadster and a Nash-Healey parts car.â€? Collier Motors once sold a yellow hydrogen-powered Gremlin that had been modified by Barris Customs. It had been in the Harrah collection, he said. â€œIt had a 351 Ford engine in it and about 3,000 miles on it,â€? Collier said. It was built for an alternative fuels competition. â€œThere was a problem with water collecting in the engine compartment, he said. Other unusual cars from the past have found their way to the lot. Those include: a 1984 K-5 Blazer with removable hardtop; a 1962 Ford Ranchero that Bobbie Collier put an axle on only a couple of years ago; an AMC Rebel convertible, and a 1970 Mark Donahue Javelin. â€œWe actually sold that Javelin to a little old lady, but it was too much (power) for her and someone bought it from her,â€? he said. Collier, who years ago sold a 1967 GTO to finance his wedding and honeymoon, works full time for UPS, leaving few hours for the car business. Even so, inquiries and visitors continue to find their ways into the dealership. Collier continues to buy vehicles he figures people want to own and restore. Honda coupes and older VWs, he said True, many of his products are not in the best condition, but, he said, they have not been relegated to the scrap yard. But for Collier Motors, â€œmany of these cars would be crushed by now,â€? he said.
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8 • May 18, 2015
NABD CONFERENCE PREVIEW
USED CAR NEWS
TECHNOLOGY, EFFICIENCY NEEDED TO BOOST MARKET SHARE By Ted Craig
Following the same process will not bring the same results. That is the message of this year’s National Alliance of Buy-Here, Pay-Here Dealers conference.
The deep subprime market has become very competitive in the past 18 months, said NABD founder Ken Shilson. The quest for yield has flooded subprime lenders and credit unions with cash and they have gone
deeper into the credit pool. This costs buy-here, payhere dealers some of their best customers. Some of the inflow of cash has reached the buy-here, pay-here business, of course. Shilson said there is still considerable interest from pri-
vate equity firms and hedge funds to provide capital. One of the key lessons being taught this year is how to maximize cash flow to take advantage of opportunities. Shilson said the focus of
this year’s conference is winning back that market share and using technology to improve efficiencies. “Dealers are reluctant to change, but they’re going to have to,” Shilson said. An example of how dealers must change is their approach to tax season. Today’s tax season is much shorter. Dealers can no longer expect to sell a majority of their vehicles at the start of the year. The highlight of the event will be a panel of all the living members of the NABD Hall of Fame, including this
year’s inductee, Don Foss. “This is the time we really need them to share their thoughts,” Shilson said. These are the type of operators who have created the biggest change Shilson has seen since the first con-
ference in 1998 - the growing respectability of buy-here, pay-here. “Do we still need to make progress?” Shilson said. “Absolutely. But I’m very proud of what the industry has achieved.”
DEALERSOCKET ACQUIRES AUTOSTAR SOLUTIONS DealerSocket has acquired AutoStar Solutions, a comprehensive automotive dealer management system for buy-here, payhere and used car dealers. “AutoStar Solutions delivers extreme value and expertise to the buy-here, pay-here and used car retailers,” said Jonathan Ord, CEO of DealerSocket. “The people at AutoStar are passionate about the used car retailing world. Together, our goal is to equip buy-here, pay-here dealers with the most advanced and innovative next generation technology at the best possible value for their day-to-day operations.” AutoStar Solutions provides a variety of products and services while tailoring its solutions for buy-here, pay-here and used car dealers. AutoStar’s dealer management system adds significant value by optimizing processes for finance, whole-
sale and leasing. AutoStar’s solutions include Web-based DMS, PortalPay, CollectorPro, Insight Reporting, Leasing, AccountLink, NetLink and more. “We’re excited to announce this partnership with DealerSocket,” said AutoStar’s president and CEO Allen Dobbins. “DealerSocket’s deep commitment to providing their customers with next-generation technology aligns perfectly with our value standards, technology, and opportunities for automotive dealers.” “This is an excellent opportunity for our company to evolve our product offering into an even more powerful platform and essential tool for Independent and buyhere, pay-here dealers,” said AutoStar’s Chief Revenue Officer Antonio Rajan. “The future is brighter more than ever with this partnership.”
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10 • May 18, 2015
USED CAR NEWS
Recalls - Continued From Page 1 calls involving 63.9 million vehicles, including two of the ten largest vehicle recalls in history. The Retooling Recalls workshop focused on public education of the recall process; customer and dealership outreach; parts production challenges and recall repair rates. The input gathered by the working groups will be used to identify best practices and new approaches for improving the recall process.
rates, and we brought everyone to the table to help spread those lessons and develop new approaches to the recall process.” Meanwhile, the Alliance of Automobile Manufacturers announced research is in development to help improve recall completion rates through a better understanding of the actions of vehicle owners upon receiving a recall notice. Currently, the average completion
“To keep Americans safe, the problems we find have to get fixed.” Mark Rosekind “While NHTSA has worked hard to improve our processes for identifying vehicle safety defects, simply identifying problems isn’t enough. To keep Americans safe, the problems we find have to get fixed,” said NHTSA Administrator Mark Rosekind. “Recent high-profile recalls have taught us important lessons about the obstacles to higher completion
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rate for passenger vehicle recalls is 75 percent, however that rate varies markedly depending on the age of the vehicle recalled. For newer vehicles, the completion rate averages 83 percent, while that rate falls almost in half to 44 percent for vehicles 5-10 years old. The completion rate drops again to 15 percent for vehicles older than 10 years.
City Amends Rules on Price Displays The New York City Council has amended the city’s administrative code to require that price displays advertising a used car for sale at a car dealership accurately reflect the total selling price of the vehicle, exclusive of any taxes or fees for securing a registration or certificate of title. This change is designed so that an advertised price that attracts a customer into a dealership reflects the complete price of the vehicle being advertised. The bill would require that the price be displayed on the dashboard of the vehicle or on a sign displayed alongside the vehicle. In addition to requiring clear dis-
play of the total selling price of the vehicle, the change requires that the dealership display the costs of any add-on products that are available for purchase with the used car and disclose that the purchase of such add-on products is optional. A first offense violation of this law would be subject to a penalty of $500. A second offense committed within one year of the first offense would be subject to a penalty of up to $750. A third or other subsequent offense committed within one year of the first offense would be subject to a penalty of up to $1,000. The local law will take effect 120 days after enactment.
Dealer Fined over Mailers to Military A Tennessee auto dealer has agreed to immediately change its advertising practices and pay the State of Tennessee $50,000 following a marketing campaign aimed at service members. The agreement between Wholesale Inc. and state agencies centers around two advertising mailers sent to would-be customers. One of the mailers specifically targeted service members living near Fort Campbell. After reviewing a service member’s complaint filed at Fort Campbell, the state alleged that
the defendant made numerous false representations in violation of the Tennessee Consumer Protection Act. According to the state, a fictitious lender called “CreditAble Auto Funding,” which claimed to be “by military, for military” was offering a limited amount of loans to military personnel. Under the settlement, Wholesale Inc. is required to maintain proof to support all advertising claims and will be required to include the company name on all advertisements sent to consumers.
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5/7/15 1:54 PM
USED CAR NEWS
Feds Side with Toyota in Acceleration Case DETROIT (AP) - U.S. safety regulators have rejected a Rhode Island man’s request for an investigation into low-speed unintended acceleration problems with Toyota Corolla compact cars. The National Highway Traffic Safety Administration, in documents posted on its website, said it put over 2,000 miles on a 2010 Corolla owned by Bob Ruginis, of Bristol, R.I. But the agency’s Ohio test lab could not find any problems with the throttle or transmission systems. The lab also found that the brakes could keep the car stationary even at full throttle. The decision is a victory for Toyota, which has been dogged by complaints of unwanted acceleration since 2009. The complaints brought investigations and recalls totaling 10 million vehicles, as well as multiple lawsuits and a $1.2 billion penalty for hiding information from NHTSA. Most of the recalls were for faulty brakes, sticky gas pedals and floor mats that could trap the accelerator. But allegations of problems with its electronic throttle controls lingered. Ruginis, an engineer who specializes in consumer electronics, petitioned the agency in September 2014 seeking an investigation of
nearly 1.7 million 2006-10 Corollas. He alleged that the Corolla driven by his wife, Kathy, surged at low speeds several times, and a Toyota dealer couldn’t find the cause. In June 2014, the Corolla surged as Kathy Ruginis was making a slow right turn into a street parking space in Bristol, and crashed into an unoccupied Jeep, Bob Ruginis said. The brakes, he said, failed to stop the car in time to prevent a crash. No one was hurt. He said the car’s event-data recorder showed the gas pedal was in the idle position when the car crashed, yet the speed at impact was 7.5 miles per hour. But NHTSA said the recorder showed the brakes didn’t come on until immediately after impact, and that even though the data recorder didn’t show it, it was possible that the gas pedal had been depressed. Testing showed that short and rapid pressing of the gas pedal might not be recorded, the agency said. “Vehicle testing demonstrated that acceleration would not occur if the brake pedal had been applied with any meaningful force,” NHTSA’s investigators wrote. Investigators also checked 163 similar unwanted acceleration complaints filed with NHTSA involving Corollas but found that in most cases, drivers pressed the gas instead of
the brake, pressed both the gas and brake, or braked too late. Ruginis also alleged that computer software problems unearthed by an expert witness in an Oklahoma City lawsuit could have caused the Corolla to accelerate unexpectedly. But NHTSA rejected that as well, saying the computer in Ruginis’ Corolla was made by a different company from the one in the Oklahoma City case and used different software. The agency also rejected an assertion by Michael Barr, the expert witness in the case, that Toyota’s engine control computer could
become overloaded and cause the throttle to stick. Barr said he caused the fault to happen in software testing. But NHTSA said neither its Ohio research center, nor Toyota, nor the maker of the computer controls has been able to identify conditions needed to cause the fault or reproduce it in vehicle testing. Ruginis said he had not yet evaluated the NHTSA documents, but said the lab tested his Corolla at colder temperatures than the 74 degrees at the time of his wife’s crash. Barr also said he was evaluating the documents.
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5/11/15 2:07 PM
Cass Burch – Dealer/President, Cass Burch Automotive Group David Kelleher – President, David Dodge Chrysler Jeep Ram
When customers sell you to other customers, you’re doing something right. Sharing a passion for this business is what we’re all about. So we couldn’t have been more thrilled when we heard what David Kelleher did to help his friend Cass Burch reach his fullest potential: he flew to Cass’ store to sell him on the benefits of Ally SmartAuction®. Further proof that when you love what you do, it’s nothing short of contagious. ally.com/driven/strongbonds ©2015 Ally Financial. All rights reserved. Driven by what we love is a service mark of Ally Financial. SmartAuction is a registered service mark of Ally Financial.
5/8/15 4:39 PM
USED CAR NEWS
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Auto finance remains the strong suit for Ally Financial Inc. The company reported strong operating results in the franchise dealer segment and higher auto originations in the first quarter. The bank’s Dealer Financial Services generated pre-tax income totaling $409 million for the quarter. Auto financing originations for the quarter grew to $9.8 billion, increasing 9 percent from the previous quarter and 7 percent yearover-year, driven by strong performance in the Growth and Chrysler channels. Excluding General Motors Co., lease originations, consumer auto originations increased 27 percent year-over-year. Moreover, new and used originations from Growth dealers grew 54 percent compared to the prior year period. Overall, Ally reported net income of $576 million for the first quarter, compared to net income of $177 million for the prior quarter and net income of $227 million, for the first quarter of 2014. “The auto finance business remains at the heart of what we do, and we will continue to grow that business,” said Ally CEO Jeffrey J. Brown. One way Ally is continuing to grow its auto finance business is
by becoming the preferred financing source for Mitsubishi Motors in the U.S., replacing the brand’s captive finance company, Mitsubishi Motors Credit of America Inc. The agreement broadens the existing relationship between Ally and MMNA, continuing to make Ally’s full suite of automotive financial products and services available to all Mitsubishi dealers and their customers. Through the agreement, Ally will provide its services and product offerings, including retail and lease financing, wholesale financing, remarketing and insurance offerings, at Mitsubishi’s nearly 380 dealerships across the U.S. “Mitsubishi Motors has seen a resurgence in sales with five quarters of year-over-year sales increases. We have accomplished this by bringing new models to market and, in large part, thanks to a loyal dealer network that has stayed with us during good times and bad,” said Don Swearingen, executive vice president, MMNA. “As we pursue our growth plans in this dynamic landscape, we are pleased to have a financial partner like Ally that can support us with the products and services that our dealers need and that will be integral to our success.”
5/11/15 3:34 PM
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5/8/15 10:08 AM
18 â€˘ May 18, 2015
USED CAR NEWS
Convicted NFL Starâ€™s Truck for Sale
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WRENTHAM, Mass. (AP) - A Hummer owned by former New England Patriots star and convicted murderer Aaron Hernandez has been found for sale at a used car lot. Hernandez was convicted last month of the 2013 killing of Odin Lloyd. Lloydâ€™s mother is suing him, and her lawyers have been trying to find Hernandezâ€™s assets. At the time he was arrested, Hernandez had a $40-million contract with the Patriots. WFXT-TV found the 2005 Hummer H2 Luxury for sale at Central Motor Sales in Wrentham for $30,900 and traced it to Hernandez using the vehicle identification number and court documents. Hernandez bought it in May 2013, the month before Lloyd was killed in an industrial park near Hernandezâ€™s home in North Attleborough. An online listing said it had 35,665 miles on it. A woman who answered the phone at the lot said the Hummer was no longer for sale. She wouldnâ€™t comment when asked why it was removed from sale or how the car lot got it. Douglas Sheff, a lawyer for Lloydâ€™s mother, said that he is concerned someone is acting on Hernandezâ€™s behalf to move around his assets.
He also said he was worried the same person has access to Hernandezâ€™s money. He declined to name anyone who may have control of Hernandezâ€™s assets. Sheff said he plans to subpoena witnesses to testify under oath about the Hummer and other assets in the wrongful death lawsuit proceedings. Hernandezâ€™s lawyer, Michael Fee, did not return a message seeking comment. Hernandez is serving a life sentence. Police seized the Hummer after they found it parked at an apartment Hernandez rented in Franklin. Inside, police found a magazine for .45-caliber ammunition, the same caliber as the gun used to kill Lloyd. The murder weapon was never found. But the judge threw the magazine out as evidence and would not allow it to be used at trial. She allowed the vehicle to be returned to Hernandez in December, not long before his case went to trial. Lloyd was dating the sister of Hernandezâ€™s fiancĂŠe. The motive for the crime has never been explained. Hernandez is still facing two counts of murder in Boston, where he is accused of gunning down two men in 2012.
Dealer Busted for Clocking A Missouri used-car dealer was ordered to pay $94,416.29 to 45 consumer victims of an odometer scam. An investigation by the attorney generalâ€™s office, the Missouri Department of Revenue and the Office of Odometer Fraud in the National Highway Transportation Safety Administration found Ashley Bolton misrepresented the actual mileage of vehicles offered for sale by his Excel Auto Group in 2011 and 2012. Last year, Bolton pled guilty to two class D felony unlawful merchandising practices charges, admitting to misrepresenting the mileage on two vehicles. In January, Bolton was sentenced to four years in the Department of Cor-
rections, with the sentence suspended pursuant to completion of a five-year term of supervised probation and completion of 30-days shock incarceration in the Greene County Jail. The terms of his probation include paying restitution, suspending any involvement in automobile auctions, prohibit acting as a licensed automobile dealer or an agent for a licensed automobile dealer, and having no involvement in automobile title transfers. The defendant was taken into custody April 27 to begin serving his 30-day shock incarceration. Failure to meet the terms of probation could result in the execution of the prison sentence.
5/11/15 5:46 PM
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USED CAR NEWS
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With nearly 2.7 billion smartphones in the hands of global consumers today, and more than 5.5 billion projected by 2018, itâ€™s no surprise that consumers are increasingly more aware of and opportunistic about them integrating seamlessly in their vehicles, according to recent research from IHS Automotive. A new report, Apps in the Car 2015, includes highlights from a recent consumer study conducted by IHS Automotive. More than 4,000 vehicle owners intent on purchasing a new vehicle within the next 36 months were surveyed, representing four key automotive markets â€“ the U.S., China, Germany and the United Kingdom. While results varied by region, key findings shed light on consumer preferences that manufacturers and apps developers can use to best address market needs as they develop new products for the global marketplace. The report covers a number of categories, including vehicle purchase intentions; respondent profiles, Apple CarPlay/AndroidAuto/ MirrorLink research, smartphone, mobile carrier and data plan information, apps, navigation and music. â€œAmong new car intenders, nearly 90 percent of those surveyed currently own a smartphone,â€? said Colin Bird, senior analyst, automotive software, apps and services at IHS Automotive. â€œNot surprisingly, these devices have wide implications for consumer behavior while driving and influence consumer expectations on how vehicles and apps should integrate with them.â€? In 2014, approximately 132 billion mobile apps were downloaded worldwide, with revenue of more than $25 billion, according to IHS
research. iOS developers brought in more than $10 billion alone. Approximately 90 percent of the revenue is generated through in-app purchases or subscriptions, while the remaining 10 percent is attributed to consumers who bought apps for personal, social or business use. The majority of responders (93 percent) indicated they had downloaded apps to their device, and 53 percent reported having paid for apps in the past. Price points for apps varied by region, with most respondents having spent an average of $12 to $22 on their most expensive app. These findings represent the ongoing need and demand for continued development and identify significant revenue opportunity for developers and OEMs in the future. In the coming years, IHS expects significant growth by vehicle manufacturers to integrate apps into their vehicles for various consumer connectivity as well as increased partnerships among OEMs and apps integrators. In the coming years, IHS expects significant growth by vehicle manufacturers to integrate apps into their vehicles for various consumer connectivity as well as increased partnerships among OEMs and apps integrators. The majority of consumers (nearly 70 percent) surveyed indicated a strong desire for continued listening of music via AM/FM radio and CD options in their vehicle. However, a similar number of respondents prefer listening to music stored on their mobile devices, and internet/streaming radio, satellite radio options and a desire for music stored on an in-vehicle hard drive also were listed as options.
5/11/15 5:08 PM
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Subaru Motors Finance ADESA Boston June 19 508-626-7000
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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 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 ©2015 JPMorgan Chase & Co. (14-723) 10/14
5/8/15 11:18 AM
USED CAR NEWS
Customer Retention Vital to Buy-Here, Pay-Here Success By Jeffrey Bellant
LAS VEGAS – In the struggling economy, customer retention remains critical for buy-here, payhere dealers, said a moderator during the recent Buy-Here, Pay-Here World Convention. Dave Brotherton, a twenty group moderator with the Leedom Group said customer interaction; vehicle repairs and a proactive effort to retain customers are critical to success in this market. Brotherton said the issue of retaining customers in today’s buy-here, pay-here marketplace is a common question in his twenty groups. “We lose accounts,” he said, “and lately we’ve been losing accounts at a higher rate. Why? What are some of the underlying causes?” The answer that pops up frequently is the subprime lending business. Brotherton said subprime has eaten into the buy-here, pay-here market and hurt its dealers. It results in voluntary surrenders – where a customer brings the car back and walks away, or payoffs, where a customer goes to another dealer and trades for another car. Subprime is “the 800-pound gorilla in the room,” Brotherton said. Banks are buying deep and it’s not going to change tomorrow, he said.
Dealers have to prepare the worst and address the problem from that vantage point. “Assume that you’re under siege,” Brotherton said. “But the question is, what can we do about it?” Some things are hard to fight. A customer may just find a subprime dealer that can fund a better car than a buy-here, pay-here dealer can. Brotheton said it’s hard to fight it when a customer can get a better car for close to the same payment. “Buying another car somewhere else is very easy,” he said. “(Plus) customers think there are no consequences for turning a car in.” He calls it a “rental car” mentality. Brotherton believes that in many cases, these situations may involve an undisclosed mechanical problem. Part of the problem is that with electronic payments and other advances, customers are not in front of dealers anymore. They are at “arms-length” which hurts the relationship. Brotherton said the dealer often doesn’t even remember the customer – typically, because that customer was probably a good paying customer. “The collectors didn’t know who they were because they paid on time,” he said. “So we lose a car
Photo by Jeffrey Bellant CUSTOMER SERVICE: Dave Brotherton, of The Leedom Group, discusses the importance of customer retantion for the buy-here, pay-here market during a recent conference.
from a customer that we can least afford to lose.” Dealers don’t know their customers until one surrenders their car and walks away. They have to change that, Brotherton said. “There is no substitute for that weekly face-to-face, eye-to-eye contact that we used to take for granted,” he said. “We don’t see our
customers any more. “As a rule, we only talk to customers who have a problem in the (repair) shop or they’re late on their payments.” Very rarely has Brotherton found a dealership that has regular faceto-face interactions with their good-paying customers. Continued on next page
5/11/15 4:30 PM
USED CAR NEWS
Mike Turner, owner, Turner Auto Sales, Greenwood, Miss.: â€œIâ€™ve been in business for 31 years. â€œWe have two locations, both in Greenwood. â€œWe carry about 150 (vehicles). Weâ€™ll buy them from wholesalers and we go to auctions. â€œWe sell around 500 cars a year. â€œWe might be a little ahead of this time last year. â€œWe sell buy-here, payhere. Weâ€™ve got two finance companies that we use and we use local banks, too. â€œBuy-here, pay-here makes up about 25 percent of our business. Thatâ€™s pretty consistent. Weâ€™ll take as little as 10 percent down all the way up to 30 percent. It depends on the car price and on the customer. â€œIn-house deals are usually about 24 months (term length). Longer terms would be for higher-priced cars, but then Iâ€™d want to do them through a finance
company. I donâ€™t want to be calling for 40 months on a car. â€œIâ€™m going to say the average mileage is going to be around 100,000. We have some lower and we have some higher. The range may be 80,000 to 120,000. Itâ€™s what you find nowadays. If you get a three-year-old car it may have 100,000 miles. â€œMy regular sales (cars) will be anything from 2002 up to 2012 or 2013. â€œI used to sell a lot more cars than trucks. But then SUVs started taking over. So we probably sell 30 percent cars, 40 percent SUVs and about 30 percent trucks. â€œOn cars, we carry a lot more imports. On trucks, I usually sell more domestics. â€œAs far as reconditioning, we probably spend $400 or $500 once we get the car here. Itâ€™s getting higher every year because parts have gotten so stupid high. â€œFor advertising, weâ€™re on about five radio (stations), weâ€™re on the Internet and weâ€™re in Tradewinds (classi-
fied) magazine. We do a lot of advertising. â€œIâ€™m noticing that fourdoor pickups are strong right now. When it comes to buy-here, pay-here financing, you usually donâ€™t have any trouble with somebody that buys a pickup. They pay their truck payments a lot better (than the car buyers). â€œI recently sold a 2005 Chevrolet Avalanche. It had 157,000 miles. We financed that for $9,995.â€?
Kim Bradshaw, owner, First Nations Auto Sales, Burlington, N.C.: â€œIâ€™ve been here since 1997, but Iâ€™ve owned it since 2008. â€œWe have one lot. We normally try to keep about 60 cars. Thatâ€™s about the same as last year. â€œMainly, we get our cars from dealer-only auctions. We donâ€™t go to public sales. â€œWe average about 30 (sales) a month. Thatâ€™s the same (pace) as last year. â€œTax season was pretty good. The last couple of
$"% !(&( !!#' years have not been as good as they used to be, though. But it was pretty decent this year. â€œWe do everything from buy-here, pay-here to bank financing. â€œIâ€™d say we do about 40 percent buy-here, pay-here, 10 to 15 percent would be prime financing and the balance would be subprime. That hasnâ€™t really changed from last year. â€œOn buy-here, pay-here, we get a minimum $1,000 down. Term lengths are usually 24 to 36 months. â€œWe use starter-interrupt and GPS devices on our buy-here, pay-here cars. Weâ€™ve done that for the last 10 years. Itâ€™s helped a lot. â€œAverage model years are four to five years old. For mileage, we try to stay under 125,000. â€œI used to be one who wouldnâ€™t buy high-mileage stuff. When I say â€˜high mileage,â€™ Iâ€™m saying 150,000 or 170,000. I would not touch it. â€œBut I noticed that some
of my competitors were buying those higher mileage cars at the auctions. So Iâ€™m thinking, â€˜If theyâ€™re buying them and theyâ€™re selling them, then I can buy them and sell them.â€™ Youâ€™ve got to compete. â€œI carry about 60 percent cars and 40 percent trucks and SUVs. â€œMost of my (vehicles) are domestics. â€œWhen a car comes in, I add $500 across the board to cover (reconditioning). It might be low compared to a lot of dealers I talk to. We do that work in-house. â€œOur service department does outside work, as well. It is doing really well. In fact, our stuff is probably being put on the backburner because weâ€™re so busy with outside work. â€œWe have our own website. We also use Cars.com and the local newspaper. â€œSmall SUVs are doing well right now. â€œWe sold a 2005 Buick LeSabre and it had 70,000 miles. I sold it for $7,400.â€?
5/11/15 10:34 AM
USED CAR NEWS
WHOLESALE MARKETS MISSOURI
Doug Doll, owner/general manager, KCI Kansas City, Kansas City, Mo.: â€œWe opened up in Kansas City 2008, but weâ€™ve been in business for 36 years. â€œWeâ€™re running six lanes. Our volumes have been good. Weâ€™re running between 800 and 1,000 cars a week. Thatâ€™s up from last year. Weâ€™ve added some national fleet accounts. Weâ€™re also getting a lot more dealer business. â€œPercentages are holding firm. â€œIâ€™m going to say we get between 500 and 600 dealers. Thatâ€™s up from last year. I think itâ€™s because we have a little bit better consignment coming in now. Weâ€™ve got more new-car trades. Weâ€™ve also picked up the Toyota Financial account and are selling those once a month. Thatâ€™s a big boost for us. â€œWe also have the Kia factory sale which has helped tremendously. â€œOn May 21, weâ€™re going
to run Kia and Toyota on the same day. Itâ€™s a big sale. Thatâ€™s a first. We typically run Toyota on the second Thursday and Kia on the third Thursday. â€œWe also have Westlake Financial, Caprock, Consumer Portfolio Services, Avis and Hertz. And we sell for ARI and TitleMax. TitleMax is a big customer of ours. â€œWe are probably 65 to 35 split between dealer and (commercial/fleet) business. â€œOur local retail dealersâ€™ business has been decent, not great. But they have still been up from last yearâ€™s numbers. The buyhere, pay-here business was very good in the first quarter, dropped back in April, but is coming back strong now. â€œIt was a steady tax season. We didnâ€™t see the big spike like we normally have seen. â€œWe also have an equipment sale on the last Thursday of the month. They can be anything from bucket
trucks and backhoes to digger derricks or box trucks. Weâ€™re run between 40 and 60 a month. â€œThe average price (of our regular sale) is right around $7,500. â€œI think the volumes are going to be up this year around 15 percent. Weâ€™re up about 30 cars a week compared to last year. I think conversion rates are going to be a little bit tougher. â€œOnline sales are way up over the last two years. Weâ€™re actually doing condition reports on every car that hits our lot. Our online sales have gone up tremendously since weâ€™ve done that. â€œMinivans were soft in March, but they started coming back a little during the last couple of weeks in April. Theyâ€™ll be strong from here on out. â€œThe older car market â€“ the higher mileage cars â€“ is not doing that well. â€œWeâ€™re in a promotional season, but our big event Aug. 26 to 27 is our Gui-
tars & Stars concert. Itâ€™s going to be David Nail, a country artist.â€?
Rick Lallemont, Western Wisconsin Auto Auction, owner/general manager, Chippewa Falls, Wis.: â€œWe started here in 2005, so we hit our 10-year mark. â€œWeâ€™re a three-lane auction. We run between 250 and 300 cars on an average week. â€œWeâ€™ve picked up a few more accounts, although the numbers are about the same (compared to this time last year). â€œBut weâ€™ve had higher conversion rates, so weâ€™re selling more cars. Our conversion rate is 65 percent. â€œWeâ€™re drawing about 150 dealers in the lanes. We also have simulcast in the lanes so we have online sales with AWG. â€œA lot of the dealers said that tax season never really took off this year. It had a little blip in February and a little bit in March, but that
Compiled by Jeffrey Bellant was kind of it. â€œWeâ€™re probably close to 85 percent dealer consignment. Thatâ€™s pretty much the same as last year. â€œWeâ€™ll get a small amount of (non-dealer) cars from local lease companies. Most of it is repos, some title loan cars and some from credit unions. We have a couple of national accounts, like ARI and Easy Money (Group). â€œIn the lanes (overall), the average price is about $4,000. Thatâ€™s pretty much in the same ballpark as last year. â€œWe also have a GSA sale thatâ€™s starting up soon. Last year we sold a little more than 700 units for GSA. This year we should be around 500. They will typically run 130 units (at a sale). They are lower-mileage units, a big mix of cars and trucks. â€œI think overall the market is status quo compared to last year. â€œBut itâ€™s still a spring market. Itâ€™s still going well. I think weâ€™re going to have a good year. â€œ
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5/11/15 10:21 AM
USED CAR NEWS
Certified Pre-Owned Retail Sales – N’neka Gaines
Cactus Jack’s Auto, Inc.
I AM GOLDSTAR
Ford/Lincoln/Mercury Ford / Mercury Lincoln GM Buick Chevrolet GMC Oldsmobile Pontiac Saturn Hummer Cadillac Saturn through 2009 FIAT Chrysler Automobiles Chrysler Dodge Jeep Ram Memo: Fiat Memo: FCA w. Fiat Total Domestics
24,777 22,568 2,209 36,666 3,409 27,595 5,648 12 2 0 2,402 15,019 2,851 4,599 4,993 2,576 81 15,100 78,864
21,911 93,431 19,724 84,938 2,187 8,493 33,063 152,599 3,490 13,759 23,871 114,782 5,478 23,991 178 55 46 12 1,872 8,666 11,407 58,067 2,269 10,979 3,326 17,735 3,904 19,506 1,908 9,847 30 272 11,437 58,339 68,253 312,763
85,771 77,672 8,099 125,625 11,175 93,017 20,471 731 231 1 6,705 46,225 9,036 14,143 15,658 7,388 128 46,353 264,327
19,852 4,029 13,980 2,200 30,473 6,947 8,225 5,187 3,403 91 4,659 99,046
19,802 72,066 3,579 14,984 11,482 52,837 1,739 7,893 29,729 116,900 6,166 26,645 7,930 31,314 3,544 20,667 3,317 13,678 61 339 3,682 17,370 91,031 374,693
77,980 13,439 43,783 5,802 115,598 24,228 30,278 13,830 13,533 216 14,125 352,812
3,971 30 10,457 81 592 1,201 9,357 10 955 1,209 7,474 38 1,682 37,057
3,702 30 7,784 30 560 1,069 9,698 7 720 1,019 7,922 32 1,241 33,814
14,016 120 30,011 128 1,894 3,750 37,716 39 2,815 3,666 29,393 139 4,065 127,752
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Honda Acura Nissan Infiniti Toyota Lexus Hyundai Kia Mazda Mitsubishi Suzuki Subaru Total Asian EUROPEAN
Audi Bentley - EST. BMW Fiat Jaguar Land Rover Mercedes-Benz Smart MINI Porsche Saab Volkswagen Maserati Volvo Car Total European Total - EST.
15,280 120 37,965 272 2,036 4,345 37,769 37 3,532 4,240 30,815 159 5,955 142,525
193,098 829,981 744,891 Source: Autodata Corp.
5/11/15 10:19 AM
USED CAR NEWS
Dent Wizard Adds Staff, Expands to Multiple Channels Automotive reconditioning service provider Dent Wizard International continues its aggressive expansion. The company recently changed owners, with Gridiron Capital LLC buying Dent Wizard from H.I.G. Capital. Dent Wizard also made a flurry of hirings in the past few months as it expands its business in multiple channels. Mike Black, the company’s chief operating officer, said the expansion reflects the company’s investment in its customers. “A recent customer satisfaction survey shows nine out of 10 current customers would absolutely recommend our company,” he said. “We’re very proud of that. It continues to be in the 90s. Our latest was 90.3. We’ve been as high as 91.7, which is something to be very proud of. “It really states that we are delivering to our customers what our promise is in our value proposition.” Black recently spoke on where Dent Wizard is headed. UCN: What is behind all the recent growth? Black: Between 2011 and 2014, our compounded annual growth rate has been 17 percent within our core services. We define our core services as paintless dent removal, wheel repair, minor paint which includes chip and scratch repair, interior repair, locksmith services and catastrophe hail services. We look at our business in two ways; the services we provide and the channels we serve. We categorize our business into five channels. The dealer, rental, auction, and F&I, which really plays into the dealer channel. But, since it’s a niche market, we separate F&I and have a dedicated team of professionals leading that charge. Lastly is the hail market, which includes insurance and body shops and affects all other channels. You’re seeing a lot of announcements as we continue to bring talented people into our organization. These folks will either help us originate or fulfill our new/existing business.
We’re always looking for talented people. I serve as COO of the company. Terry Koebbe is our president and CEO. We have an unbelievable senior team of leaders that respect and like each other and work well together. We have a special team that lead our field operations that clearly understand how to deliver exceptional results. We invest heavily in training our people, making sure we improve our processes as we go, and ensuring we have the right staffing and tooling. Combine that with a committed group of managers and you have a recipe for success. We continue to work hard to improve. We couldn’t be more excited about the future for Dent Wizard and our people. UCN: How hard is it to recruit talent? Black: When we decide to go after a talented leader or manager, we go after them hard and we spend the necessary time to invite the right people into our organization. That’s not been a huge problem. We are the largest automotive reconditioning service provider in North America. We have a very solid brand. We have just over 1,700 employees today. When we had originally completed the carve-out in late 2010, the company had about 800 employees. So we’ve gone from 800 to 1,700 inside the last fourand-a-half years. We are very active in the trade conferences. We’re very well known and, quite frankly, we have a lot to offer our customers through innovative programs designed specifically for each channel. UCN: Tell us about your new ownership situation. Black: Originally, Dent Wizard started out as a franchise organization. Under Manheim’s ownership (in the 1990s), they rolled all of their franchises together to create one company. In 2010, there were three of us that went to the private equity market to do a leveraged buyout and carve Dent Wizard out from Manheim. Manheim was a great owner for Dent Wizard and remains a great partner for
us today. We believed Dent Wizard is best as a stand-alone entity and explored an opportunity to carve Dent Wizard out. I played a small part on the team that tackled that challenge. We were purchased by H.I.G. in late 2010 and they were a great partner for 41/2 years. They helped us tremendously. We expanded the business to a level that both management and HIG felt it was time to market the business. We went through the process and Gridiron came out as the winner on April 7. Gridiron Capital has come out of the gate utilizing what I call a partnering approach. There are specific guys at Gridiron that have been unbelievable over these last few weeks. Those include Tom Burger, Kevin Jackson and Will Hausberg. These guys love the oppor-
ment and passion each of our people possess relative to performance. We love what we do. We love serving our customers. We’re excited about what’s in front of us. We look for the Gridiron team to add tremendous value. They’re excited about our strategy and our people. They realize we’re a people business and, quite frankly, they have a lot of resources that can add value and help get better as a company. We’re excited about the future.
tunity that’s in front of Dent Wizard. It’s new, but they are engaged and checked in. We have a quarterly review meeting with our senior team from all six regions and all departments that we host every quarter. Burger, Jackson, and Hausberg all attended. We have about 30 managers involved in these quarterly meetings and our new partners certainly walked away with a great feeling about how we approach our business and the commit-
We provide our customers fully integrated reconditioning programs. Those reconditioning programs simplify what dealers call the ‘retail-ready’ process. By simplifying that retailready process, we provide enhanced profitability. Our programs increase the speed by which vehicles are reconditioned. Speed matters. Time matters. Time and speed results in selling cars faster and for more money. That’s the primary economic driver. It’s about
UCN: How can dealers best utilize Dent Wizard? Black: First of all, dealers are very smart operators. They understand what they’re looking for and they understand that having a true reconditioning partner adds a lot of value to their businesses.
reducing holding costs. The investment that the dealer makes in reconditioning provides a compelling return on their investment. What dealers will tell you is this: ‘With every dollar invested, we’re seeing a $1.50 or $2 returned. Therefore, our gross profit is growing on a per unit basis.’ The other thing I’ll tell you – as part of our value proposition – is a simplified reconditioning process makes it easier for our customers to do business. A one-vendor approach providing all of their cosmetic services makes it very simple for our dealerships. What I’d close on is that our value proposition is about simplification, speed and high quality repairs. All of that is delivered through a committed group of highly trained technicians and
managed by very effective leaders. UCN: What is the makeup of your customer base? Black: We serve over 5,000 customers. It’s a mix between the dealer, rental and auction channels. This is a $2.6-plus billion market in terms of the services we provide today. What separates us are our people, scale and geographic footprint. We are in the top 48 of the top 50 markets across the country.
5/11/15 3:01 PM
DISCONNECTED JOTTINGS FROM I haven’t been to the U.K. for five or six years to visit family, as health issues have precluded too much travel. It ends up being a ‘good news
times, when most needed, causing long lines and delays through the security checkpoint bottlenecks. It seems at slow times an inordinate
• 40-year veteran of the industry • President from 1997–2000 of ADT Automotive • Served as ADESA’s executive vice president of sales and marketing • Moorby & Associates 2006–present • Awarded the Ring of Honor by NIADA • NAAA Hall of Famer
– bad news’ sort of thing. Regular readers know what I think of airline services today and I can only report that things don’t change. Except the price, that is. An ordinary fare from Nashville to Heathrow is around $1,280 – $745 of which is for governmentimposed taxes and fees. I assume that’s supposed to fund the TSA. It surprises me that they don’t seem to load up additional staff at airports during their busy
USED CAR NEWS
amount of officers stand around picking their noses with nothing better to do. Airlines know and publish their in-bound and outbound schedules months in advance so it wouldn’t seem too tough to apply a little planning and load management to accommodate the peaks and troughs. It ain’t rocket science and we’re paying through the nose for a government department to perform at less than stellar levels. What else is new?
My connection through Chicago was a disaster, having been assured twice that I had sufficient time for the international transfer. We were early getting in but a gate wasn’t available, making us 20 (precious) minutes late. I walked (I can’t run) as fast as I could to catch a transfer bus, a half a mile hike in its own right, from terminal 3 to terminal 5 only to be told that the service had finished for the day 15 minutes prior. Another sweat-inducing rush to the train got me to the gate as they were calling my name for the flight. I looked (and probably smelled) like a drowned rat. Once aboard I was shoehorned into a seat befitting a goblin or hobbit. Only one person had room for the armrest so I spent the best part of eight hours as a practicing contortionist. Just to add insult, there was a boxed gizmo under the seat in front of me, allowing access for one foot at a time, so I spent the time doing a minor jig
C R O S S WO R D
that the person next to me was probably convinced of some Irish decent on my part. Mealtimes under these circumstances are for the brave of heart, both for content and the dexterity with which you have to handle the accoutrements of eating from a tray that bumps into the next-door neighbor’s, with elbows tucked into hips and a tray table that’s half the size of the tray. Pouring a miniscule bottle of wine is a real adventure so I ended up rudely drinking from the bottle. I must have looked like a desperate sot. Ordering a couple of bourbons for after dinner and sleep inducement only confirmed the view. Reading with the light on during an overnight flight was an imposition on my neighbors that I thought it unfair to exert, so I watched
a few episodes of “Wolf Hall” with an earpiece that rendered total silence if I even thought of touching it. I did, at last, manage a couple of catnaps and was awoken with “breakfast”. Not the full Monty English type – this was British Airways, after all. It was an indescribable brick of something akin to fruitcake, heavy enough to sink the Titanic with no aid from an iceberg. The English can’t make coffee and it tasted like an acidic mouthwash. In fairness, it’s only eight hours out of life and I write this in the comfort of my brother’s office overlooking the town of Cobham in Surrey. ‘It is better to travel than to arrive’ goes the saying. Piffle and hogwash! Being here is wonderful. They’ve just had elections here and voted the Tories back in. Some things are right with the world. Pun intended.
To see past columns from Tony Moorby, visit www.usedcarnews.com/columnists/tony-moorby
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G O W E
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USED CAR NEWS
AROUND THE BLOCK
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AUCTION HOSTS NAAA TRAINING
CHARITY: Bobby Dehler and Stephanie Gingras of Dealers Auto Auction of the Southwest, participate in a fundraising event for the Childrenâ€™s Cancer Network.
Dealers Auto Auction of the Southwest hosted the National Auto Auction Associationâ€™s Auction Standards Training and participated in a fundraising event for the Childrenâ€™s Cancer Network. On March 23 and 24, DAA of the Southwest hosted NAAA Auc-
tion Standards Training, a crossindustry event that trains auction employees in the key areas of arbitration and condition report writing standards. â€œWe were pleased to welcome 23 of our colleagues hailing from auctions throughout the region to the two-day training seminar,â€?
said Jim DesRochers, auction vice president and past NAAA president. â€œAn accurate vehicle inspection process is vital to the remarketing industry, and the NAAA training program, taught by Matt Arias, provides two days of invaluable education, which includes classroom curriculum as well as hands-on training. â€œEducation of this kind is critically important to our industry, for it affects buyers, sellers and the auctions themselves. Itâ€™s also an important factor in strengthening initiatives like Auto Grade and simulcast bidding.â€? Following the NAAA training, the auction sponsored and supported an event for the Childrenâ€™s Cancer Network at the Phoenician Resort, Scottsdale, on March 28. Stephanie Gingras, general manager of DAASW, and Bobby Dehler, one of the leading auctioneers, took part in the event.
Consignor Honors Top Remarketers U.S. Bank honored three Manheim auctions and two other sales with its Auction of the Year awards recently. Manheim Pennsylvania was named Highline Segment Winner; Manheim Milwaukee earned the Lease Return Segment Award and Manheim Riverside was selected as Retail Repo Segment Winner. Other winners included: Brasherâ€™s Northwest Auto Auction in the Marine/RV Segment and ADESA Kansas City which won the Directorâ€™s Award (for overall excellence and partnership). â€œIt is a wonderful honor that these three locations were selected for their great accomplishments in 2014,â€? said Rich Coutu, vice president of commercial sales for Manheim. â€œU.S. Bank is a great partner and we are very pleased to have been recognized.â€?
We invite news items and top-quality photos from our readers to be considered for â€œAround the Block.â€? Please include the name of a contact person and a telephone number. Send items and photos to: Jeffrey Bellant. Mail: Used Car News, 24114 Harper Ave., St. Clair Shores, MI 48080. Fax: (586) 772-9400 e-mail: email@example.com
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