Used Car News 5/7/12

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May 7, 2012

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GM Seeks Return to CPO Lead

By Ted Craig

Rush - Dated Material

General Motors Co. wants the world to know that its certified pre-owned program is back.

GM once led the industry in certified sales, but lost the crown to Toyota as it went through its struggles and eventual bankruptcy a few years ago.

Now the certified program is experiencing the same turnaround as the rest of the company.

GM Certified Pre-Owned Vehicles, which includes all brands but Cadillac, is the second best seller behind Toyota. Chevrolet on its own is the third best seller behind Toyota and Honda. “GM really has a commitment to used-vehicle activities from a holistic, corporate approach,� said Jennifer Constabile, general director of GM fleet and commercial operations used

vehicle activities and marketing.

She said the certified program helps get consumers into the GM brands and helps the company maintain its residual values.

GM relaunched its certified program last June.

One of the major upgrades is Owner Care, a twoyear/30,000-mile standard vehicle maintenance program. It covers oil changes based on each vehicle’s Oil Life Monitor system, tire rotations and multi-point vehicle inspections at no charge to the customer.

Dealer satisfaction with the program is up about 37 percent since the overhaul, said Larry Pryg, national manager of GM certified pre-owned vehicle operations.

GM is on track to become the first certified program with 4 million sales. It was the first to hit 3 million.

Of course, it took longer than expected to reach that point. GM dealers sold the 3 millionth certified vehicle in October 2008.

One dealership that continues to see success with the GM certified program despite its ups and downs is Karl Chevrolet in Akney, Iowa.

The store was recently recognized as GM’s topperforming certified preowned dealership for 2011.

It is the sixth consecutive year Karl led in certified.

Photo by Terra Lynn CERTIFIED GOLD: Carl Moyer, Karl Chevrolet’s dealer-principal, discusses the dealership’s national sales leader award with Jennifer Constabile, general director of GM fleet and commercial operations used vehicle activities and marketing

More Consumers Seek Certified

Research conducted by AutoTrader.com and Morpace at the end of 2011 shows that 60 percent of new-car shoppers are now more likely to consider certified pre-owned (CPO) vehicles due to the state of the economy.

Additionally, 29 percent of new-car shoppers or half of those considering - are open to CPO for the first time. According to AutoTrader.com analysts, this influx of shoppers who have widened the types of vehicles they are considering is a contributing factor to the recent spike in CPO sales.

Warranty coverage was cited in both of the top two reasons new-car shoppers would consider a CPO vehicle, with 68 percent indicating that the certification/warranty gave them added peace of mind and 52 percent citing the fact that the warranty would be better than what they would receive on a used vehicle.

That added peace of mind, however, does come at a premium, but one that the majority of new-car shoppers appear willing to pay.

In the study, 67 percent of new-car shoppers indicated that they would be willing to pay more for a CPO vehicle compared to a used, non-certified vehicle. The average premium they were willing to pay was $1,380.

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4/26/12 3:32 PM

USED CAR NEWS

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Store Gets City’s Approval

By Jan Lindsey

A used-car store is better than a run-down gas station.

Charlotte County, Fla., commissioners have approved a store on a piece of land they were expecting to sport a modern storage facility complete with clock tower.

James W. Herston of Port Charlotte, Fla., owns the land and petitioned the city to change its land use designation to accommodate the storage building. Commissioners obliged in May 2008, according to a county Community Development staff report. But then the economy went south.

Unable to carry out his plans, Herston asked the county in November to temporarily allow him to put his land to “commercial intensive” use. A document submitted by Herston’s attorney, Robert H. Berntsson, said that was the use allowed before the 2008

change.

The county staff offered to work with Herston but would require a time limitation to assure the temporary use did not become permanent, according to the report. Herston did not want to agree to a time limit wanting, instead, to leave the timing up to the economy, it said.

“Without a time frame defining ‘temporary’ staff is forced to review this proposal as if it were a permanent feature,” staff members wrote.

They recommended that Herston’s request be denied; saying Herston’s plans were not compatible with existing plans for the area.

They also wrote that if the county approved the plan, it should impose conditions, including an end date of Dec. 31, 2016.

The county’s planning and zoning board approved the plan in January and sent it on to the County Commission.

Photo by Jan Lindsey BETTER OPTION: A used-car store will replace this abandoned gas station, despite the protests of neighbors and city leaders.

When commissioners considered Herston’s request April 17, residents of the area adjacent to his property had their say. Herston’s land sits at a prime location at the entrance to Parkside, an area set for a $9-million redevelopment.

A local news report of the

meeting indicates neighbors complained about the rundown gas station on the site and worried that a used-car store was not much better.

At least one commissioner shared their worries, but the panel gave their approval on a 4-1 vote, imposing conditions – including the

five-year cap.

“I’m very happy with the results because I have not been able to use my property for two years,” Herston said. “I would think within five years things will be changed.

“I’m glad it worked out the way it did.”

Top Note Dealers See Opportunity

By Jeffrey Bellant

LAS VEGAS – Top buyhere, pay-here dealers see great opportunities in the market, despite the challenges of slow economic growth and a shortage of inventory.

Dealers from California, Indiana, Oklahoma, Pennsylvania and Texas discussed the state of the industry during a recent buy-here, pay-here dealer convention.

Customer service, staff development and a focus on the bottom line are critical to success.

Bob Okeley, of Oak Motors, Inc. in Indianapolis, said customer service remains a key for profitability in this segment.

“We only exist to serve customers,” he said. “You made a choice to deal with this customer base, so you have to have a service mentality.”

Gus Camacho, owner of Camacho Auto Sales in southern California, agreed.

“We really push customer service,” Camacho said.

“We’re here to improve the lives of the customer.”

Training and developing employees makes that ser-

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vice possible, Camacho said.

Mike Brill, president of B&B Automotive of Bristol, Pa., said it takes time and money.

“You have to make a commitment,” he said. “You have to get good people and invest in them. You can overcome the obstacles with really good people.”

It’s also important that employees be coachable.

Robert Mulkey, owner of Regal Car Sales and Credit in Tulsa, Okla., came from the hotel business. He looks for good employees everywhere.

Several panelists agreed that strong employees often come from outside the car business, where they haven’t learned someone else’s bad habits.

Inventory remains a challenge, however, said Blake Ingram, owner of Auto City Dallas.

“You think cars are high now?” he said. “Well, they’re going to get higher.”

With the dip in manufacturing totals from automakers, it makes it harder for dealers to get the cars they want.

Mulkey said the actual cash values continue to creep up.

Photo by Jeffrey Bellant SUPER SIX: A panel of successful note dealers – including (from left) Bob Okeley, Blake Ingram, Mike Brill, Shane Rhodes, Gus Camacho and Bob Mulkey – offered their advice during the Leedom Group Buy-Here, Pay-Here Convention in Las Vegas.

Ingram said the good news is that there are still multiple models that can work for a dealer, though the dealer may have to tweak what he’s doing.

Because of rising costs, Okeley said it’s important to be a “good numbers and data person.”

Shane Rhodes of Rhodes Auto Sales in Houston, said he’s focused on controlling reconditioning costs to help with his bottom line.

Inventory may cost more,

but dealers are willing to pay the price because the market is expanding.

“There are a ton of people who need our help,” Ingram said.

Camacho has gone the extra mile by giving back to his neighborhood through community service.

By doing that, he’s developed a great reputation and has had several positive articles written about him in local newspapers. He has even participated in local

parades, including serving as grand marshal.

“None of this would have happened if it wasn’t for our community service,” he said.

Camacho said most dealerships don’t focus on the things that would make a business better, which gives his business a big edge.

“Our competition is nonexistent,” Camacho said.

“They don’t train staff, they don’t take care of customers.

“It makes it so much easier for us.”

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USED CAR NEWS

NEWS BRIEFS Chain Adds Store

America’s Car-Mart Inc. announced the opening of its 114th dealership, located in Corinth, Miss.

This represents Car-Mart’s third location in the state.

In the past year, the company opened dealerships in Tupelo and Columbus, Miss.

Bart Sandoval will manage the Corinth dealership.

Car-Mart now has 114 dealerships in nine states. Corinth is the eighth dealership the company has added in fiscal 2012.

Executives say a couple more will be added soon. Beyond this fiscal year, they expect to open additional dealerships at an approximate 10 percent annual rate.

Finance Express Rebrands

Finance Express has rebranded its suite of products.

The FEX DMS brand is terminology that has been used by the company’s client base and staff for a number of years. The rebranding is the outcome of the company’s broadening footprint in the independent auto industry, growth and increasing recognition.

At its inception, the Finance Express technology was launched as a lender portal. Since that time, through acquisitions, system development and integrated partnerships, it has grown into a major gen-

eral dealer management solution.

The FEX DMS suite of products is an integrated technology solution consisting of an inventory management system, deal processing, buyhere, pay-here module, lender portal connectivity, electronic payment system and a reporting engine.

Firm Grows Score Service

Total Car Score unveiled an expanded offering of auto data that scores all cars, trucks, SUVs and crossovers dating back to 2000.

Now featuring data for 2000-2012 models, consumers, car shoppers and auto enthusiasts will be able to see how a particular auto maker or model has fared over time in terms of overall quality and desirability.

Total Car Score provides a vehicle rating system that lets anyone research and compare models from all automotive segments.

The “Total Car Score� assigned to each and every vehicle is an overall evaluation combining quantitative car reviews from top automotive authorities with fuel efficiency and safety ratings.

C R O S S WO R D

PAR North America announced a partnership with CarsArrive to offer recovery agents a wider network of transportation services.

CarsArrive is also a KAR subsidiary through Openlane.

Recovery agents in PAR’s Preferred Agent Network can use CarsArrive to scan available transport load assignments in real-time.

The system also generates instant notifications that users can choose to receive via fax, email or online download.

Recovery agents can also bid on transport requests for vehicles in their markets including those units

stored on their lots.

IADA Taps Legal Provider

Wolters Kluwer Financial Services has been added to the Illinois Independent Automobile Dealers Association’s list of preferred providers.

The Illinois IADA has endorsed Wolters Kluwer Financial Services’ indirect lending business and supports the use of the company’s motor vehicle retail sales installment contracts, privacy disclosures and Red Flags Tool Kit among its members. The kit provides dealers with guidance and information resources necessary to implement an identity theft protection plan.

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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.

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4/30/12 5:11 PM

USED CAR NEWS

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Honda, Acura Leaders in Edmunds Retained Value Honda and Acura took home the top prizes in Edmunds.com’s second annual Best Retained Value Awards, which recognize the brands and new car models that have the highest projected residual value after five years, expressed as a percentage of their True Market Value (TMV) when sold new.

Honda won the 2012 brand award for non-luxury makes for the second consecutive year, while Acura took home the luxury brand award for the first time. Edmunds.com found that Honda’s average projected retained value after five years is 47.9 percent, while Acura’s average projected retained value is 44.6 percent.

In each case, the percentage is based on the average five-year retained value of the carmaker’s 2012 models that launched prior to the end of 2011.

“Honda has long had a reputation for dependable used vehicles, and that is reflected in today’s booming used car market,” said Joe Spina, director of remarketing at Edmunds. com. “And with Acura beating out all other luxury brands, Honda’s family of vehicles continues to expand the company’s status as one of the best values available to car buyers today.”

Edmunds.com named a total of 23 winners in its model-level categories, ranging from “Sedans Un-

der $20,000” to “Large Heavy Duty Trucks.” Ford led all carmakers with five model-level awards, followed by Honda with four.

All model year 2012 vehicles that were launched by the end of 2011 and that had unit sales in February 2012 that were at least 20 percent of the average unit sales for the models in its segment were eligible for this year’s model-level Best Retained Value Awards. Edmunds determined each model’s competitive segment based on its body type and the sales-weighted average MSRP of all available styles (excluding destination charges) of that model’s body type. All makes that had over 100,000 unit sales in 2011 were eligible for this year’s brand-level Best Retained Value Awards.

In related news, Edmunds.com rolled out a new chat feature that connects shoppers and dealerships.

The feature allows consumers to connect immediately with dealers to ask specific questions about inventory, pricing and other important facts about their next new or used vehicle. The new chat capability is powered by Contact At Once.

More than 1,300 dealers nationwide are already available to interact with Edmunds.com users. Live chat capabilities are part of Edmunds. com’s Premier Dealer Program.

2012 Edmunds.com Best Retained Value® Awards Model-Level Winners CAtEgoRy Compact Truck

yEAR 2012

MAkE Toyota

ModEL ^REtAinEd VALuE Tacoma 57.3%

Convertible $35K-$45K

2012

Lexus

IS 250 C

Convertible Over $45K

2012

Ford

Shelby GT500

46.5%

Convertible Under $35,000

2012

MINI

Cooper

48.9%

Coupe $25K-$35K

2012

Ford

Mustang

46.8%

Coupe $35K-$45K

2012

BMW

3 Series

44.0%

Coupe Over $45,000

2012

Ford

Shelby GT500

47.5%

Coupe Under $25,000

2012

MINI

Cooper

50.0%

Hybrid

2012

Honda

Civic

46.1%

Large Heavy Duty Truck

2012

Ford

F-350 Super Duty

48.6%

Large Light Duty Truck

2012

Ford

F-150

48.4%

Sedan $20K-$30K

2012

Subaru

Impreza

45.3%

Sedan $30K-$40K

2012

Lexus

IS 250

46.3%

Sedan Over $40K

2012

Cadillac

CTS

42.0%

Sedan Under $20,000

2012

Honda

Civic

50.0%

SUV $25K-$35K

2012

Honda

CR-V

54.6%

SUV $35K-$45K

2012

GMC

Acadia

46.0%

SUV Over $45,000

2012

Acura

MDX

44.2%

SUV Under $25,000

2012

Subaru

Forester

44.6%

Vans

2012

Honda

Odyssey

43.5%

Wagon $25K-$35K

2012

MINI

Cooper Countryman

48.5%

Wagon Over $35,000

2012

BMW

3 Series

42.7%

46.8%

Wagon Under $25,000

2012

Scion

xB

47.3%

Compact Truck

2012

Toyota

Tacoma

57.3%

Convertible $35K-$45K

2012

Lexus

IS 250 C

46.8%

^ - Retained Value is the projected residual value after five years, expressed as a percentage of the True Market Value® (TMV®) when sold new

888.951.9512 Ext. 1856 UCN_05.indd 1

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USED CAR NEWS

Dealers Defend Industry LAS VEGAS – Leaders in the buyhere, pay-here industry took aim at their critics and defended their fellow dealers during the recent Leedom Group Buy-Here, Pay-Here World Convention. “Fasten your seatbelts, we are under attack,� said Chris Leedom, founder and CEO of the Leedom Group. “If you take the last 12 to 24 months, there has probably been more media coverage, more examinations and more enacted legislation that impacts our business than the last 20 years combined.�

A series of articles in the Los Angeles Times earlier this year set off a new wave of scrutiny.

That includes a pair of bills by California lawmakers that would add more regulations and restriction to the industry.

Chuck Bonanno, conference chairman and twenty-group moderator, led off his keynote address by defending the industry against what he feels is unfair criticism.

He said scamming a consumer is bad for business. “I know what the minimum standards of business are,� Bonanno said. “But the best dealers – the ones who are at the top of the benchmarks – are the ones who go beyond

the minimum standards.�

Bonanno said most of the world is ignorant of what the industry does for the market.

He said one regulator in Washington D.C. told him that people without cars can simply take public transportation. “What train is that?� Bonanno said. “The 401 to Sacramento?

There’s no transportation alternatives for our consumers.�

Bonanno said more than 45 million consumers have credit scores of 599 or less, according to Equifax. “The world doesn’t understand the scope of this,� Bonanno said. “That’s one-fourth of adult consumers in the U.S. that have bad credit. “How are they getting to work?�

These consumers have no alternative because there is no government program to put people in cars.

He said critics think dealers mark up cars more dramatically than other businesses mark up their products.

But Bonanno said dealers mark up cars to make a profit like any other business. “The problem is our costs are high,� he said.

He said the average down payment most dealers get is $792, while the average price paid for the car by

Photo by Jeffrey Bellant FOR THE DEFENSE: %2 ( ,++ +, ,# ""!,* ] 00, & 1"0 *,2+1"! !"#"+0" ,# 1%" 26K%"/"H - 6K%"/" &+!201/6 !2/&+$ /" "+1 ,+#"/"+ "F

a dealer is nearly $6,000.

The other misconception is dealers get rich through reselling repossessions. “Every time I sell a car, I post a $4,000 or $5,000 profit,� Bonanno said. “But every time I repossess a car, I post a $4,000 to $5,000 loss.

So how much money did I make on that? Zero.�

If a dealer can get the car back, it

costs upwards of $2,000 to sell it again.

The way dealers make money is when a consumer buys a car, makes payments and pays it off. “It’s not about repossessions,� he said.

Complaints about interest rates are unfair because state laws limit what dealers can charge.

Continued on page 12

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PAGE 8 - NATIONAL BHPH CONVENTION

Dealers Gather to Defend, Celebrate Industry Dealers will gather at the National Alliance of BuyHere, Pay-Here Dealers conference this month not only to become more knowledgeable about best practices, but also to seek ways to fight back against the forces working against the industry.

The annual conference takes place May 16-18 at The Venetian in Las Vegas, with an academy for new dealers May 14-15.

At last fall’s NABD conference in Atlanta, dealers were abuzz about a series of articles in the Los Angeles Times attacking buy-here, pay-here practices.

Now those articles have spurred a trio of bills that are working their way through the California legislature.

All three would drastically alter the way buy-here, pay-here dealers conduct business in the nation’s largest car market.

NABD founder Ken Shil-

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son has been responding to these moves and offers a copy of a letter he sent to Assemblyman Mike Fearer on the Alliance’s website.

A main point Shilson takes up is the use of payment assurance devices. Fearer’s bill bans dealers from using either GPS or starter-interrupt devices. “NABD believes that all financers have the right to protect their collateral,� Shilson writes. “When consumers are advised, in writing, that a device has been installed on their vehicle, they generally do not object.�

He cites the two white papers he put together on the topic.

Dealers face challenges at the federal level as well.

The Consumer Finance Protection Bureau launched a public inquiry into how consumers and financial service companies are affected by arbitration and ar-

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bitration clauses.

Many contracts for consumer financial services products and services contain a “pre-dispute arbitration clause� stating the parties generally agree to resolve all disputes through arbitration, rather than

through the court system.

Buy-here, pay-here dealers often use these clauses to avoid class-action lawsuits.

The NABD conference will feature a Q&A session with industry attorneys to discuss these issues.

The conference is about

more than defending the industry, however.

A new feature this year celebrates the achievements of dealers when a pair of industry pioneers will become the first inductees into the NABD Hall of Fame.

www.usedcarnews.com

4/30/12 6:42 PM

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USED CAR NEWS

Skip Tracer Reveals Secrets to Tracking

Photo by Jeffrey Bellant BLOODHOUND: )"5 /& "H /""/ 0(&- 1/ "/H $&3"0 1&-0 1, 26K%"/"H - 6K%"/" !" )"/0 ,21 1%" 1" %+&.2"0 +! 1,,)0 1, #&+! 201,*"/0 4%, /" ,## 1%" $/&!F

By Jeffrey Bellant

LAS VEGAS – The key to finding skips is combining old-school smarts with new technology, according to Alex Price, a 27-year veteran of the business.

Price discussed the art of skip tracing during the recent Leedom Group convention.

Price earned his stripes knocking on doors and repossessing cars in the dangerous streets of Liberty City in Miami in the 1980s.

“I’ve been shot at and stabbed,” he said. “You wouldn’t believe the things I’ve seen.”

But in addition to harrowing experiences, Price has seen the business change from the days of “skipguessing,” where a tracer operated on “pure passion” using old techniques.

In the last decade, the “cybertracker” has emerged, using software and GPS tools to find people without even leaving the office.

“The truly successful in this industry are the ones who are able to merge the two techniques together,” he said. “Because today’s technology is incredible.

“You can get information in minutes that used to take someone like me six weeks to gather.”

However, people need to know how to use that technology to hunt skips.

There are different types of skips and levels of difficulty. Understanding what type of skip you have will help in determining the best way to track them.

“When it gets down to the bottom line, all skip-tracing is simply you expanding your net and talking to as many people as you can to find the ‘magic three,’” Price said.

He explained that each person has a core group of personal and professional contacts they stay in contact

UCN_10.indd 1

with on a regular basis.

Price said the magic three consists of: the person who doesn’t know they aren’t supposed to talk with (the investigator); the one that knows, but just can’t help themselves; and the third one, Price’s personal favorite, the one with a grudge. “(Skip-tracing) is the job you have to be totally focused on,” Price said, “because you’re hunting the most elusive creature on the planet, with the same ability to think and reason as you do.”

Price said a skip tracer needs to ask three questions including: what would you do; where would you go; and whom would you stay in contact with.

“We’re all creatures of habit,” he said. “We’re all social creatures.”

For example, studies show most people use the same two ATM machines, the same two grocery stores and same restaurants.

Finding out those habits of your skip will help you find them.

Asking specific questions and understanding human nature – combined with today’s technology – make a skip tracer’s job much easier today.

Price pointed out one website, cybertrackers.ning.com, which is a Facebook for skip-tracers.

“We gather and discuss products, new challenges facing the industry, questions, etc.,” he said.

Cybertracking involves everything from Facebook and social media to GPS systems.

One recent tool from Ituran, a global company with U.S. headquarters in Florida, is a digital parking lot report which tracks locations where a car may regularly park for a certain period of time.

Price has also developed the first national certification program for skip tracers.

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USED CAR NEWS

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The Ohio Attorney General’s office has filed lawsuits against Keep It Moving Auto of Cleveland, charging the dealership with multiple violations of Ohio’s consumer laws.

After several consumers filed complaints against the business, the attorney general’s office discovered numerous violations with the dealer, such as failing to notify consumers of payment due dates, failing to notify consumers of the total cost of credit, and including

Critics

an acceleration clause for consumers who defaulted, meaning the total amount consumers owed would be due immediately without notice to consumers.

The attorney general’s lawsuit, filed in the Portage County Court of Common Pleas, charges Keep It Moving Auto owner Ronnie Simmons Jr. and employee Chester Leonard with violations of several laws.

The state seeks injunctive relief, civil penalties and restitution.

– Continued from page 6

Bonanno said another factor critics ignore is the cost of money to dealers. Buy-here, pay-here dealers borrow money at upwards of 6 to 20 percent.

Wall Street isn’t throwing money at the industry, he said.

The media talk about bad credit as if it’s a disease that someone catches or that these customers achieve bad credit by accident, Bonanno said. But consumers get bad credit because they didn’t pay their bills.

The buy-here, pay-here dealer extends credit to consumers that are shunned by standard banks or lenders.

Bonanno said that a benchmark buy-here, pay-here dealer sees one-

third of his customers fail to pay off their loans.

“I’m risking my money,” Bonanno said. “I’m not risking the government’s money or taxpayers’ money.

“It’s my money and it’s very high risk.”

Another criticism is buy-here, pay-here dealers sell 100,000-mile cars.

Bonanno said that’s true, but added the average car on the road has more than 130,000 miles and is nearly 11 years old.

He said it would seem a dealer who sells a five-year-old car with 100,000 miles to a customer with bad credit is giving that customer a better-than-average car.

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“If you’re not using SmartAuction, you’re costing yourself money.”

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It’s not just one thing that makes SmartAuction® such a great tool, it’s a lot of things. It gives us increased exposure with potential buyers. It speeds up our operation by allowing us to post a listing, sell it and receive payment quickly, sometimes all in the same day. Plus we don’t have to leave the store. SmartAuction makes business easier, it’s one of the most powerful tools we have.

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USED CAR NEWS

Cars Still Scarce

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LAS VEGAS – Independent dealer Anthony Underwood said the top three challenges to business today are easy to name. “Inventory, inventory, inventory,� he said. “In that order.�

Underwood, owner of Underwood Automotive, in Bessemer, Ala., joined fellow independents to discuss the market at the Conference of Automotive Remarketing.

Underwood said he changed the way he stocks cars because of the supply problem.

The dealership is buying cars to order for customers more often and more high-mileage units than before. “We’re fortunate that even the finance companies are looking at ways to finance cars with high miles,� Underwood said.

Underwood still avoids framedamaged cars, but even those units are starting to sell well at auction.

Arlan Kuehn, president of Kuehn Auto Sales in South Sioux City, Neb., still buys plenty of cars from newcar dealers he’s known during four decades in the car business.

The challenge is he has to buy additional cars that he may not need.

Chris Martin, president of E-Z Auto, in Fayetteville, N.C., agreed that inventory has been difficult to acquire.

As a buy-here, pay-here dealer, Martin has seen the selection become more limited even when he pays more. “We can only carry so many PT Cruisers and Impalas,� he said.

Martin started buying cars off the street, a practice he mostly ignored in the past. An ad on the store’s website asks consumers to input information about selling their cars and Martin advertises on his store’s signs that he buys cars.

Dealers agreed higher prices have cut into cash flow.

Martin said the slower cash flow caused difficulty when renewing his credit line last year.

It’s a situation Martin believes other dealers are facing.

Less cash flow causes dealers to buy fewer cars.

Kuehn focuses on turning more units and keeping fewer on his lot.

He also opened up a service department to boost earnings. That helps in acquiring cars, too. “You just have to (adapt) with the way things are changing,� Kuehn said.

Mobster Admits to Shaking Down Used Car Salesman; Faces Long Prison Term PROVIDENCE, R.I. (AP) – Alleged Rhode Island mob associate Albino “Albie’’ Folcarelli has agreed to plead guilty to a charge of extortion conspiracy for what prosecutors say was his role in shaking down a worker at an auto body shop in Johnston.

He was accused of going to a dealership to intimidate a used-car salesman who prosecutors say was extorted of $25,000. He had previously pleaded not guilty to extortion conspiracy.

The 54-year-old Folcarelli and Raymond “Scarface’’ Jenkins, an alleged mob associate, were accused of using threats of violence against the unnamed victim at Curreri Collision Center.

Prosecutors say the victim had his wife cash out $25,000 in a retirement account to avoid more trouble.

The Providence Journal reports that Folcarelli faces a minimum of nine years and a month in federal prison for collecting the extortion payment.

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USED CAR NEWS

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City Shuts Down Store

By Ted Craig

A long-running dispute between a dealer and his local city government ended with the used-car store shutting down.

Ted Heotis closed down his Triad Auto in Aurora, Ill., after losing a court case.

Heotis and city officials battled for years over the clean up of his lot, which had become covered in scrap metal.

Triad had operated on a special use permit since it opened in 2002.

The store is located in an area not designated for car sales.

The location housed a scrap yard before Heotis bought it. The city gave him 10 years to clean it up.

City official say Heotis continued allowing others to store junk on his lot.

The Illinois attorney general sued Heotis in 2005, claiming he illegally ran a waste transfer station. The

city revoked the special use permit in 2007.

Heotis said most of the junk accumulated from other parties using his site. He also said the city told him there was grant money available to clean the site.

City attorney Alayne Weingartz said Heotis complied with some of the city’s conditions for operating the store, but not all of them.

Heotis’ store was foreclosed on as a result. “It’s just a real shame,� Heotis said. “I deal with a lot of people who are totally broke.�

Heotis said Triad thrived on repeat and referral business. He said he worked with his clients, even financing their repairs when needed.

Heotis is looking for a new location and hopes to continue serving his customers. “I had a mission here,� he said. “You won’t find another dealer who will do this.�

Finance Company Opens Office CarFinance Capital LLC announced the opening of a new office in Fort Worth, Texas, which is expected to eventually house up to an additional 125 employees.

The company currently provides lending services to auto dealerships

in multiple states.

Supporting the company’s national expansion, the new Fort Worth office will house CarFinance Capital’s portfolio management group and credit staff for the central and eastern time zones.

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Used Car Stores Revive City’s Once Bustling Auto Mile

A group of auto retail veterans The ownership group’s experibought an abandoned Ford dealer- ence means Creditmax has plenty ship and have turned it into a used- of finance relationships to meet car store, hoping to lead a revival of most customers’ needs. their local auto mile.

Creditmax also helps customers Creditmax Automotive opened finance repairs at its shop. its doors March 16 on Florin Road Boren said the owners plan to in Fresno, Calif. use some of the The area once extra space for a served as home buy-here, pay-here to all the city’s operation. franchise dealIt will run sepaers. rately from the “Florin Road main store. used to be a The ultimate huge car road,� goal is to have cussaid Aaron tomers move up to Boren, Creditbetter cars and max’s general stay at the store, Aaron Boren manager.

Boren said.

Now, only a Creditmax stands Hyundai store across the street remains. Boren’s group also owns it. from a high school. Boren said the The recently renovated store sits store would work with the school in on eight acres and features a body a variety of ways. shop and an oil change center.

The store already used the The store carries about 70 cars school’s band and cheerleaders at a and has sold around 80 a month grand opening event in April. since opening. Boren said the goal is Other, smaller dealerships have 200 sales a month. started popping up around CreditAs the name suggests, Creditmax max. Boren said the owners hope to caters to customers with damaged see that trend continue until Florin credit. Boren said the main fo- Road once again becomes a car-buycus is on credit counseling, even if ing destination. customers don’t buy a car from “That’s our goal – to get back to the store. that level,� he said.

“That’s our goal – to get back to that level.�

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4/26/12 3:52 PM

PIONEER.

SETTING INDUSTRY STANDARDS

MENTOR.

Most people end their careers with one or two high points to look back on in retirement. With John Fuller, his entire life has been about reaching the next peak. Below are just a few of his amazing accomplishments:

LEADER.

ICON. All the same guy.

John Fuller didn’t meet the standards for the Automotive Remarketing and Finance industry, or even exceed them.

He SET the standard.

From combat duty with the Marines in Vietnam to the CEO’s office, John personifies sacrifice, drive and discipline. Those qualities, paired with an unmatched vision, led him to start two of the three most successful floorplan companies for the independent auto dealer in existence today.

By remarketing millions of vehicles through the power of financing, John created employment opportunities for hundreds of families across North America. And he helped tens of thousands of dealers grow their market presence.

To top it off, he saved lives as a firefighter, helped build churches all over the globe, counseled youth through outreach programs and performed countless other good works.

Speaking for all the employees at Dealer Services Corporation and all those in our industry who John has led and inspired, we want to say‌

t 1987: Founded CITA, which later became Automotive Finance Corporation (AFC). t 1987-2001: Built AFC into the largest independent floorplan company in the U.S., servicing $6 billion in annual receivables. t 2001-2005: Chief Operational Officer of Auction Broadcasting Company. t 2005: Founded Dealer Services Corporation (DSC), serving as President and CEO with only 12 employees. t 2005-2010: Expanded DSC to 400 employees in 100 markets, servicing more than 11,000 dealers in just five years. t March 2012: DSC was purchased

by Manheim, the world’s leading provider of vehicle remarketing services, reinforcing DSC’s committment to the success of its dealers. t .BZ  Sets sail as Captain of the SS Christina.

Congratulations on your retirement John, and thanks for building opportunity, making us stronger and giving back!

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USED CAR NEWS

Ex-NFL Player Reaches Deal Over Failed Nissan Franchise

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JACKSON, Miss. (AP) – A tentative agreement has been reached to settle a federal lawsuit between former New Orleans Saints running back Deuce McAllister and Nissan Motor Acceptance Corp. over his failed car dealership in Mississippi, court records said.

U.S. Magistrate Judge Linda Anderson said in a filing in U.S. District Court in Jackson that the parties have seven days to finalize the deal.

The dealership in Jackson closed in 2009 and filed for Chapter 7 liquidation under federal bankruptcy law.

NMAC sued McAllister and Deuce McAllister Motors LLC in October 2009 for more than $1.5 million, alleging the dealership defaulted on payments and exceeded credit limits.

McAllister filed a counter claim in which he said Nissan knew he “was a young professional athlete inexperienced in the motor vehicle sales business’’ and did little to help his dealership succeed.

McAllister’s attorney, Joe Roberts, said in an email that he was out of town and would comment later. An attorney for NMAC, Chad Hammons, referred questions to a Nissan spokesman. Nissan spokesman Steve Parrett declined comment, citing the

pending litigation.

McAllister was a football star at the University of Mississippi and spent eight seasons as one of the Saints’ most popular players.

He has invested heavily in his native Mississippi, including the Nissan business, a luxury car dealership and high-end real estate.

McAllister also had a used-car business when he opened the Nissan store.

NMAC said in court records that it found problems with the dealership during its 2008 audit, then sent a monitor there and reinstated its credit. But, the lawsuit said, the dealership continued to sell cars and not pay NMAC back and the debts grew.

The dealership operated in Chapter 11 for a time and agreed to liquidate its remaining assets through Chapter 7 bankruptcy.

In his counter claim, McAllister said that rather than helping, NMAC withheld information that the dealership wouldn’t be profitable in the area and neglected to warn him that one of his partners had done business with a Nissan-related dealership before and “was unsuitable for the management position.’’ McAllister’s countersuit seeks unspecified damages.

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USED CAR NEWS

CEO Steps Down as Auction Chain Grows, Opens New Sale

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Health issues caused an auction in auction services available to the group’s CEO to step down just as dealers in this area.� the chain is growing.

Marc Rickey, the facility’s genAmerican Auto Auction Group eral manager, said the auction will announced that chief executive of- feature fresh new-car trades. ficer Steve Simon has resigned his Simon’s main cause since launchposition due to health relating the group has been ed issues. aiding veterans. AAAG is Simon will remain a memcontinung this trend. ber of the board of direcOn April 13, Automotors. tive Rentals Incorporated Board chairman and for(ARI) and AAAG auction mer GMAC executive Bill Charleston Auto AucMcIver is stepping into the tion put on a promotion open position of CEO. to honor those past and American Auto Auction present that have served Bill Group was launched in in the military.

3"/ January 2010 and is headThe day began with quartered in Charleston, free breakfast and was S.C. One of those is a new green- followed by a performance from field site, Your Auction of Pasco in the American Legion Color Guard Holiday, Fla. playing “Salute To The Armed The new facility held its first sale Forces� to honor each branch of on March 13, and will hold weekly the military. auctions on Tuesdays at 4 p.m.

This was then followed by the “Our strategy in growing AAAG National Anthem. continues to be to build the stronEvery dealer that purchased an gest independent auctions in the ARI unit received a “Support Our markets we enter,� said Keith Le- Troops� military style hat. lux, AAAG founding member, diAlso, all veterans in attendance rector and chief operating officer. received a “Support Our Troops� “The opening of a brick and mor- hat and a complementary lunch. tar auction in Holiday expands Charleston Auto Auction emour already strong presence in the ploys over 40 veterans from all Florida market and makes the best military branches.

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USED CAR NEWS

Industry Providers Give Away Prizes to Contest Winners A pair of providers recently awarded dealers free floor planing and an inflatable mascot.

Said Barzegar of Eurosport Auto won the grand prize in Automotive Finance Corp.’s Fee-Free Flooring for a Year contest.

The dealership, located in San Jose, Calif., is serviced by AFC’s San Francisco branch, led by Tony Souza. Eurosport Auto has been an AFC customer since 1998.

AFC Regional Manager Johnny Shroyer, along with Branch Manager Tony Souza and the entire AFC San Francisco team, gave Barzegar the good news at a party for Barzegar and his staff during ADESA Golden Gate’s auction. They celebrated with an AFC cake and presented him with a supersized check for $25,000, commemorating AFC’s 25th anniversary and his free flooring.

The Fee-Free Flooring for a Year features no interest and no floor plan fees for a year, saving this AFC dealer up to $25,000. All AFC dealers within the United States and Canada, excluding Quebec, were eligible to enter the contest, and Barzegar’s dealership was drawn from among thousands of entries.

This is the second major giveaway as AFC celebrates its 25th anniver-

sary this year.

In December, Bret Gilbert of Premium Pre-Owned Autos in East Peoria, Ill., won a trip for two to Indianapolis for Super Bowl XLVI through AFC’s Big Game Giveaway.

Carfax announced that Frank Verducci of Serramonte Ford in Colma, Calif., has won the inflatable Car Fox giveaway.

Verducci was randomly selected from nearly 800 contest entrants employed at Carfax Advantage dealerships. The contest was held exclusively through the Carfax for Dealers Facebook page.

Seven hundred and eighty-seven contest entries were received between March 20 and March 26.

A photo of the winning dealer and his prize were posted on Carfax’s dealer Facebook page.

Carfax also launched its newest wave of television ads as part of the national “Show Me the Carfax” campaign. The new ads were created in conjunction with Zimmerman Advertising and Hinge Digital.

Starring again in the ads to deliver the message is the Car Fox. The spots humorously depict people buying used cars from various types of sellers.

The new ads can be viewed at the Carfax channel on YouTube.

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USED CAR NEWS

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The National Independent Automobile Dealers Association launched its certified pre-owned program in an effort to level the playing field for independents.

NIADA selected Warrantech, an AmTrust Financial Services company, to administer its all-new NIADA Certified Pre-Owned Vehicle Program.

This replaces the former certified program the NIADA started offering in 2009.

Steve Jordan, NIADA’s chief operating officer, said the association was excited about working with Warrantech.

The provider has experience reviving certified programs, having turned around Volvo’s a few years ago.

“These guys have a track record of turning programs around,” Jordan said.

The program is free for all NIADA members.

A main feature is the variety of service contracts dealers can offer.

They are: 3 months/3,000 miles; 6 months/6,000 miles; and 12 months/12,000 miles.

There is also a 36-month/36,000mile engine and air conditioning

contract available.

These NIADA CPO limited warranty options will include coverage of: engine, air conditioner, turbo or supercharger, automatic and manual transmission, transfer case, drive axle, steering components, select electrical components, and seals and gaskets.

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Both Warrantech and the NIADA are located in Dallas. This should help make the program a success, Jordan said.

Beyond the service contract, NIADA provides sales and marketing support for the program. It also provides training.

“It’s a whole program that we want dealers to buy into that can change the culture of their dealership,” Jordan said.

The first opportunity for training comes at this summer’s NIADA convention in Las Vegas. Jordan expects the number of dealers participating in the CPO program to double.

Service Contract Exec Pleads ST. LOUIS (AP) – A former owner of what was once among the nation’s largest marketers of auto service contracts pleaded guilty to federal charges.

Darain Atkinson, 47, pleaded guilty to conspiracy to commit mail and wire fraud, and filing false tax returns. Sentencing is July 12.

The federal charges against Atkinson and his brother Cory Atkinson were announced April 26, the same day Darain Atkinson pleaded guilty

UCN_28.indd 1

to state theft and fraud charges.

Sentencing on the state charges is July 16.

Darain and Cory Atkinson were co-founders of US Fidelis, which collapsed in 2009 amid allegations of consumer fraud.

The company filed for bankruptcy in March 2010.

Cory Atkinson faces the same state and federal charges as his brother. His state case is scheduled to go to trial on Sept. 4.

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USED CAR NEWS

6 >H 9A89 b 29

Kelley Offers Feature to Track Changes in Vehicle Values Kelley Blue Book debuted its allnew Follow This Car feature, allowing car sellers to be among the first to know when the value of their vehicle changes.

With the ability to track up to five cars, consumers will be notified via email when a specified vehicle’s value changes by more than 2 percent.

Updated weekly with clear expiration dates listed on kbb.com, Kelley Blue Book Values provide car buyers and sellers with marketreflective data.

To access the Follow This Car feature on kbb.com, research ‘What’s my current car worth?’ from the

kbb.com homepage, select the appropriate year, make and model, and determine its current value.

On the values page, consumers will find a link to receive alerts for change in that vehicle’s value.

To sign up, interested users enter their name and email address to begin following their own vehicle’s value.

Site visitors will receive a ‘thank you’ email with information on the selected model.

A single notification email will arrive for all models being tracked once a value moves up or down 2 percent.

Auction Chain Adds Atlanta Sale, Maintains Management America’s Auto Auction Inc. recently added another sale.

The Atlanta-Redtop auction, located in Cartersville, Ga., was part of Auction Broadcasting Co. “The facility is ideally situated to serve the Atlanta market, and we are looking forward to serving newand used-car dealers, as well as many commercial accounts in that region,� said America’s Auto Auction president Ben Lange.

Auction founders Wallace and Corey Sanford will stay in place. Corey Sanford will take on more responsibilities as general manager.

“When we buy an auction, we look far beyond the physical layout and its technological capabilities,�

Lange said. “It is important to us that the auction has a strong team in place, and we know that the Sanfords and their staff will continue to impact the region as the newest member of the America’s Auto Auction.�

ABC CEO Mike Hockett reflected on his company’s partnership with the Sanfords since 2003. “Wallace and I have enjoyed a wonderful partnership and friendship in Atlanta,� he said.

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30 b 6 >H 9A89

USED CAR NEWS

CarMax Keeps Growing CarMax Inc. keeps expanding its chain of superstores.

CarMax, Inc. officially opened its first auto superstore in Bakersfield, Calif., on April 19.

The store is more than 41,800-square-feet, employs more than 80 associates and stocks about 300 used vehicles of nearly every make and model.

More than 200 local dignitaries and CarMax associates attended a grand opening event at the Bakersfield location. The event included a “Road Rally” for charity featuring local television personalities competing in contests, withparallelparking and pack-the-trunk events.

CarMax donated $1,000 to each participant’s charity, and the winner’s charity received an additional $1,000.

CarMax is preparing to open its store in Ft. Myers, Fla., soon.

The company is currently hiring for approximately 80 positions. The new 45,800-square-foot store is scheduled to open on June 23.

CarMax has 10 other Florida locations.

At least one new CarMax store may offer a glimpse into the future of dealership design.

The company’s new store in Chattanooga is the first that will be LEED

certified. Leadership in Energy and Environmental Design (LEED) provides independent, third-party verification that a building, home or community was designed and built with requirements that include sustainable site development, water savings, energy efficiency, materials selection and indoor environmental quality.

This store is also the company’s first in Chattanooga.

Meanwhile, the company’s charitable arm, the CarMax Foundation, granted more than $2.4 million to nonprofits in the fiscal year that ended on Feb. 29, the largest annual donation since its inception in 2003.

The CarMax Foundation’s funding programs assist causes that are important to the company’s 16,000 associates across the country. Nearly $700,000 in grants supported associate team volunteer projects and board service.

The CarMax Foundation matches associate volunteer hours and personal financial donations dollar for dollar.

A record-breaking 355 CarMax teams volunteered over the past year with local nonprofits in projects that included reading to children, serving meals to the homeless, helping out with summer

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CarMax teams also participated in more than sixty charity walks as part of the foundation’s new Wellness initiative.

Grants that focus on education,

youth leadership and wellness totaled more than $1.45 million, and $250,000 was given through a program that supports cultural enrichment organizations across the U.S., such as museums, zoos, and libraries.

Each grant is given at the recommendation of local associates.

The CarMax Foundation reached a $10 million milestone in giving in the fall of 2011, and now exceeds $12 million in grants since inception.

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4/30/12 12:53 PM

32 b 6 >H 9A89

USED CAR NEWS

Staff Get Stores in Trouble by Faking Exams, Sharing Data A pair of former dealership employees have given their past employers a bad name due to illegal acitivity.

Angel Dario Rodriguez Nunez, of Durham, N.C., pled guilty to conspiring to violate the Clean Air Act by faking auto emissions tests.

Nunez worked at Express Auto Sales and Services and Car Care Express Auto Sales and Services, both in Durham, as a licensed North Carolina emissions inspector. The U.S. Attorney claims that from May 2009, to July 2010, Nunez conspired with others to pass vehicles that would normally have failed the emissions inspection in exchange for $150 to $225 per car.

Nunez and his co-conspirators would enter the vehicle identification number either manually or by scanning.

A surrogate vehicle, usually one manufactured between 1996 and 1999 that would not generate a vehicle identification number when connected to the analyzer, would be selected. Using the surrogate vehicle, an emissions report would be generated for the customer’s vehicle. During this period 817 vehicles passed the false inspection. Of those 817, Nunez allegedly falsely tested 353.

Investigation of this case was conducted by the United States Environmental Protection Agency, Criminal Investigation Division; North Carolina State Bureau of Investigations; and the North Carolina Department of Motor Vehicles, License and Theft Bureau.

Meanwhile, Minnesota officials say they’ve detected and stopped unauthorized access to the motor vehicle records of about 3,700 people in Minnesota.

The Minnesota Department of Public Safety says a preliminary investigation by its Driver and Vehicle Services division doesn’t show the data was used for criminal purposes. The agency is sending letters to the individuals affected by the unauthorized access.

DPS says an audit found that a car dealer employee who’s authorized to view the data in order to process auto sales passed the system login information to a friend. That friend works at a vehicle repossession company. That person viewed the records or allowed others to see the information.

Unauthorized access of driver and vehicle data is a violation of state and federal law.

(The Associated Press contributed to this story.)

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4/30/12 1:53 PM

USED CAR NEWS

6 >H 9A89 b 33

RETAIL MARKETS ILLINOIS

Gordon Tormohlen, Tormohlen’s Good People Automotive, Freeport, Ill.: “We’ve been in this operation in Freeport since 2003.

But we’ve been in business since 1940. It was started by my father, Paul Tormohlen.

“We also just opened another location two months ago in Monroe, Wis. It’s the same type of operation.

There’s a sales office, but it doesn’t have service like we offer in Freeport.

“Right now, our inventory is about 80 units (for the Freeport store). Last year, we had about 55 or 60 units. “(The reason we have more) is that I knew we were going to buy a second location, so I started buying deep last October. So the extras units are all up at the second location.

“We’re selling about 14 to 15 per month in Freeport.

The Monroe operation is just getting rolling.

“The sales are up a bit compared to this time last year. I attribute that to just the general, overall marketplace. It’s just more positive.

“There is some delayedneed purchasing going on.

By that I mean, a lot of folks may have held off buying last year because they were a little tentative about the economy. Now, it seems they believe this year they don’t have a choice. They have to buy something.

“It’s interesting. The state of Illinois is having a lot more issues than the surrounding states. The mentality is still – kind of like the federal government – they want to spend. For example, in the state of Illinois, the state upped the cost of a dealer’s license by $500 to create a dealer recovery fund for cases where a dealership has gone bankrupt and has failed to pay off their cars.

“So my one-year license in the state of Illinois cost me a little over $1,900. In Wisconsin, 30 miles north, I got a two-year license for less than $500.

“We’re primarily a buyhere, pay-here dealership.

“Our average model year is 2003, and the average mileage is about 110,000 or 120,000 miles on it. I would

Compiled by Jeffrey Bellant say that’s about the same as this time last year. However, we have been buying some higher mileage cars and doing OK with them. You just have to spend more on reconditioning.

“On average, I’d say we’re spending pretty near $1,000 per car. It seems every single car needs ball joints or some other type of major repair that’s been put off.

“I carry about 85 to 90 percent domestic.

“Probably 40 percent of our stock is trucks and SUVs, with 60 percent being cars. Last year, it was closer to 50/50. But because of the gas mileage issue, we’re getting more demand for cars this year.

“I really do very little advertising. But our repeat and referral business is about 80 percent.

“We have a seven-bay service department with three technicians, but we’re looking for another tech.

“Our average retail price on our vehicles is about $8,000. We have consciously lowered the prices., I found we had some good grosses last year, but it was

affecting our volume. So we’ve actually lowered our prices about $800 a unit.

“Our note lengths are at two years or less and our average down payment is around $800 to $900.

“We recently sold a 2001 Dodge Avenger LUX, with 11,000 miles. It sold for $24,000. The next one out the door was an 185,000mile Intrepid ES for $2,950.

It was a 1995 model.”

MASSACHUSETTS

Ron Gray, president, Keystone Automotive, Holliston, Mass.: “We have one location. We have been in business for 21 years.

“Our business does retail and wholesale.

“I keep about 40 retail vehicles on the lot.

“It’s hard to say how it compares to this time last year. I haven’t done the numbers recently.

“Certainly, every month of every year has different challenges.

“We’re certainly holding our own with sales. We’re doing above average, about 15 a month.

“We’re feeling OK compared to last year.

“About a third of our monthly totals are wholesale (between five and seven units).

“Our average retail prices have dropped. I still carry some $25,000 cars here.

“But we generally try to sell cars under $12,000.

“Trucks are way down in price. Small SUVs are up.

We try to carry a selection of sedans and SUVs. “We’re carrying more domestic, higher-mileage cars because they are (more easily) fundable by different financial programs.

“We don’t do service here.

“Recon costs vary between $100 and $250.

“Most of our advertising is done on the Internet.

We have a website. We also do the conventional (thirdparty) sites, use Google words and other (tools). We also use Craigslist.

“All you have to do is make the phone ring and get email responses.

“We recently sold a 2006 Volkswagen Jetta. It had 50,000 miles. That car sold for $12,500.”

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UCN_33.indd 1

4/30/12 4:54 PM

34 b 6 >H 9A89

USED CAR NEWS

WHOLESALE MARKETS KANSAS

Doug Doll, owner/general manager, KCI Auto Auction, Kansas, Mo.: “We opened this facility in July 2008.

“We have six lanes. We’re running five lanes three times a month and we’re running all six lanes during the week of our factory sale.

“During our non-factory sale days, we’re running between 600 and 700 units.

During our factory sale days, we’re running between 800 and 900.

“We’re up in volume, probably 5 percent, from this time last year.

“Our dealer business has been very strong this year.

Our dealer sales department is strong, too. That business is up 75 percent from this time last year.

“With sales percentages, we’ve been at 60 percent for the year, though a recent sale was just above 50.

“On average, we’ll get between 400 and 500 dealers in the lanes. That’s up from this time last year. We’ve actually already had two promotional sales that have helped.

“Most of our bidders come

from Missouri, Kansas, Nebraska, Oklahoma and Iowa.

We also get a lot of Arkansas dealers here, too.

“Dealers are positive.

They see customers coming in and getting financing.

“We’re heavy on dealer cars – probably 80 percent dealer cars and 20 percent fleet-lease on a non-factory sale week.

“On the fleet-lease side, we get a lot of repos and we’re one of the top sales for Westlake Financial Service.

We also have Enterprise, Avis and (other consignors).

“On the factory side, Kia had started off running 200 units and has dropped that to 100 per month. In March, we were heavy with Sedonas. But they also have been running the Optimas, Sportages and Fortes.

“We also hold an in-op sale at 8:45 a.m., just before our weekly sale. The volumes are light, maybe 15 to 20 per week.

“We also hold a monthly equipment sale. We sell for (consignors like) the local contractors, the power companies and the coal companies. We’ll sell their big boom trucks, digger der-

Compiled by Jeffrey Bellant

ricks, backhoes and trenchers.

“We also were awarded a GSA contract this year.

We’re hoping to have one (this summer). That will be another shot in the arm for us.

“Our average price is around $7,500. That’s up from last year.”

VIRGINIA

Mike Hockett, president/general manager, Tidewater Auto Auction, Virginia Beach, Va.: “The auction has been here 45 years. We have eight lanes and we’re running all eight.

“We’re running between 1,000 and 1,200 vehicles per week.

“As far as sales percentages, we’ve been in the low 60s. Though we just dropped into the low 50s since the tax money has started to go away.

“It is hard to get cars, in general. But we’re in a different kind of market. We run a lot of the buy-here, pay-here material. Also, our average sale price is about $5,000. “(It seems like) we’re the

buy-here, pay-here capital of the world since there are a lot of dealer-finance cars here.

“Of the 1,000 to 1,200 cars we’re running, you’ll find a lot of these have more than 100,000 miles.

“Even though everyone’s looking for cars with less than 100,000 miles, those are the rare birds. With those vehicles, you can throw away the book, because they’re selling past ‘clean book.’

“For the most part, our cars are dealer consignment.

“Our repo lines run about 300 units a week. Those volumes are up.

“We’re heavy into new-car trades.

“We’ll draw between 600 and 800 dealers in the lanes.

That’s about the same as last year.

“Outside of Virginia, I’ve got dealers coming from Florida, New York, eastern Tennessee, a lot from North Carolina and Baltimore.

“The sellers aren’t happy with the prices right now, because the prices are starting to come down. Sellers find they have to adjust

their thinking. Buyers are dogmatic about holding the line about (the price) they’ll pay.

“In terms of what’s selling – believe it or not – two-wheel-drive trucks are huge. Even high-mile pickup trucks are bringing clean book. Normally, four-wheel drives would be higher. But with the gas prices, business people must be thinking, ‘you know, we’re in Virginia Beach, we don’t need fourwheel drive.’

“The Japanese units like Hondas and Toyotas are really strong.

“In addition to fourwheel-drive trucks, the diesels are also not doing well.

I think that also has to do with the gas mileage.

“We run a weekly public sale. It’s doing really well.

We’re running better than 300 units a week.

“Last year, it was only about 100 to 150. We promoted it really hard during tax season. Even though tax season is over, that sale is still thriving.

“Even though there are both dealers and public bidders, we’re seeing 90 to 95 (purchases by) the public.”

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4/30/12 4:35 PM

USED CAR NEWS

6 >H 9A89 b 35

TRUE COST OF INCENTIVES (TCI) TMV does not include options

TCI Avg Equipped New TMV Model Years Old 1 2 TCI Avg Equipped New TMV Model Years Old 1 2 TCI Avg Equipped New TMV Model Years Old 1 2 TCI Avg Equipped New TMV Model Years Old 1 2 TCI Avg Equipped New TMV Model Years Old 1 2 TCI Avg Equipped New TMV Model Years Old 1 2 TCI Avg Equipped New TMV Model Years Old 1 2

UCN_35.indd 1

March-11

March-12

Compact Car $1,792 $1,145 $19,595 $20,858 Avg Trade-in TMV* Avg Trade-in TMV $12,588 $13,639 $10,973 $11,650 Midsize SUV $1,923 $1,345 $33,312 $34,550 Avg Trade-in TMV* Avg Trade-in TMV $23,282 $26,598 $19,268 $20,774 Large Car $4,487 $4,146 $28,804 $31,507 Avg Trade-in TMV* Avg Trade-in TMV $16,136 $17,314 $13,290 $16,040 Luxury Car $3,745 $3,421 $54,646 $56,760 Avg Trade-in TMV* Avg Trade-in TMV $32,126 $37,326 $29,195 $32,690 Compact Truck $2,273 $2,145 $24,175 $25,427 Avg Trade-in TMV* Avg Trade-in TMV $18,990 $19,878 $16,085 $17,084 Large Truck $3,735 $3,946 $35,775 $38,893 Avg Trade-in TMV* Avg Trade-in TMV $24,918 $25,982 $20,355 $22,396 Compact Crossover SUV $1,996 $1,655 $24,667 $25,648 Avg Trade-in TMV* Avg Trade-in TMV $17,718 $17,979 $15,003 $16,012

% Change ‘11-’12

TMV does not include options

-36.10% 6.45% % Change ‘11-’12 8.35% 6.17%

TCI Avg Equipped New TMV Model Years Old 1 2

-30.06% 3.72% % Change ‘11-’12 14.24% 7.82%

TCI Avg Equipped New TMV Model Years Old 1 2

-7.60% 9.38% % Change ‘11-’12 7.30% 20.69%

TCI Avg Equipped New TMV Model Years Old 1 2

-8.65% 3.87% % Change ‘11-’12 16.19% 11.97%

TCI Avg Equipped New TMV Model Years Old 1 2

-5.63% 5.18% % Change ‘11-’12 4.68% 6.21%

TCI Avg Equipped New TMV Model Years Old 1 2

5.65% 8.72% % Change ‘11-’12 4.27% 10.03%

TCI Avg Equipped New TMV Model Years Old 1 2

-17.08% 3.98% % Change ‘11-’12 1.47% 6.73%

March-11 Minivan

March-12

$2,186 $2,195 $30,525 $30,940 Avg Trade-in TMV* Avg Trade-in TMV $18,257 $20,314 $15,580 $16,325 Large SUV $3,453 $2,873 $46,833 $47,340 Avg Trade-in TMV* Avg Trade-in TMV $34,733 $34,378 $25,146 $28,931 Midsize Car $2,451 $2,217 $24,045 $25,039 Avg Trade-in TMV* Avg Trade-in TMV $15,701 $16,658 $13,953 $14,240 Sport Car $2,530 $2,693 $55,021 $58,942 Avg Trade-in TMV* Avg Trade-in TMV $43,697 $45,168 $35,746 $34,186 Luxury SUV $1,979 $1,552 $56,126 $60,683 Avg Trade-in TMV* Avg Trade-in TMV $42,453 $46,014 $39,214 $38,541 Subcompact Car $955 $446 $17,891 $18,717 Avg Trade-in TMV* Avg Trade-in TMV $11,438 $12,518 $9,204 $10,249

% Change ‘11-’12 0.41% 1.36% % Change ‘11-’12 11.27% 4.78% -16.80% 1.08% % Change ‘11-’12 -1.02% 15.05% -9.55% 4.13% % Change ‘11-’12 6.10% 2.06% 6.44% 7.13% % Change ‘11-’12 3.37% -4.36% -21.58% 8.12% % Change ‘11-’12 8.39% -1.72% -53.30% 4.62% % Change ‘11-’12 9.44% 11.35%

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.

4/30/12 10:37 AM

36 b 6 >H 9A89

USED CAR NEWS

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Westlake Honors Top Sales Westlake Financial Services has named its top auctions for the first quarter.

They are: Top Overall Auction, ADESA Los Angeles: Second Place Overall Auction, Kansas City Independent Auto Auction: Third Place Overall Auction, Norwalk Auto Auction (California); and Top Service Auction, ABC Birmingham (Alabama) Bill Walters, vice president of remarketing, says that ADESA Los Angeles has been steadily improving their performance over the past two years. The auction has built a good reputation for service on both the buyer and seller side.

Walters went on to say that both Kansas City Independent and Norwalk Auto Auction continue to do well in the rankings due to consistently strong sale performance and high service scores. They are usually highly competitive in the rankings from quarter to quarter.

Walters said ABC Birmingham also scores high in the handling of Westlake’s certification program.

We invite news items and top-quality photos from our readers to be considered for “Around the Block.” 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: jeff@usedcarnews.com

4/30/12 4:08 PM

USED CAR NEWS

6 >H 9A89 b 37

Disconnected Jottings From Tony Moorby...

It would seem that, like common sense, common courtesy is not so common. There is a multitude of examples; simply hold-

were we not to have observed these decencies.

Here in Nashville we have high-occupancy vehicle (HOV) lanes on all three in-

Tony Moorby Ć€É&#x; Ć€É&#x; É&#x; Ć€É&#x; É&#x; É&#x; Ć€É&#x; Ć€É&#x;

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ing a door open for another to pass unhindered, seems to be not only a thing of the past but an act that elicits some surprise from the beneficiary. Similarly, standing when a lady leaves a table or returns inevitably arouses comments of “Oh! That’s so English.� It’s nothing of the sort. The real etiquette demands that any male should stand when a lady of any age or another, older male leaves and returns. In the old days it applied to entering or leaving a room, not just table manners. We would have been severely castigated, as kids,

terstates that serve the city.

The outside or left lane is reserved at certain times of day for those folks who make the rush-hour journey with two or more people aboard the car.

In theory, it’s supposed to reduce the amount of traffic, wear on the roads, use of fuel or other societal benefits.

The rules and warnings are posted at regular intervals along the roads so there’s no excuse for not understanding what’s going on. Only a moron or someone who just landed from Mars wouldn’t get it. And that’s the point.

One might assume that some ego-driven BMW 7-series driver hunched over the steering wheel with elbows out like Mr. Toad, mentally pushing everyone out of the way would be the culprit who ignores the rules. Wrong!

While I was being Mr. Goody-two-shoes the other morning (fortunately for me, these days, I’m not part of this quotidian parade) on my way to an early appointment at the hospital, I was horrified by the ineffectiveness of the system. Of every 10 cars that overtook me as I crawled patiently, nine had only one occupant. One young lady in a Honda Civic was even applying make-up at 70 miles an hour, whilst metaphorically flipping the bird to the rest of the motorists who observed, not only the HOV lane requirements, but the rules of the road in their entirety.

I’ve seen, in other parts of the country, signs entreating fellow commuters to report offenders – you know – Call 1-800 HOV LANE and snitch by detailing someone’s tag number to a robotic voice at the other end. While I find

C R O S S WO R D

that to be mildly offensive, it seems to work as single occupancy in the HOV lane was non-existent in D.C. or Los Angeles.

I’ve heard of many a tactic to give the appearance of more than one person in a car; a marble bust of a Roman emperor atop a cardboard box was one of the more creative.

A ‘blow-up’ doll was another accompanist. Can you imagine the embarrassment at being pulled over with that one?

But here in Nashville, one doesn’t have to stoop to such illusionary performances. One just uses the HOV lane like any other with no regard to rule or regulation. I haven’t seen a cop in any evidence to cull the recalcitrant motorists. If one were to appear it would create a rubber-necking back-up for miles and thus disqualify the whole exercise of speeding up the commute.

On the other hand, if everyone observed the sense

behind the rule and became polite enough to allow its exercise we’d all be better off.

It may be something ‘Southern’ we’re dealing with here. A general lackadaisical approach to motoring is a common observation in the Southern states. Driving in New Jersey is an exercise not to be taken lightly and requires a high degree of concentration, but the disciplines of the road are obeyed by the many rather than the few.

Even more so in New York City, as any wandering of concentration will be rewarded with attention-getting shouts in as many languages as there are cars, honking of horns no longer being allowed. There!

It can be done and New York is now a tolerable place to walk and hold a conversation at the same time.

Gaining a car length at the cost of another only creates stress and high blood pressure. Politeness comes as its own reward.

To see past columns fromTony Moorby, log on to www.usedcarnews.com/ columnists/tony-moorby

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