Page 1


M RE 10 TURNS PER YEAR

CUSTOMIZED OPTIONS TO HELP ME BECOME A MASTER OF TURN TIME*

CHRIS HAUS | HAUS AUTO GROUP | CANFIELD, OH


LETTER FROM THE PUBLISHER

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

• • • • • •

Tom Kontos, chief economist, ADESA Inc.; Cox Automotive Media Solutions; Tom Webb, chief economist, Cox Automotive; Experian Automotive; J.D. Power; and Ken Shilson, founder, National Alliance of Buy-Here, Pay-Here Dealers

2017 DATA SOURCE BOOK

The staff of Used Car News would like to thank:

for their help in providing data, charts and input for the 2017 Data Source Book. Their contributions to this, our 20th annual edition, were vital to its success. We hope you ind the information regarding the used car industry helpful in making prudent, thoughtful and lucrative business decisions.

Charles M. Thomas Founder (1947-2002)

Lynda R. Thomas, Publisher

-- Lynda R. Thomas Publisher TABLE OF CONTENTS

Colleen Fitzgerald, General Manager

Editorial: Ted Craig, Managing Editor Jeffrey Bellant, Staff Writer

Contributing Writers: Ed Fitzgerald, Jenny King,

Wholesale ......................................................................................... 4

Finance ........................................................................................... 25

Columnist: Tony Moorby

Buy-Here, Pay-Here ....................................................................... 31 Advertising: Shannon Colby, Marie Hingst Circulation: Helen Thomas

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

To view the online version of the Used Car News Data Source Book, go to usedcarnews.com

USED CAR NEWS

Production: Tom Savage, Production Manager Cee Lippens, Web Master

Directories ...................................................................................... 33

3


TOTAL WHOLESALE SUPPLY: OFF-RENTAL 2.3 2.1 1.9

Source: Manheim Consulting

1.7

IN MILLIONS

2017 DATA SOURCE BOOK

WHOLESALE DATA

1.5 1.3 1.1 0.9 0.7 0.5 1998

2000

2002

2004

2006

2008

2010

2012

2014

2016

2018 e

AVERAGE MILEAGE: COMMERCIAL FLEET UNITS SOLD AT AUCTION Midsize Cars

Fullsize Pickups

130,000 120,000

100,000 90,000 80,000 70,000 60,000 50,000 2002

2004

2006

2008

2010

2012

2014

2016

Source: Manheim Consulting

110,000

AVERAGE AUCTION PRICE: MIDSIZE FLEET CARS 2013

2014

2015

2016

12,000 11,500

10,500 10,000 9,500 9,000 8,500 8,000 Jan

4

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

Source: Manheim Consulting

USED CAR NEWS

11,000


WHOLESALE DATA (MIX- AND MILEAGE-ADJUSTED) 2013

2014

2015

2016

$17,500

$16,500 $16,000 $15,500 $15,000 $14,500 $14,000 $13,500 1

2

3

4

5

6

7

8

9

10

11

12

Source: Manheim Consulting

$17,000

2017 DATA SOURCE BOOK

AVERAGE AUCTION PRICE-RENTAL RISK UNITS:

AVERAGE MILEAGE RENTAL RISK UNITS SOLD AT AUCTION: OFF-RENTAL 55,000

45,000

40,000

35,000

30,000

25,000

20,000 Jan-03

Jan-05

Jan-07

Jan-09

Jan-11

Jan-13

Jan-15

Jan-17

Source: Manheim Consulting

50,000

Jan-10

Jan-11

Jan-12

Jan-13

Jan-14

Jan-15

Jan-16

Jan-17

USED CAR NEWS

Source: BEA and Manheim Consulting

RENTAL RISK AUCTION PRICE VS. NEW VEHICLE SALE PRICE (BUSINESS) ONE YEAR PRIOR

5


AVERAGE AUCTION PRICE DEALER CONSIGNED VEHICLES 2013

2014

2015

2016

$11,500

$11,000

Source: Manheim Consulting

2017 DATA SOURCE BOOK

WHOLESALE DATA

$10,500

$10,000

$9,500

$9,000

$8,500 1

2

3

4

5

6

7

8

9

10

11

12

AVERAGE MILEAGE DEALER CONSIGNED VEHICLES 110,000

100,000

95,000

90,000

85,000

80,000 Jan-08

Jan-09

Jan-10

Jan-11

Jan-12

Jan-13

Jan-14

Jan-15

Jan-16

Jan-

Source: Manheim Consulting

105,000

NUMBER OF REPOSSESSIONS 2.1 1.9

1.5 1.3 1.1 0.9 0.7 0.5

6

Source: Manheim Consulting

MILLIONS

USED CAR NEWS

1.7


WHOLESALE DATA Factor

Impact

130 122.5

Credit'

122.6

124.0

123.6

119.8

118.5

120

112.8

Driving Demand

107.7

110 104.7

Gas Prices

100

96.9 93.0

Home Prices 90

Incenives Labor Condiions

2017 DATA SOURCE BOOK

USED VEHICLE PRICE FORECAST

80

70

Used Vehicle Supply 60

Vehicles up to 8 years age

2007

2008

2009

2010

2011

2012

2013

2014

2015

2016

2017F

Source: J.D. Power and Associates

USED CAR NEWS 7


OFF-LEASE VOLUMES – FURTHER GROWTH AHEAD new lease originations

off-lease volumes

4.5 4.0 3.5

Source: Manheim Consulting

MILLIONS OF UNITS

2017 DATA SOURCE BOOK

WHOLESALE DATA

3.0 2.5 2.0 1.5 1.0

SEGMENT SUPPLY DOMINATED BY CARS Non-Lease

Uility

Pickup

Van

-1%

+2%

+12%

0.6

0.6

0.6

4.8

0.1

0.1

0.1

0.5

0.5

0.5

2015

2016

2017

+10% +10%

+1%

+12%

6.9

6.8

1.7

6.1

1.5 1.8

1.8

1.8

+18%

0.2

0.1

4.2

0.1

1.4

1.3

3.6 1.1 0.8 1.5

1.4

5.1

5.0

4.7

1.6 3.2

2.8

2015

2016

2015

2017

2016

2017

3.4

2015

2016

2017

Source: J.D. Power and Associates

Car

Lease

Vehicles up to 5 years in age, millions

FLEET SALES BY MANUFACTURERS: MILLIONS OF UNITS 3.5 3.1

3.0 2.8

2.6

2.6

2.5

2.5

2.5

2.5

2.4

USED CAR NEWS

2.1

1.7

1.7

2.3 2.1

2.1

2.1

1.9

2.0

2.4

1.9

1.8

1.8

1.7 1.5

1.5

1.4

1.5

1.6

1.6

1.4

1.1

1.0

0.9

1.0 0.8

0.8

1.0

1.0 0.9

0.8

0.6

0.7

0.7

0.8

0.8

0.9

0.9

0.5

0.0 2001

8

2002

2003

2004

2005

2006

2007

2008

Commercial Fleet

2009 Rental

2010 Total

2011

2012

2013

2014

2015

(Commercial Fleet figures include government units.)

Source: ADESA Analytical Services

2.9

3.0


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2017 DATA SOURCE BOOK

WHOLESALE DATA USED VEHICLE SUPPLY ESTIMATES 16.0 14.8 14.2

14.0

14.0 13.5

1.8

13.2 12.7

2.0

13.0

2.2

12.0

11.1

2.4

3.4

11.0

10.5

10.5

1.3

1.7

2.2

Rental/Commercial

2.7

2.9

2.8

8.0 9.6

8.9

6.0

8.2

7.6

7.0

5.0

3.0

+5%

2.7

2.7

7.0

+9%

2.3

3.1

9.0

3.4 3.1

1.9

3.4 10.0

Off-Lease

11.8

11.7

2.7

2.6

6.5

6.3

6.8

7.3

6.2

2012

2013

2014

2015

2016

7.6

Retail Purchase

+5%

4.0 2007

2008

2009

2010

2011

Retail Purchase

2017

Off-Lease

Rental/Commercial

SourcE: J.D. Power

15.0

PERCENT CHANGE IN WHOLESALE PRICES FOR SELECTIVE MARKET SEGMENTS 2 years

3 years

4 years

Source: Manheim Consulting

1 year

20%

10%

0% -10% -20% Industry

Compact cars

Midsize cars

Luxury cars

Pickups

-13 SUV/CUV Jan-15

Vans Jan-17

PERCENT DISTRIBUTION OF AUCTION SALES BY MODEL YEAR 2010

2011

2012

2013

2014

2015

2016

20%

10%

0%

10

Current or newer

1 MY prior

2 MY prior

3 MY prior

4 MY prior

5 MY prior

6 MY prior

7 or more MY prior

Source: Manheim Consulting

USED CAR NEWS

40%


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2017 DATA SOURCE BOOK

WHOLESALE DATA MANHEIM USED VEHICLE VALUE INDEX

USED CAR NEWS

Source: Manheim Consulting

12


Search simpliied. Find cars on ADESA.com

All Makes

All Models

Auction Channel

Year

Distance

ZIP Code

SEARCH

Log in. See for yourself.

© 2017 ADESA, INC.

To Year


2017 DATA SOURCE BOOK

WHOLESALE DATA 2016 USED VEHICLE PRICE RECAP 130 122.5

122.6

124.0

123.6

119.8

118.5

120

110

107.7

107.6 103.8

103.5 99.5

105.3

104.7

97.8

100

96.9

94.6

93.0

90

80

70

60 2000

2001

2002

Vehicles up to 8 years in age

2003

2004

2005

2006

2007

2008

2009

2010

2011

2012

2013

2014

2015

2016

Source: J.D. Power and Associates

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USED CAR NEWS

Join an auction today at Copart.com/UsedCarNews

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DAN REEL Owner, Reel’s Auto Sales

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The only finance company you can’t afford to live without. Learn more

800.873.0512 CreditAcceptance.com


2017 DATA SOURCE BOOK

WHOLESALE DATA LUXURY SUVS OUTSELL LUXURY CARS 8% 8% 7%

Market Share

7%

6% 6% 5% 5% 4% 4% 3% 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 YTD

016 YTD

Luxury Cars

Luxury SUV's

50%

45%

AASC Autoims Market Share

40%

35%

30%

USED CAR NEWS

25%

20%

15% 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 YTD Non-Luxury Cars

16

Non-Luxury SUV's

Source: Cox Automotive


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AVG. DAYS IN INVENTORY(RETAIL TRANSACTIONS) 85 Avg. Days in Inventory, Retail Transactions

2017 DATA SOURCE BOOK

WHOLESALE DATA

80

75

70

65 2014 2015

60

2016 55

50

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

USED CAR NEWS

Source: Cox Automotive

18


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2017 DATA SOURCE BOOK

WHOLESALE DATA NEW-VEHICLES SALES (DAILY SELLING RATE) 70,000 17.5 M 17.4 M 16.5 M

65,000

60,000 55,000 50,000 45,000 40,000 35,000

2014

2015

2016

30,000 Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

Source: Cox Automotive

IN DEALERSHIP WE TRUST

USED CAR NEWS

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WHOLESALE DATA Mainstream Segments

Luxury Segments

-1%

-1% -3%

-3%

-2%

-1% -2%

-4&

-3%

-3%

-4%

-4%

-5%

-5%

-6%

-6%

2017 DATA SOURCE BOOK

DEPRECIATION ACCELERATED ACROSS THE BOARD

2016CY Depreciaion SubCompact Compact Mid-Size Compact Mid-Size Large Mid-Size Large Pickup Car Uility Car Car Pickup Uility Car -26%

-16%

-10%

-21%

-15%

-19%

-19%

-8%

Large Mid-Size Uility Van -10%

-15%

Luxury Compact Uility -19%

Luxury MidSize Uility -18%

Luxury MidLuxury Size Car Compact Car -20% -19%

Luxury Large Luxury Large Uility Car -17% -20%

Industry depreciaton averaged 16% in the decade leading up to the last recession

Vehicles up to 8 years"in age

Source: J.D. Power and Associates

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NADA SUBSCRIPTIONS

WARRANTIES

PENNANTS & BALLOONS WINDSHIELD STICKERS

www.HelpingDealers.com 800-879-3433

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USED CAR NEWS

LICENSE PLATE ACCESSORIES

21


2017 DATA SOURCE BOOK

WHOLESALE DATA NEW VEHICLE SALES ARE LEVELING OFF Retail

Annual Avg.

Fleet

18.0

17.45

17.54

17.56

17.59

17.51

17.51

3.20

3.41

3.42

3.43

3.43

3.44

14.25

14.13

14,14

14.16

14.09

14.08

2015

2016

2017F

2018F 2019F 2020F Source: J.D. Power and Associates

16.49 16.0

15.57 2.93

14.0

2.73

12.0

12.84

13.56

10.0

8.0 2013

2014

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USED CAR NEWS

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WHOLESALE DATA Sales Volume ‘16 vs ‘15 Variance 2016

RENTAL

2015 UNITS

&

FLEX YOUR PRE-LANE BUYING POWER. CHECK OUT FRESH INVENTORY AT BMWGROUPDIRECT.COM.

1,815,767 1,748,909 66,858 3.8%

COMMERCIAL 673,689 656,210 17,479 2.7%

2017 DATA SOURCE BOOK

DECEMBER YTD SALES VOLUME

GOVERNMENT 279,740 241,713 38,027 15.7% TOTAL

2,769,196 2,646,832 122,364 4.6% Source: ADESA Analytical Services.

WHOLESALE USED VEHICLE PRICE TRENDS – YTD THROUGH DECEMBER – Average Prices ($/Unit) '16 vs. '15 Incr/(Decr) 2016 2015 Amount Percent $10,617

$10,327

$290

2.8%

Total Cars Compact Car Midsize Car Fullsize Car Luxury Car Sporty Car

$8,705 $6,631 $7,768 $7,643 $13,370 $13,621

$8,959 $6,957 $7,841 $7,977 $13,684 $13,384

($254) ($326) ($73) ($334) ($314) $237

-2.8% -4.7% -0.9% -4.2% -2.3% 1.8%

Total Trucks Mini Van Fullsize Van Compact SUV/CUV Midsize SUV/CUV Fullsize SUV/CUV Luxury SUV/CUV Compact Pickup Fullsize Pickup

$12,567 $8,075 $12,822 $10,696 $11,272 $13,335 $18,538 $8,635 $15,689

$11,827 $7,750 $12,620 $10,553 $10,316 $12,022 $18,330 $7,983 $14,547

$741 $325 $202 $143 $957 $1,313 $208 $653 $1,142

6.3% 4.2% 1.6% 1.4% 9.3% 10.9% 1.1% 8.2% 7.9%

Source: ADESA Analytical Services. Source: ADESA Analytical Services.

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USED CAR NEWS

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23


2017 DATA SOURCE BOOK

WHOLESALE DATA

Incentive Spend / ATP

10.5% 10.0%

9.8%

9.7%

9.7%

9.4%

9.5% 9.0%

9.0%

8.9%

8.9%

8.8% 8.5%

8.5% 8.0%

8.0%

8.0%

7.9%

7.5% 7.0% 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 YTD Source: Motor Intelligence; Kelley Blue Book

Source: Motor Intelligence; Kelly Blue Book

INCENTIVE SPEND/ATP 11.0%

AVERAGE NEW CAR TRANSACTION PRICE $35,000

$34,000

Source: Cox Automotive

Average New-Car Transaction Price

$36,000

$33,000

$32,000

$31,000 2014

2015

2016

$30,000

Jan

Feb

Mar

Apr

May

Jun

Jul

Aug

Sep

Oct

Nov

Dec

INCENTIVES PASSING ALL-TIME HIGHS Incenive Spending/Unit

Incenives % of MSRP

$4,001

11.7% $3,752

Jul-16

Jan-16

Jul-15

Jan-15

Jul-14

Jan-14

Jul-13

Jan-13

Jul--12

Jan-12

Jul-11

Jan-11

Jul -10

Jan-10

Jul-09

Jul-08

Jan-09

24

Jan-08

USED CAR NEWS

10.6%

Source: J.D. Power and Associates

2016 CY


Nonprime

All Used

Franchise used

$27,696 $20,221 $21,190 $18,534

Subprime

$20,748 $22,052 $18,579

$31,422 $19,103 $20,958 $16,604

$28,082

Avg New

$16,430 $18,545 $14,635

$25,100 $14,633 $16,631 $13,679

Deep Subprime

$31,502

AVERAGE LOAN AMOUNT BY TIER Average loan amount by tier

Prime

Super Prime

2017 DATA SOURCE BOOK

Independent used

Source: Experian Automotive

AVERAGE LOAN AMOUNT

$16,765

$16,092

$21,225

$20,641

$19,329

Q4 2016

Avg used loan Avg Franchise Avg Independent amount used loan used loan amount amount

Source: Experian Automotive

USED CAR NEWS

Avg new loan amount

Q4 2015

$18,850

$30,621

Average loan amount $29,551

nt

FINANCE DATA

25


2017 DATA SOURCE BOOK

FINANCE DATA 30-DAY DELINQUENCY BALANCES BY STATE (LOAN REGARDLESS OF ORIGINATION PERIOD)

(loans regardless of origination period)

1.42%

HI = 1.99%

Source: Experian-Oliver Wyman Market Intelligence Reports

ONLINE | IN THE LANE 11 Lanes Every Wednesday

USED CAR NEWS

In-Lane Every Wednesday. Online Every Day.

26

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FINANCE DATA Average used credit scores 675

673

672

673

650

646

648

649

603

600

677 654

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603

614

607

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2017 DATA SOURCE BOOK

AVERAGE USED CREDIT SCORES

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Franchise Used

Independent Used • Local Point of Service in YOUR Market

Q4 2012

Q4 2013

Q4 2014

Q4 2015

Q4 2016 • Bulk Purchase Program with NO hassles

Source: Experian Automotive • Stream of Payment Advances (6-15 months)

AVERAGE NEW CREDIT SCORES 734

• Aged Pay Share Program that gives you Capital and Cash Flow!

Average new credit scores • Floorplan for select BHPH Dealers for BHPH Vehicles with NO audit fees

726

723

719 716

720 717 714 712

All New

New Lease

714

711

711

New Loan

• Backup Servicer and Custodian for Banks and Finance Companies

USED CAR NEWS

715

715 712

• Servicing for all types of Auto Receivables

Q4 2012 Q4 2013 Q4 2014 Q4 2015 Q4 2016 Source: Experian Automotive

27


2017 DATA SOURCE BOOK

FINANCE DATA PERCENTAGE OF LOANS AND LEASES 60 DPD

PERCENTAGE OF LOAN BALANCES 60 DPD

-

Source: Experian-Oliver Wyman Market Intelligence Reports

Apple and the Apple logo are trademarks of Apple Inc., registered in the U.S. and other countries. App Store is a service mark of Apple Inc. Google Play and the Google Play logo are trademarks of Google Inc.

28

NADA Used Car Guide and its logo are registered trademarks of National Automobile Dealers Association, used under license by J.D. Power and Associates.

Avg New

Subprime All Used

Prime

Super Prime

Nonprime Franchise used

Independent used

Source: Experian Automotive

13.59%

11.81% 7.37%

7.57%

8.50%

8.78% 4.74%

4.63%

Deep Subprime

2.63% 3.39% 3.35% 3.45%

pendent ate

3.60% 5.09% 4.89% 5.78%

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6.42% 9.49% 8.78% 11.26%

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10.71% 15.70% 14.19% 17.60%

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Q4 2016

Avg new rate Average Avg used rate Franchise rates by tier Independent used rate used rate 19.03% 17.62% 20.16%

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13.59%

USED CAR NEWS

KNOW AT A GLANCE

AVERAGE RATES BY TIER

DON’T TAKE A CHANCE

AVERAGE RATES

Q4 2015

11.23%

AVERAGE NEW RATE RISES Average rates


Q4 2016

72.07

AVG. NEW TERM (BY New RISK TIER) loan New lease

Sub

Q4 2015

68

67

36

New loan

36

New lease

37.16

Subprime

Nonprime

62.70 35.76

37.44

Deep Subprime

36.58

37.60

69.59

72.47

72.53

Avg new term by risk tier

72.07

72.07

verage new term AVERAGE NEW TERM

Prime

LET US LOOK UNDER THE HOOD OF YOUR PORTFOLIO!

2017 DATA SOURCE BOOK

Super Prime

Source: Experian Automotive

AVERAGE PAYMENT AverageNEW new payment Q4 2015

Q4 2016

$506 $414

$412

New loan

$504

$493

New lease

Avg new payment by risk tier

AVG. NEW PAYMENT (BY RISK TIER)

Deep Subprime

Nonprime

Prime

$411

$484

$413

$511

$419

$525

$431

$521

Subprime

New lease

a.) Identify underwriting adjustments. b.) Compute return on investment. c.) Evaluate your business model. d.) Compare with your industry peers. e.) Help you raise capital.

USED CAR NEWS

$435

New loan

$504

16

FINANCE DATA

Super Prime

Source: Experian Automotive

29


AVERAGE USED PAYMENT Average used payment

$360

$374

$337

$357

$375

$364

$364

$353 $347 Franchise used

Independent used

All used

Deep Subprime

Subprime

Franchise used

Nonprime

Prime

Independent used

Super Prime

All used

Source: Experian Automotive

$359

$336

$374

$348

$383

$378

$392

$380

$380

$375

Q4 2016 $387

Q4 2015

AVERAGE PAYMENT BY RISK Average payment by risk tier TIER $385

2017 DATA SOURCE BOOK

FINANCE DATA

AVERAGE NEW SCORE BY AVERAGE USED SCORE Average new score by loan term score by loan term LOAN TERM BYAverage LOAN used TERM 754 756 681 686

681 682 647 656

73 - 84

37 - 48

63 58 Franchise used

30

61 - 72

73 - 84

49 - 60

63

61.66

62.54

60.45

65.42

62.89

67.96

60.61

61.78

66.08

66

USED CAR NEWS

66

667 669

Q4 2016

54.29

Q4 2015

658 661

AVERAGE TERM BY RISK TIER

AVERAGE USED TERM

67.34

61 - 72

56.89

49 - 60

58.33

37 - 48

Q4 2016

59

Independent used

Source: Experian Automotive

Q4 2015

67.00

770 775 699 700

Q4 2016

All used

Deep Subprime Subprime Franchise used

Nonprime

Prime

Independent used

Super Prime All used

Source: Experian Automotive

Q4 2015 754 756

64.91

770 775


$8,000 60%

58%

60%

61%

60%

19%

2012

2013

2014

23%

22%

22%

2015

2016

Cost of Vehicles Operating Expenses Note: Percentagesareare expressed a percentage total sales. Note: Percentages expressed as aas percentage of totalofsales.

Bad Debts: 2012–2016 28% 27% 27% 26% 26% 25% 25% 24% 24% 23% 23%

27% 26% 25%

25%

24%

Source: SGC Certiied Public Accountants

$6,000

21%

$7,150

$7,000

$5,000

$6,181

$7,268 $6,315

$6,484 $6,397 $5,683

$5,294

$5,582 $4,672

$4,000 $3,000 $2,000 $1,000 $0

2012

2013

Average Vehicle Cost

2014 Average Down Payment

2015

2016

Average Cash in Deal

Average Weekly Payments Amount: 2012–2016 $90

$89

$89

$89

$88 $88

$87

$87

2012

2013

$87

$86

2012

2013

2014

2015

2016

Note: areexpressed expressed percentage of vehicle Note:Percentages Percentages are as as a percentage of vehicle sales.sales

$85

2014

2015

2016

Source: Subprime Analytics

Average Vehicle Cost, Cash Down Payments, Cash In Deal: 2012–2016

2017 DATA SOURCE BOOK

Average Vehicle Cost, Down Payments, Cash In Deal: 2012–2016

Source: SGC Certiied Public Accountants

BUY-HERE, PAY-HERE DATA

USED CAR NEWS 31


Average Original Term (Months) 44 42

42

$887 $835

$784 $714

$600

39

$500 $400

38

$300

37

$200

36

$100

35

$0

2012

2013

2014

2015

2012

2016

Average Recovery Dollars Per Charge Off: 2012-2016 $2,971 $3,000 $2,500

$910

$900 $800

40

40 38

$1,000

$700

41 39

Average Customer Down Payment: 2012–2016 43

43

Months

2017 DATA SOURCE BOOK

BUY-HERE, PAY-HERE DATA

2013

2014

$11,090

$11,000

$2,437

$10,800 $2,050

$10,689

$10,765

2013

2014

$11,015

$10,600 $1,855

$2,000

2016

Average Amount Financed: 2012–2016 $11,200

$2,659

2015

$10,400 $10,200

$1,500

$10,084

$10,000 $9,800

$1,000

$9,600 $500

$9,400 2012

$0

2015

2016

Average Amount Financed

2012

2013

2014

2015

2016

USED CAR NEWS

Source: Subprime Analytics

32


AUCTION GROUP

BUSINESS DIRECTORY This directory contains advertisements from industry suppliers, arranged alphabetically.

McConkeyAuctions.com

AUCTION GROUP

2017 DATA SOURCE BOOK

DATA SOURCE BOOK

INDEPENDENT. CONNECTED. COMMITTED.

AUCTION GROUP

Search simpliied. Find cars on ADESA.com

All Makes

All Models

Auction Channel

Year

To Year

Distance

ZIP Code

SEARCH

AUCTION GROUP

West Michigan

MI

AUCTION GROUP

I-94 Auction Harrisburg Lancaster

Chicago Detroit Toledo

Pittsburgh Virginia Beach

St Louis Bowling Green

Tulsa

Greenville Birmingham

Atlanta

21

AUCTION LOCATIONS

Atlanta, GA Austin, TX Baton Rouge, LA Bowling Green, KY Birmingham, AL Chicago, IL

Dallas, TX Detroit Toledo, OH Greenville, SC Harrisburg, PA Houston, TX

North Houston

Baton Rouge

Pensacola

Jacksonville

Houston

Interstate 94, MI Jacksonville, FL Lancaster, PA North Houston, TX Pensacola, FL

Pittsburgh, PA St Louis, MO Tulsa, OK Virginia Beach, VA West Michigan, MI

USED CAR NEWS

Dallas Austin

33


2017 DATA SOURCE BOOK

T R A N S P O R TAT I O N

ARIZONA

• Largest dealer consignment in the Southwest • 8 air conditioned lanes • Complete reconditioning facility • Highline Sale monthly • Semi annual truck sale

1500+ units every Tuesday 175+ early bird Absolute Sale at 9AM

2475 S 59th Ave. | Phoenix, AZ 85043 | 602.279.9500 | metroaa.com CALIFORNIA

DATA SOURCE BOOK

AUCTION DIRECTORY

• Title Processing • Pre- Sale Inspections • Post-Sale Inspections • Smog-Certiications

7331 Laurel Canyon Blvd. • North Hollywood, CA 91605 • 818-381-8333 • www.avdaa.com

ALABAMA

CALIFORNIA

Birmingham

USED CAR NEWS

1000+

• Detail & Recon Services • Complete Automotive Repair Shop • Locksmith On Site • Nationwide Transportation Services

This directory contains advertisements from auto auctions, arranged alphabetically by state, and then by name.

Fleet Lease | Repos | New Car Trades Consignment | Specialty | Inops

DEALER SALE Wednesday 10:00 AM CST 1800+ Vehicles

auctionbroadcasting.com.com | edgepipeline.com 1046 AE Moore Drive | Moody, AL 35004 | 205.640.4040

34

Tuesdays at-2:30pm Fridays at-9:30pm

Units Weekly! 4 Lanes


CONNECTICUT

FLORIDA

2017 DATA SOURCE BOOK

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

CLOSEST INDEPENDENT AUCTION TO NEW YORK CITY! Dealer Sale Tuesdays 10:15 A.M. Fleet Lease, Repo, Donation Vehicle Specialists ALL VEHICLES - ALL LANES ON SIMULCAST!

CENTRALAA.COM

FLORIDA

FLORIDA

FLORIDA

FLORIDA

USED CAR NEWS 35


INDIANA

ILLINOIS

KENTUCKY

2017 DATA SOURCE BOOK

GEORGIA

Fleet Lease | Repos | New Car Trades Consignment | Specialty | Inops

Fleet Lease | Repos | New Car Trades Consignment | Specialty | Inops Bowling Green

St. Louis

PUBLIC SALE Wednesday at 6:00 PM CST 200+ Vehicles

DEALER SALE Thursday 9:00 AM CST 1500+ Vehicles

DEALER SALE Friday at 9:45 AM CST 600+ Vehicles

auctionbroadcasting.com | edgepipeline.com

auctionbroadcasting.com | edgepipeline.com

721 South 45th Street | Centreville, IL 62207 | 618.332.1227

555 Bluegrass Farms Blvd. | Bowling Green, KY 42104 | 270.781.2422

ILLINOIS

LOUISIANA

Fleet Lease | Repos | New Car Trades Consignment | Specialty | Inops

USED CAR NEWS

Baton Rouge

DEALER SALE Thursday 9:00 AM CST 600+ Vehicles

abcbatonrouge.com | auctionbroadcasting.com | edgepipeline.com 3960 Blount Road | Baton Rouge, LA | 225.778.3737

36


MASSACHUSETTS

MARYLAND

MICHIGAN

MASSACHUSETTS

MISSOURI

2017 DATA SOURCE BOOK

LOUISIANA

Salvage Sale

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

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

USED CAR NEWS

Six Auction Lanes. Situated on 25 acres off of Route 395 in Oxford, Mass. Full Recon facility, cafeteria and mechanics bay with room to store up to 2500 units! Our Customer’s Come First! Our standards and practices here at Central Mass. Auto Auction are second to none. Our dedicated and skilled staff looks forward to each opportunity to assist you in your every remarketing need.

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

37


2017 DATA SOURCE BOOK

N E VA D A

NORTH CAROLINA

Every

wednesday 3,000 Vehicles

Not registered? Sign up for a FREE 30-day trial.

www.greensboroaa.com

1.800.772.9898

NEW HAMPSHIRE

NORTH CAROLINA

1-855-650-AUTO

• Every hursday At 9:30 am • Live Simulcast On AWG • Family Owned • Independent • Excellent & Personal Service • Relationship Driven • BB&T/Regional, 1st Investors, Enterprise, SRG & GSA Contract Holder

www.greenvillencautoauction.com

Here to Serve! 4330 Dickinson Avenue, Greenville, NC 27834 NEW YORK

OHIO

Fleet Lease | Repos | New Car Trades Consignment | Specialty | Inops

USED CAR NEWS

Toledo

DEALER SALE Friday 9:00 AM EST 1000+ Vehicles

auctionbroadcasting.com | edgepipeline.com 9797 Fremont Pike | Perrysburg, OH 43551 | 419.872.0872

38


P E N N S Y LVA N I A

OKLAHOMA

P E N N S Y LVA N I A

P E N N S Y LVA N I A

P E N N S Y LVA N I A

2017 DATA SOURCE BOOK

OHIO

Fleet Lease | Repos | New Car Trades Consignment | Specialty | Inops

Lancaster,Inc.

abclancaster.net | auctionbroadcasting.com | edgepipeline.com

USED CAR NEWS

DEALER SALE Wednesday 9:00 AM EST 1400+ Vehicles

1040 Commercial Ave. | East Petersburg, PA 17520 | 717.569.5220

39


SOUTH CAROLINA

P E N N S Y LVA N I A

SOUTH CAROLINA

la

nd

Bu h,

sbu

eve

rg

Cl

In the HEART of the BIG THREE!

f f alo

2017 DATA SOURCE BOOK

P E N N S Y LVA N I A

,

tt Pi

LOCATION, LOCATION, LOCATION! ‘GREAT’ Proven Fleet-Lease-Repo Market ‘GREAT’ New Car Dealer Consignment - Multi-Franchises ‘GREAT’ Buyer Support - IN, MI, OH, PA, NY & Export

*50% of US Population is within 500 Miles of Erie, PA!* Exit 16 - I-90 (just West of I-79) Fairview, PA • www.greater-erie.com L.Todd Briggs, Co-Owner/GM

814-474-3900

USED CAR NEWS

SOUTH CAROLINA

40

TENNESSEE


TEXAS

TEXAS

TEXAS

TEXAS

TEXAS

2017 DATA SOURCE BOOK

TEXAS

SALE every THURSDAY @ 10am Early bird Sale @ 9:30am

BUY & SELL ONLINE with US 956.461.9000 www.bigvalleyaa.com

USED CAR NEWS

Simulcast Auto IMS Auction Pipeline 4 Lanes Weekly Over 500 Vehicles Air Conditioned Bays Online Registration

41


TEXAS

TEXAS

VIRGINIA

2017 DATA SOURCE BOOK

TEXAS

Houston Since 1964 Auto Auction

Fleet Lease | Repos | New Car Trades Consignment | Specialty | Inops

• Sale day every Tuesday starting at 1 p.m. • Heavy Truck & Equipment • Dealer Only Auction • Damaged and Disabled • GSA Sale Monthly on Tuesdays

Virginia DEALER SALE Wednesday at 9:00 AM EST 1000+ Vehicles PUBLIC SALE Saturday at 10:00 AM EST 300+ Vehicles

USED CAR NEWS

abcvirginia.com auctionbroadcasting.com | edgepipeline.com

6767 North Freeway Houston, TX 77076 www.HoustonAutoAution.com | Ph. 713-644-5566

656 South Military HWY | Virginia Beach, VA 23464 | 757.487.3464

TEXAS

WISCONSIN

• Your TUESDAY dealer sale in Dallas Metroplex! • 8 climate controlled tiled auction lanes • In-Op sale 2nd & last TUESDAY of each month • On site detail & mechanic shop • Full service transportation

1500+ units every Tuesday at 9:00am Platinum Certified Units - Call for details

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

42


Maximize your local purchasing power. AFC offers inventory finance solutions where you need us, when you need us.

EASY ACCESS TO TITLES AT L O C A L A F C O F F I C E S

LOCAL, DIRECT LINE O F C O M M U N I C AT I O N

1 2 0 + L O C A L L O C AT I O N S ACROSS NORTH AMERICA

I N D U S T RY E X P E RT S W H O U N D E R S TA N D Y O U R LOCAL MARKET

What sets AFC apart isn’t the 24/7 access to our robust suite of online services and mobile tools, but a dedicated team located in your community. By leveraging AFC’s local branches, dealers can increase their purchasing power in the lanes, at the lot, and on the go.

Let’s talk shop. Give us a call or a click to find out how we can help increase your purchasing power.

AFCDealer.com® | 888-335-6675

© 2017 Automotive Finance Corporation. All rights reserved.


trust drives traffic.

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Put the trust and power of the Kelley Blue Book Instant Cash Offer to work for you. Consumers on KBB.com® generate over 180 million trade-in reports every year.1 Now you can drive transaction-ready customers to your showroom to redeem their Kelley Blue Book Instant Cash Offers, giving you and your customers common footing for trade-in and sell-for-cash pricing. Learn more at

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Now includes the Kelley Blue Book® Price Advisor. Designed to make pricing negotiations easier.2

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KBB.com site data, average 2014–2016. Not all features of the program are available in all territories.

2

© 2017 Kelley Blue Book Co., Inc. All rights reserved. The Kelley Blue Book logo is a trademark and Kelley Blue Book and KBB.com are registered trademarks of Kelley Blue Book Co., Inc.

2017 Data Source Book  
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