Used Car News 6/20/22

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UCN 6/20/2022

Used Car News Texas Dealer Takes Reins of NIADA Scott Allen, owner and president of Auto Land in Haltom City, Texas, is the incoming president of the National Independent Automobile Dealers Association. He is a Certified Master Dealer and was named National Quality Dealer of the Year in 2011.

IN THIS ISSUE:

• Finance • Alexis Jacobs • Compliance

Used Car News: Tell our readers a little bit about your background and how you got into the car business. Scott Allen: After graduating from college at Texas Tech University, I worked as a stockbroker and NASDAQ trader for a clearing firm from 1985 to 1990. Around the same time my father was retiring from the great stock market of the west known as the Fort Worth Stockyards. My father had an accountant who was also the bookkeeper for several buy-here, pay-here (BHPH) dealerships around town. He invited me into some of these meetings with his accountant and soon after we began setting up meetings at a local BBQ joint to pick the brains of some local totethe-note operators around town. We were intrigued by the possibilities of running our own independent dealership. With our own money on Jan. 2, 1991, we opened the doors to Auto Land, a fully in-house finance auto sales facility in Haltom City. UCN: Tell us about your current dealership and business model? Allen: Today, Auto Land is still a 100% BHPH auto dealership serving the DFW community. We cur-

Rush - Dated Material

rently employ seven people with annual sales of just over $1 million. Auto Land has sold and financed more than 10,000 vehicles with to-

tal revenue exceeding $60 million over a 30-year span. Nothing on our lot retails for more than $9,995

and we have stayed with the same terms of 24 months or less. This is our sweet spot for the customers we serve. UCN: What prompted you to get involved in the NIADA? Allen: My interest in becoming more involved in the association came after my father passed in 2003. I had lost the sounding board for all my crazy ideas, so after being a member of my state and national associations for many years I thought that would be the place for me to get more connected to everything ‘independent auto dealer.’ I began attending my local chapter meetings in Fort Worth and soon was asked if I would like to serve as an officer. I served as president of the Fort Worth Independent Automobile Dealers Association (TIADA) from 2005-2010. And at the same time, I began attending TIADA conventions and developed an interest in the state association. I started on a couple of committees and then was asked to run for a seat on the TIADA board. I served on the board of my state association from 2008-2013 and served as the TIADA president in 20122013. In 2015, I began my journey at the national level as a board member with NIADA. Every step I took prepared me for the next and was instrumental in allowing me to understand the scope of the task of Continued on page 3

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NIADA President 6/20/2022

Allen – Continued from Page 1 association business by starting on tegic plan. We as a board at NIADA the local level moving on to state and are focused on members first along now the national association. with state associations’ growth and success all while maintaining the viUCN: You were a previous Na- ability and long-term sustainability tional Quality Dealer of the Year. of your national association. This is What did that mean for your busi- reflected in the goals of the strategic ness and how did you market that plan. With the help of three boards, award? nine committees, a commission, and Allen: One of the achievements I two councils made up of diverse am most proud of was being named dealer members, I believe we are the National Quality Dealer of the poised to reach our goals this year. year in 2011. The plaques as my state’s recipient and national reUCN: Are there any blind spots cipient are proudly displayed in our you see in today’s independent showroom. dealers -- any issues that you see It continues to pay dividends in dealers overlooking or missing? all our marketing and advertising Allen: I don’t think too many inon our website and most all our ad- dependent dealers can overlook the vertising to promote the dealership. growing inflation of the used-car I know it has brought us countless marketplace or of all the other facnumbers of new customers over the tors including the price of gas and a years because they tell us that is one possible looming recession. I have of the reasons they came to us for seen this before and you can’t untheir transportation needs. derestimate the consumers’ shift from larger trucks and SUVs into UCN: How have you dealt with wanting smaller, better gas mileage the current market, especially in vehicles. I am already seeing the the matter of inventory acquisi- pricing shift in both these segments tion? at the auctions and am shifting my Allen: Like most of you, we strug- buying habits. gled to procure good reliable transportation for our customers. Since UCN: As a longtime dealer, what we were not willing to change our are your priorities when your current model, we are buying ve- consumers are struggling in a hicles a little older and with more tough economy? miles. In order to acquire these vehiAllen: Anytime our customers cles, we have expanded the number struggle to make ends meet, here of auctions we now do business with at Auto Land we understand that including more online buying. We keeping our customers in the car for also promote the ‘sell us your car’ the full term of the loan is critical. with displays around the dealership We usually don’t find a better payand with our online advertising. ing customer if we repossess. For the BHPH segment it is always a best UCN: What has been the most practice to work with our current difficult part of working in today’s customers who might be struggling business environment? with their payments by payment exAllen: For Auto Land it has been tensions, payment forgiveness for keeping up with the latest trends of good customers, or re-contracting contactless sales process. We now with terms they can handle. offer pre-approved financing before Always remember: you know the the customer arrives at the dealer- habits and capabilities of the cusship through our website but still tomers you already serve. Offer atrequire the customer to come into tractive referrals to your current the dealership for the test drive and customers to help them make paycontracting. If you need a ride to the ments and stay driving, it’s a win dealership, we will pick you up. In- win! dependent dealers must continue to be nimble and flexible with our poliUCN: How can independents cies and deliver on the freedoms of battle against the digital megakeeping Americans driving. stores like Carvana, Vroom etc.? Allen: These new platforms have UCN: As NIADA President, taught us new tricks like preapprovwhat will be your top priorities ing a loan for your potential customfor your term? ers before they visit your dealerAllen: My goal for the associa- ship. If you can – offer contactless tion in the coming year, put simply, deliveries, virtual test drives and a is execution. Execution of the stra- safe environment for the transac-

tion to commence. Let them know you are still protecting them by adhering to safe and clean protocols at your dealership. Continue to assure your potential clients that they can receive the best customer service and long-term relationship with people who know

Photos Courtesy of Scott Allen and NIADA MR. PRESIDENT: Incoming NIADA President Scott Allen holds the NIADA PAC-Cup Champions trophy given to the region which raises the most money for NIADA’s political action committee. Allen, from Texas, is part of Region 3. Allen will begin his term during the NIADA 76th Convention & Expo in Las Vegas this month.

them when they call with a concern or issue. Remind them that you are compliant with timely title transfers and registrations and that this will never be an issue. UCN: What message would you like to send your fellow dealers as we head to the convention? Allen: As we are celebrating the 76th year of NIADA, I believe this year’s convention is poised to be one of the best conventions in our proud history. We will introduce a robust app that – besides being your convention guide in the palm of your hand – will also be transformed into an app that is shared with all our affiliated state (associations) to have auction coupons and other discounts and allow our affiliated states a platform to develop member-tomember communities and opportunities to generate income from advertising. You will now be able to manage your membership information easily from the app, which is secure and private.

Another initiative of the strategic plan is the NIADA 360 Program that will be unveiled at the convention this year. This program, designed by dealers for dealers, will allow you to take your dealership to the next level of success and profitability. It is a standards-based program meaning that any administrator that meets the standards can be part of the program. In fact, we launched the program with five administrators. Digital inspections through Carketa are part of the program. The NIADA CPO Program and increased values have been recognized by Carfax. Carfax will also include the NIADA CPO logo where consumers shop – a goal of the strategic plan. Also, 15,000 Tech Net service shops are now part of the program and will be joining NIADA. Don’t take my word for it, hear a panel of dealers using the program live at the convention. These are just some initiatives we’ve been working on to bring more value to your membership.

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News Briefs 6/20/2022

PureCars Names New CEO

Atlanta-based PureCars, a provider of digital marketing technology and services for automotive dealers, announced that industry veteran Stephane Ferri has joined the company as chief executive officer. In his new role, Ferri will focus on driving PureCars’ growth strategy, including broadening its offering in the advertising technology sector and increasing market penetration. Ferri has spent his entire career in the automotive industry, most recently serving as a strategic adviser for the Presidio Group, an independent merchant banking firm focused on mergers and acquisitions, capital raising, and investments in the automotive retail sector. Prior to that, he was senior vice president of Flexdrive, a subscription-based vehicle rental platform, which was acquired by Lyft Inc. In addition, Ferri has held senior leadership positions at Cox Automotive, leading sales for the Media Divisions of AutoTrader, KBB and Dealer.com, as well as Asbury Auto-

motive Group. “I’m humbled and honored to work alongside the incredible team at PureCars,” Ferri said. “Throughout its 15-year history PureCars has been the gold standard for digital advertising and merchandising tools in the industry. “It is a privilege to lead this dynamic and agile organization into its next phase of growth as we continue to expand our product suite, with our customers at the forefront of everything we do.” With the appointment of Ferri to CEO, PureCars founder Jeremy Anspach will continue his involvement with the company in his current capacity as a member of the board of directors. “It’s been an amazing journey taking PureCars from its infancy and evolving it to become a market leader, serving thousands of dealers and gaining certification with over 16 OEMs,” Anspach said. “As we enter into this next phase of growth, Stephane’s experience, combined with his strong affinity

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DigniFi Appoints Executives

DigniFi, a fintech company, announced the appointment of Mariana Coontz as Chief Financial Officer and Kristy Nordmann as Chief People Officer. “Mariana’s financial experience and expertise is unparalleled,” said Neeraj Mehta, DigniFi CEO. “She brings invaluable technical knowledge to our organization and, as we think about our future, her discipline and rigor will be vital to the company’s long-term performance. “And Kristy, from day one, she’s impressed us all with her courage, drive, and approachability. She’s pushing us to make sure inclusion is the norm, not the exception, and to develop an employee base that actually mirrors our diverse customer base.” Prior to DigniFi, Coontz spent the last eight years at Synchrony Financial. Coontz began her career at JPMorgan Chase in a leadership development program. She held roles across the finance organization in increasing responsibility culminating in her role as the assistant treasurer for the consumer and community bank. “I am thrilled to join DigniFi to help ensure credit is more widely available to those who need it,” said Coontz. “As CFO of the company, I am looking forward to positioning DigniFi as the partner of choice for dealers and consumers and a source of pride for employees every day.” Nordmann echoes this enthusiasm. “I’m motivated by the challenge of building a company that radiates collaboration and grit,” she said. “I love working with people who want to be an integral part of a fast-evolving industry.” Prior to DigniFi, Nordmann designed and managed HR practices and held key roles in several successful startups. “DigniFi really does deliver an above-average level of diversity,” she said. “A significant number of employees self-identify as ethnically diverse and with Mariana and me joining the C-suite, over half of our senior executive positions are held by women.”

Volume 28 | No.4 Published By General Media LLC USED CAR NEWS (ISSN 1555-7413) is published at : Used Car News P.O. Box 80800 St. Clair Shores, MI 48080 Phone: 586-772-5200 or 800-794-0760 Fax: 586-772-9400 www.usedcarnews.com Charles M. Thomas Founder (1947-2002) Lynda R. Thomas, Publisher Emeritus Colleen Fitzgerald, Publisher Editorial: Jeffrey Bellant, Managing Editor Ed Fitzgerald, Staff Writer Advertising: Shannon Colby, Account Manager Tony Moorby Columnist: Circulation: subs@usedcarnews.com Production: Tom Savage, Production Manager Cee Lippens, Web Master Used Car News is published every third week. Subscribers: We print advertisements as sent to us by auctions and other advertisers. It is not possible to verify the correctness of listed vehicles in auction ads. Most lists are partial and all lists are subject to last minute changes by auto auctions, so before travelling a long distance for a particular auto auction event, contact the auction by telephone for a fax of vehicles in the sale. Used Car News assumes no guarantees or liabilities concerning the accuracy of any advertisements. All Rights Reserved. Reproduction in any form is prohibited without the written consent of the publisher. OUR ADVERTISING APPROVAL POLICY Payments from first time advertisers must accompany the insertion order. Distribution is guaranteed by the USPS. The advertising reservation deadline is 12:00 noon Thursday, 11 days prior to the issue cover date. Ad materials are due by 5 pm Friday, 10 days prior to issue cover date. For advertising specifications please email colleen@usedcarnews.com.

Join the Conversation! Visit Used Car News online at www.usedcarnews.com or scan this QR code with your smartphone to be taken directly to the website.

C R O S S WO R D PAGE 14


State of Auto Finance 6/20/2022

Experian: Record Low Subprime, Used Loan Amounts Surge and that will eventually have an impact on credit.” But not right now. Experian’s State of the Automotive She said during COVID, when Finance Market Q1 report showed there was lower utilization of credstrong used-car values and more it and some government money consumers shifting back to financthrown in, it also helped scores. But ing used vehicles. she still attributes the change to an Experian’s Melinda Zabritski, seoverall rise in people’s creditworthinior director of automotive finanness. cial solutions, said the Q1 period is The report also shows trends in following recent trends of the last states, where in Tennessee more couple of quarters. than 82% of loans are for used cars, Vehicle values continue to rise and and New York has the lowest at just subprime loans continue to drop. under 62%. “Just a lot of consistency with what Zabritski said those trends overlay we’ve been seeing in the industry,” with credit scores with those states. Zabritski said. The report also showed that conOn the used side, values are rising sumers are shifting back to financdramatically, she said. Melinda Zabritski ing used vehicles at increasing rates. “But at the same time, unlike what “The history goes back to 2017 and sumers back to new cars.” is happening with new vehicles – 2018, where we really started to nowhere the new loan amounts are up The report also showed an incredtice that it was actually more prime ible year-over-year surge for used because of markups – the used loan consumers who were purchasing loan amounts. amounts are up just because the valused vehicles,” Zabritski said. “That ues are up,” Zabritski said. “When In 2020 Q1, the average used you actually look amount inat some of the creased $705 value differencfrom the prior es, consumers year. In 2021, are doing well on that amount their trade-ins. more than douThat’s helping bled to $1,688 to offset some of from 2021. those increases But in 2022, in the used valthe increase ues.” skyrocketed by She said loan $5,567. amounts are inOne thing creasing on the that’s made inused side dradependent dealmatically. ers, especially “The last couthose who carry ple of quarters, more units on we’ve seen the their lots, is the average loan fear of what amounts for used might happen if up 24% to 25%,” supply bounces Zabritski said. back suddenly, “But at the exact leaving them same time, we’ve with a lot of used seen the Loan cars that colto Value (LTV) Chart Courtesy of Experian lapse in value. drop – and drop Economists LOAN TO VALUE TRENDS: Experian’s State of Automotive Finance Market Q1 shows used LTVs lower than new for the first time. considerably. interviewed in “It was the first recent months She said as a U.S. credit popula- was the time we started to see used have said they don’t believe there time we’ve seen used LTVs lower than new. That’s continuing to hap- tion, more people are in the prime vehicle pricing go up and leasing will be a dramatic return of invencategory. penetration really high.” pen.” tory. Since COVID-19 people can see a At that time, more prime consumShe said with some specific fiZabritski agrees. nance groups, she’s seeing LTVs for credit jump of 30 to 40 points in just ers left new-vehicle financing and “I think it’d going to be gradual,” used vehicles under 100%, which is the last three or four years, Zabritski went to used, Zabritski said. she said. “There’s not going to be said. “A lot of that had to do with afford- an immediate shift. Also, consider, something. “We’ve also increasingly been see- ability,” she added. “Then in Q2 of there are now so many other factors “You used to never see that,” Zabritski said. “In fact, if you look at ing delinquencies low, which, of 2020, everything was shut down and playing a role, like gas prices. 10 of the most commonly financed course, as we know delinquencies you started to see some very strong “At the same time, we’re running vehicles in the market – and you can be one of the largest impacts to incentives, for a very short period of with a more fuel-efficient invenlook back three years ago when they credit score,” she said. “Just recently, time. tory.” though, it’s starting to uptick a little “It pulled a lot of these prime conBy Jeffrey Bellant

were new – the current used value is higher than the original MSRP from a couple of years ago. “If you have a full-size pick-up truck laying around, it’s a good time to sell it and get some money.” Zabritski said there’s still a big unknown. “When will this level out?” she said. “A year ago, people were saying, it will happen in a year, year-and-ahalf. More recently, it’s like, no, it’s another year, or year-and-a-half. “I think there’s still a lot of questions as to when this balances back out again.” Experian’s Q1 report also showed that the percentage of deep subprime and subprime loans for used vehicles remain near record lows. “This isn’t a new phenomenon,” Zabritski said. “We’re increasingly seeing that more of the credit population, for auto as well as other industries, is being made up of prime.”

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Milestones 6/20/2022

Auction Industry Honors Alexis Jacobs as Giver, Icon Industry pioneer and former Columbus Fair Auto Auction owner Alexis Jacobs died on June 3. She was 80. Jacobs grew up in the auto auction business when her father, the late William Jacobs established Columbus Fair Auto Auction in 1958, one of the largest independent auto auctions. From her father’s passing in 1982, she assumed the operating role for the auction and became owner and Chief Executive Officer until 2019. Jacobs was a founding partner of Used Car News. She served as National Auto Auction Association president in 1995, received the NAAA Industry Pioneer in 2011, and was inducted into the NAAA Hall of Fame in 2014. In addition, Jacobs received the Columbus Automobile Dealers Association Automotive Achievement Award, and was inducted into the

National Independent Automobile Dealers Association’s Ring of Honor. Greg Levi, managing member of ComplyNet, worked 11 years with Jacobs during two stints at Columbus Fair, “She was an amazing person,” he said. “She’d give you the shirt off her back. “But she also taught.” Levi said Jacobs was a philanthropist and extremely active in the “community of giving” in Ohio. But more importantly, she encouraged and taught others to volunteer and to give. Charlotte Pyle, an NAAA past president, called Jacobs a “true icon” in the automobile industry. “During my career as a past NAAA president I tried to emulate all the great females before me and attempt to make them proud,” she said Bob McConkey, president and CEO of McConkey Auction Group,

also offered his praise. “Alexis Jacobs served as the matriarch of our industry for decades, in many respects paving the way for women to make their mark in what had traditionally been exclusively a men’s club,” he said. “Alexis carried herself with a uniquely dignified class, while also being genuinely kind to all who she encountered. “She was a quiet yet effective leader who left a very positive mark on the industry.” Levi added Jacobs also loved the dealers she served. Once, after reading a newspaper article defaming independent dealers, Jacobs helped put up money to create the Ohio Independent Automobile Dealers Association, Levi said. He added that with Jacobs, it wasn’t always about profit. If the company couldn’t afford bonuses one year, Jacobs would

ALEXIS JACOBS pay them out of her own pocket, he said. “It was about people,” Levi said. “She wanted an environment of family. We need a little bit more Alexis in the world.” Read Tony Moorby’s tribute to Alexis on page 22

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State Associations 6/20/2022

Florida IADA Appoints New Executive Director By Jeffrey Bellant

An attorney and former dealer has been named the new executive director of the Florida Independent Automobile Dealers Association. Ejola Cook, a former Florida IADA board member, began helping out in March, and eventually was named the new executive director. She replaced Listee Mariner, who resigned at the start of 2022 to pursue another opportunity, Cook said. Now Cook adds association director to her resume. “It’s certainly an interesting challenge,” she said. “Now we’re really starting to get our feet under us and move forward.” Cook formerly worked as chief administration officer of Off Lease Only, a Florida company. “We were the largest, privately owned, independent dealer in the country,” she said. “I’ve pretty much

had my hand in every facet of the dealership. “I worked with sales, finance and merchandising. I was under the cars in the shop, you name it. The only thing I didn’t do was officially buy cars. Jason March, Florida IADA president, said in a press release that the board’s search committee spent three months searching for and interviewing candidates, and was fully confident in recommending Cook for the position. She earned support from the full board. “Ejola will be a huge asset to our association. Her previous roles as vice president and general counsel for Off Lease Only are going to bring so much value to independent dealers in Florida as we face new challenges,” said March. “She has more than 17 years’ experience in the independent automotive retail industry.”

Photo Courtesy of Ejola Cook SUNSHINE STATE: Ejola Cook, attorney and former Florida Independent Automobile Dealers Association board member, recently took over as the group’s executive director. She will serve on a panel during the NIADA Convention & Expo in Las Vegas.

Cook is the founder of E Cook O’Malley to assist her in Florida IAConsulting, a trade association con- DA’s day-to-day operations. sultancy, and brought her staff memCook said she understands that bers Ashley Eggers and Elizabeth Continued on page 12

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Dealer Compliance 6/20/2022

Safeguards Rule Tops Dealer Concerns By Jeffrey Bellant

Industry experts are urging dealers to beef up their compliance efforts, from implementing changes in the new Safeguards Rule, to avoiding discriminatory practices, as regulators aggressively target the industry, according to companies like ComplyNet and Ignite Consulting. Adam Crowell is president and general counsel of ComplyNet, which supplies end-to-end compliance and risk mitigation services for auto dealers. “What I would say is that the regulatory environment is getting tough across the board,” Crowell said. “Regulatory agencies like the Federal Trade Commission, the Consumer Financial Protection Bureau, OSHA, the Environmental Protection Agency and even the state attorneys general, are much more aggressive and, sometimes, they are even participating in joint enforcement actions together.” During the last couple of years, the general focus has been on what regulators consider discriminatory practices and also transparency. “What they are doing is they’ve been taking enforcement actions against dealers when – based on the data they’re collecting – they find minorities are not receiving as good of a deal as someone who is Caucasian.” Recently the FTC leveled a $10 million fine against a multistate dealer operation for “sneaking unwanted add-ons” into deals and discrimination against black customers, charging more for the same products, such as GAP insurance. Crowell said this is a data-specific action to find direct discrimination or even disparate impact. “They’re going to look at it and say, ‘Look we find there’s a disparate impact, now it’s your job to show us why it may not be discriminatory.’ “Most dealers don’t have in place the proper documentation that shows that any deviation from a standard markup rate – or vehicle service contract or GAP – was made for legitimate business reasons.” Dealers need to document any deviations on their rates and why they did it. “The other hot topic among many dealers right now is how they are going to comply with the new FTC (Federal Trade Commission) Safeguards Rule,” Crowell said. “We’re fielding a lot of calls on that topic,

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but it’s one the company has been helping dealers with for several years.” The change goes into effect Dec. 9, Crowell said. “The National Independent Automobile Dealers Association is trying to raise awareness of this with independent dealers,” he added. “The NIADA convention is going to have featured speakers talking about the Safeguards Rule.” Richard Hudson, managing partner of Ignite Consulting, recently discussed his firm’s conference last May, “Compliance Unleashed,” and what issues are on dealers’ minds. He agreed with Crowell. “I think No. 1 on everyone’s minds is clearly the Safeguards Rule,” he said. “I think it’s just a big challenge to execute a program like that.” A small class of dealers is exempted from the rule if they have fewer than 5,000 consumers in their consumer information database. But any application a dealer takes counts as a record toward that 5,000 number and they may not realize how many consumer records they have collected over the years. “It’s not going to be that difficult for a dealer to exceed that number,” Crowell said. The FTC enacted the Safeguards Rule in 2001. It requires dealers to design an information security program that is appropriate to the size and complexity of the dealership, the nature and scope of its activities and the sensitivity of its customer information. Prior to the new change going into effect at the end of the year, it was up to the dealer to determine how best to implement the plan. Last year, the FTC decided to require minimum standards of conduct for entities subject to the Safeguards Rule. According to Ignite, the first change is that dealers must have a written risk assessment that identifies security risks – internal and external – confidentiality, and integrity of customer information, nature and scope of its activities and the sensitivity of its customer information. The second change is to name an individual who is qualified to head up a dealer’s information security program. The third critical change is that all customer data must be encrypted at all times. Service providers must encrypt data and if they won’t, a dealer may have to find another provider. Continued on page 14


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Used Car News 6/20/2022

State IADA – Continued from page 8 independent dealers have “unique pain points and unless you’ve been there, you have no idea.” She said she knows where Florida dealers struggle, from title liens and floor plans, to inventory management and regulatory compliance. “I know what that looks like, and I talk their language,” Cook said. Cook said the group is working on building better lines of communication with state officials. “We’ve already had a couple of meetings with the Department of Motor Vehicles on ways to streamline continuing education,” she said. As a Florida IADA board member, she would talk to young dealers and ask about their vision for their dealerships. “The type of response I would get is, ‘Well, I’m going to paint the walls red,’” Cook said. “But I was thinking something along the lines of a busi-

ness plan.” She said new independent dealers need a well-rounded dealer education program that includes business plans, marketing human resources, property insurance, etc. “One of the things that our association is now focused on is providing tools for our members to sell more cars,” Cook said. Since she took over, the association held a presentation on online marketing and geofencing. “Then we did a workshop on how to post on social media, even down to how to take pictures,” Cook said. Another big initiative that’s near and dear to Cook’s heart is diversification. “The independent industry is very much growing and morphing,” she said. “It’s not the old school guys in the plaid jackets like it used to be. “So, we’re forming a Latina FIADA

group, an African-American FIADA group and we’re starting to put women’s groups together so women can start to meet. “We’ve got a lot of positive response on that.” It allows these groups to discuss issues that specifically affect Latinos, for example, she said. She cited the importance of strong leadership for the state’s independent dealers, especially during this period of rapid change and challenges facing independent dealers now and in the short term. “We have seen how quickly dealers’ rights as business operators can evaporate in recent years,” Cook said, “and we must make sure state and local legislators understand we will protect those rights. “We must be sure they understand the value of services we provide.” Cook said because of her previous experience in an independent deal-

ership that was selling 46,000 cars a year, she’s been to Tallahassee, worked with the attorney general and spoken with Congressional representatives. So, these people already know her through past network connections. “We’ve had an excellent reception,” Cook said. She added that the association should and must play a key role in adding value to its members and the industry as a whole in Florida. “We must focus on the basics like increasing membership,” Cook said, “but we must also assist in bringing together our members with vendors that can provide vital services such as financing, floorplans, capital, tech, as well as accounting and legal services. “I’ve got to hustle and make sure we accomplish those things.”

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Used Car News 6/20/2022

Compliance - Continued from page 10 The fourth change includes four parts: general employee training, use of qualified information security personnel; and verification that security personnel are taking steps to maintain current knowledge on security issues. It also includes service providers, who must safeguard information. The fifth change includes other requirements, such as evaluating and adjusting the dealer’s information security program in list of testing, security events, or material changes in operations or business arrangements. Repossessions were another hot topic at Ignite’s conference. “It’s just because there’s been explicit scrutiny from the CFPB and other regulatory industries who feel that the used-car industry is targeting people because vehicles are so expensive,” Hudson said. Ignite’s strategy is to help dealers

walk away with a strategy they can of a judge or jury and talk about “the priate policies, programs and proceimplement to make a dealership greedy car dealer,” Hudson said. dures to stay compliant. more compliant. The goal for dealers is to build ComplyNet’s “Fair Shake” program is a consumer complaint management system that allows dealers to have a centralized person to handle complaints because often issues could have been resolved before a consumer runs to an attorney. Hudson said Ignite’s recent conference showed that compliance is a hot topic. “We just about doubled the attendance from last year,” he said. “It goes to show that large dealers and small dealers both care about compliance.” Hudson said the enthusiasm continued through the last day of the ADAM CROWELL RICHARD HUDSON conference. He held a special fourhour add-on session about credit reThe other goal is to encourage their own story and “not let some- porting from noon to 4 p.m. dealers to tell their story. one else tell that story.” “Eighty percent of the attendees The regulators and plaintiff’s atCrowell said dealers need guid- stayed until 5 p.m.,” he said. “Everytorneys are going to get up in front ance for implementing the appro- one was just hungry to learn.”

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JULY, 2022 YOUR SOURCE FOR QUALITY, SELECTION AND VALUE

A broad selection of pre-owned vehicles from an industry leader ADESA Boston July 1, 8. 15, 22. 29 508-626-7000

Columbus Fair AA July 6, 27 614-497-2000

Manheim Orlando July 5, 12, 19, 26 800-822-2886

ADESA Charlotte July 14, 28 704-587-7653

Manheim Atlanta July 13, 14, 28 404-762-9211

ADESA Chicago July 22 847-551-2151

ADESA Boston July 1, 29 508-626-7000

Manheim Milwaukee July 20 262-835-4436

Manheim Palm Beach July 6 561-790-1200

Manheim Palm Beach July 6, 7 561-790-1200

ADESA Golden Gate July 12 209-839-8000

Manheim Nashville July 6 615-773-3800

Manheim Pennsylvania July 14, 28 800-822-2886

Manheim Dallas July 6, 19, 20 877-860-1651

Manheim Pennsylvania July 1, 8, 14, 15, 22, 28, 39 800-822-2886

Manheim Atlanta July 13 404-762-9211

Manheim New Jersey July 20 609-298-3400

ADESA Cincinnati/Dayton July 26 937-746-4000

Manheim Denver July 20 800-822-1177

Manheim Phoenix July 7, 21 623-907-7000

Manheim Dallas July 19 877-860-1651

Manheim Orlando July 19 800-822-2886

ADESA Golden Gate July 12, 26 209-839-8000

Manheim Detroit July 14, 28 734-654-7100

Manheim Pittsburgh July 20 724-452-5555

ADESA Indianapolis July 12, 26 317-838-8000

Manheim Fredericksburg July 7, 21 540-368-3400

Manheim Riverside July 5, 7, 19, 21 951-689-6000

ADESA Kansas City July 12, 26 816-525-1100

Manheim Milwaukee July 6, 20 262-835-4436

Manheim Seattle July 27 206-762-1600

ADESA Lexington July 7 859-263-5163

Manheim Minneapolis July 13 763-425-7653

Manheim Southern California July 14, 28 909-822-2261

ADESA New Jersey July 14, 28 908-725-2200

Manheim Nashville July 5, 6 615-773-3800

Manheim Tampa July 14, 28 800-622-7292

ADESA Salt Lake July 5 801-322-1234

Manheim Nevada July 1, 30 702-730-1400

Manheim Texas Hobby July 14, 28 713 649-8233

ADESA Tulsa July 8 918-437-9044

Manheim New Jersey July 6, 20 609-298-3400

Southern AA July 20 860-292-7500

ADESA Washington DC July 20 703-996-1100

Manheim New Orleans July 6 985-643-2061

Manheim Atlanta July 13 404-762-9211

Manheim Riverside July 7, 21 951-689-6000

ADESA Boston July 8 508-626-7000

Manheim Fredericksburg July 21 540-368-3400

Manheim Pittsburgh July 20 724-452-5555

ADESA Salt Lake July 5 801-322-1234

Manheim New Jersey July 6 609-298-3400

Manheim Seattle July 27 206-762-1600

Columbus Fair AA July 27 614-497-2000

Manheim Orlando July 12 800-337-8491

Manheim Southern California July 14, 28 909-822-2261

Manheim Denver July 20 800-822-1177

Manheim Pennsylvania July 1, 15,28, 29 800-833-2886

Southern AA July 20 860-292-7500

ADESA Golden Gate July 12 209-839-8000

Manheim Milwaukee July 20 262-835-4436

Manheim Atlanta July 13 404-762-9211

Manheim Nashville July 6 615-773-3800

Manheim Dallas July 19 877-860-1651

Manheim Palm Beach July 6 561-790-1200

Manheim Pennsylvania July 14, 28 800-833-2886 Manheim Riverside July 7, 21 951-689-6000

Choose Chase on ADESA.com and OVE.com for quality bank-sourced vehicles. Contact auctions directly for current sale information. The Jaguar word mark, the Jaguar logo, and Jaguar Financial Group are trademarks of Jaguar Land Rover Limited and any use by JPMorgan Chase Bank, N.A. (“Chase”) is under license. The Land Rover word mark, the Land Rover and Oval logo, and Land Rover Financial Group are trademarks of Jaguar Land Rover Limited and any use by JPMorgan Chase Bank, N.A. (“Chase”) is under license. The tradename “Subaru Motors Finance” and the Subaru logo are owned / licensed by Subaru of America, Inc. and are licensed to JPMorgan Chase Bank, N.A. (“Chase”). Maserati Capital USA, the Maserati logo and model designations are registered trademarks used by JPMorgan Chase Bank, N.A. (“Chase”) under license from Maserati S.p.A. The tradename “Aston Martin Financial Services” and the Aston Martin logo are owned by Aston Martin Lagonda Limited and are licensed to JPMorgan Chase Bank, N.A. (“Chase”). Neither JPMorgan Chase Bank, N.A. (“Chase”) nor any of its affiliates are affiliated with ADESA, Inc. or Manheim, Inc. Each auction is solely responsible for their website content, sales events, promotions, fulfillment and operation of the auction. ©2022 JPMorgan Chase Bank, N.A. Member FDIC (22-007) 07/22


Retail Markets 6/20/2022 Compiled by Ed Fitzgerald

NEBRASKA

Debra Chesterman, owner, World Auto Sales, Nebraska City, Neb. “We’ve been in business 16 years. We usually keep 40 units in inventory. We sell 10-15 a month. “I’m heavy on trucks this time of year. I would’ve liked to have been heavy on cars, but I can’t get them. My sales are divided fairly evenly between cars, trucks and SUVs—and a few vans. “It’s really weird, when I get a Honda or a Toyota here, they sit forever. Those should sell faster. In my market, people come in and ask for them, and then I get them, but they don’t buy them. . “People are doing the research. They’re looking at Consumer Reports, things that can help them make a better choice on a car. All you can do is go by statistical

average. Toyotas have a better record for customer satisfaction and fewer breakdowns, but it doesn’t mean ‘no’ breakdowns. “Reconditioning costs used to be an average of $800 per vehicle. Now it’s $1,100. “I’ve been to an auction inperson once this year. I’ve used Manheim Kansas City and Omaha the most. I use OVE and I like Manheim Express. I used Backlot Cars, which was bought out by ADESA. It used to be you were able to hear the engine from a cold start and they’d let it run for a few seconds. For those of us buying online that is valuable. I can hear when an engine has a funny start. “I’m looking for cars under 100,000 miles. Before the prices started sky- rocketing I was selling a lot of 2-yearold cars. I have a wider range of models now.

“Our average down payment is around $1,000, for 60 months. “For anyone just starting out in this business I recommend you work for someone else before starting your own dealership. Find a business that has name recognition and a customer base, you’ll do a lot better. “The last car we sold was a 2012 Tahoe. It had 103,000 miles and we sold it for $18,900.”

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UTAH

Colby Sherman, owner, Auto Group Direct, Washington Terrace, Utah “I’ve been in this business since I was 14 years old. I started out as a lot boy for my dad and grandpa at Sherm’s Store in Ogden – learning the business from the two greatest men I have ever known. My business partner and I started our own dealership about three years ago.

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“Work life (during COVID) was still busy since we were considered essential, but I’d fly on lots of empty planes where it was literally just me and missionaries returning home from their service for The Church of Jesus Christ of Latter-Day Saints. “As a buyer I noticed it was easier to make a good buy from certain states that had strict regulations (like California and Washington). They were trying to sell anything to stay alive and then right after mandates were lifted, we began selling a ton of vehicles back to those states. “We typically carry about 8-10 vehicles in inventory. We have averaged 10 vehicles sold every month over the past year. It used to be a vehicle would be in inventory for 60 to 90 days before you felt you really had to get off it. Now if a vehicle hasn’t

sold after two weeks, I wonder what I did incorrectly and try to fix it. “We sell around 75% more domestics when it comes to trucks. We sell 70% more imports in cars. We sell about 50/50 when it comes to SUVs. “We try to focus on late model, clean title, no-accident vehicles. I’d say our average reconditioning cost is $500; Anything that requires a certified technician gets sent out to third-party garages. “We attend ADESA, Manheim, and a few other local auctions. But we buy the majority through the Manheim locations. “Our average down payment is $4,000. Average term length is 72 months. “The last car we sold was a 2019 Subaru Ascent Limited with 34k miles for $36,488.”

Put the power of Chase Auto to work for you Your customers want to choose from quality vehicles, so you need a national industry leader who can deliver. That’s Chase. We offer: • A broad range of vehicles — from economy to luxury — upstream and through auctions nationwide • Convenient online and in-lane vehicle availability with on-site Chase remarketers Choose Chase owned vehicles at ADESA.com and Manheim.com.

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1 The tradename Subaru Motors Finance (SMF) and the Subaru logo are owned by Subaru of America, Inc. (Subaru) or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (Chase). Auto finance accounts are owned by Chase. 2 The tradename Maserati Capital USA and the Maserati logo are owned by Maserati North America, Inc. (Maserati) or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (Chase). Auto finance accounts are owned by Chase. 3 The tradename Aston Martin Financial Services and the Aston Martin logo are owned by Aston Martin Lagonda of North America Inc. (Aston Martin) or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (Chase). Auto finance accounts are owned by Chase. 4 The tradenames Jaguar Financial Group and Land Rover Group and their respective logos are owned by Jaguar Land Rover North America, LLC (JLR) or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (Chase). Auto finance accounts are owned by Chase.

Neither JPMorgan Chase Bank, N.A. nor any of its affiliates are affiliated with ADESA, Inc. or Manheim, Inc. Each auction is solely responsible for their website content, sales events, promotions, fulfillment and operation of the auction.

Automotive CRM 16

Dealer communication only; not intended for retail purchaser. ©2021 JPMorgan Chase Bank, N.A. Member FDIC

21-014 (2021)



Wholesale Markets 6/20/2022 Compiled by Jeffrey Bellant

FLORIDA

Nate Simonson, general manager, America’s Auto Auction – Pensacola, Pensacola, Fla. “Just trying to grind it out, looking for cars. “We’ve been in business under America’s for over a decade. We have four lanes. “Volumes have been stable. We usually run between 300 and 350 units. We’ve seen some stability with our national accounts, or at least our repo accounts. “Our (conversion rates) are still at 65% or 70% sold. “In the lanes, we’ve got between 150 and 175 and online, it’s about the same. This year, and ever since COVID, online has been growing. But we’ve always been 175 to 200 in the lanes. “The breakdown of our volume is 40% lease/repo, 40% new-car trades and 20% independent dealers.

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“Some of the big fleet/lease consignors are LeasePlan, Exeter Finance, Consumer Portfolio Services, Stream Remarketing Services and Ally 3PR. “I haven’t seen an influx of repossessions, but we’ve picked up a lot of territory. We’re picking up cars from Miami to Mississippi and Georgia. The market is pretty strong here. But we’ve had to branch out a little farther, “The average price in the lanes has been between $10,000 and $11,000. Two years ago, it was $6,000 or $7,000. It’s both supply and the types of cars we’re getting. Cars that run at the sale now compared to seven years ago are a different animal. We tend to be the auction around here that has a lot of the nicer, off-lease vehicles. “Once a month, we’ll have our specialty sale which is

starting to get really big. We’ll run about 40 of those; boats, RVs, motorcycles – anything that’s not a car will go in there. We actually bring every single one across the block (physically)”

NORTH CAROLINA

Jerry Barker, general manager, Greensboro Auto Auction, Greensboro, N.C. “We’ve been in business 35 years. We have 16 lanes and we’ve been running 10. “The volumes have been a little light, to be transparent. “We were a really heavy fleet-oriented sale, so with all the program cars drying up and the lease cars getting bought up at the dealership level, it has adjusted our volumes for sure. “Now, we’re running about 1,200 each week. Conversion rates are still up in the mid-60s, so they’re still running strong.

“We are seeing the cheaper car segment adjusting a little bit, which I find surprising. But I think some of it is the interest rates and some of those cars having issues with parts to get them up to retail level. “We’re still getting about 800 bidders every week. When COVID hit, we went to not letting anybody in the building. I really think that put a stronghold on simulcast, as it (improved) people’s comfort zone. “So, we’ve had a real strong presence on the Internet ever since. We’ll have people coming in on Tuesday (to preview cars), going home and buying online on Wednesday (sale day). “Historically, our volumes were probably 70/30 fleet to dealer cars. Now it’s probably 70/30 dealer. “You’ve got to remember, we had a lot of program cars

– Ford, Chrysler, GM, Kia, Hyundai and Subarus. When all those program cars went away – completely, pretty much – that’s a huge shift. So, we’ve adjusted our business model for sure. “We’re just thankful for what we’re doing currently. “We were fortunate enough to be able to see this shift coming, being able to talk to our consignors, we put a hard push on making that transition before it got here. That got us ahead of the curve. We’ll take luck any day. “Our average price on the block, from what it normally has been, is up about $10,000. Before the pandemic the average was about $15,00, now it’s about $25,000. “I think (inventory) stays like this for a while. But I’ve missed my predictions because I didn’t think it would last as long as it has.”



Wholesale Numbers 6/20/2022

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make/model/name ---------- ---------Honda Civic Toyota Camry Toyota Corolla Nissan Altima Chevrolet Malibu Nissan Sentra Hyundai Elantra Ford Fusion Ford Mustang Hyundai Sonata Ford F150 Chevrolet Silverado 1500 Jeep Grand Cherokee Ram 1500 Toyota RAV4 Honda CR-V Ford Explorer Ford Escape Toyota Tacoma Chevrolet Equinox Honda Civic Toyota Camry Toyota Corolla Nissan Altima Chevrolet Malibu Nissan Sentra Hyundai Elantra Ford Fusion Ford Mustang Hyundai Sonata Ford F150 Chevrolet Silverado 1500 Jeep Grand Cherokee Ram 1500 Toyota RAV4 Honda CR-V Ford Explorer Ford Escape Toyota Tacoma Chevrolet Equinox Honda Civic Toyota Camry Toyota Corolla Nissan Altima Chevrolet Malibu Nissan Sentra Hyundai Elantra Ford Fusion Ford Mustang Hyundai Sonata Ford F150 Chevrolet Silverado 1500 Jeep Grand Cherokee Toyota RAV4 Honda CR-V Ford Explorer Ford Escape Toyota Tacoma Chevrolet Equinox Honda Civic Toyota Camry Toyota Corolla Nissan Altima Chevrolet Malibu Nissan Sentra Hyundai Elantra Ford Fusion Ford Mustang Hyundai Sonata Ford F150 Chevrolet Silverado 1500 Jeep Grand Cherokee Toyota RAV4 Honda CR-V Ford Explorer Ford Escape Toyota Tacoma Chevrolet Equinox

2021-06-01 ---------13850 14825 12950 13200 15100 11050 11600 13650 19175 12875 32500 33000 21750 29800 17650 20800 22075 13325 30200 13925 16000 19225 15300 14950 17000 14100 13500 15750 20575 15275 36600 36500 23900 32100 19925 22375 24650 15575 32575 18050 17300 20250 17400 19000 18875 16900 15300 17250 22350 17250 39000 40500 25925 22325 25500 26700 17350 34725 19275 18800 21850 18950 20775 20300 18300 17350 19100 24125 20625 42200 43500 30125 24300 26100 32925 21275 37025 21700

2021-12-01 ---------15550 15950 14600 13400 15675 12300 12550 15750 19925 13675 29500 31600 22350 29000 19950 23025 23500 15375 30050 16200 18100 20700 17150 16250 18075 15100 14900 19100 21725 17625 33100 36000 25250 32000 22950 25525 26550 19175 32900 21850 19400 22150 19500 21350 20450 17800 16550 20400 24450 20300 38000 39500 27875 28125 27950 29150 21500 34950 23225 21050 24600 21200 22825 22150 20850 18850 22750 26225 23725 41000 41500 32025 29475 29850 34275 25950 37000 25250

2022-06-01 ---------15100 15925 14725 12350 13925 11500 12850 14975 17625 12450 28500 29600 21775 26300 18350 21950 21425 14375 28550 15600 17450 19800 16625 15250 16900 14575 15700 17600 19625 16050 31500 33900 25200 29800 21700 24450 25550 17775 31200 19800 19250 22450 19050 20225 19900 17500 17650 19950 22550 19425 36100 37600 27850 25650 26700 27650 20700 33300 22250 21250 23825 21300 22500 22150 19675 19725 22675 24250 20925 39500 41500 31800 28200 30625 32500 24075 35875 24575

2023-06-01 ---------11950 12425 11600 9300 10175 8425 9375 11150 13950 10175 23050 24550 15600 21825 14150 17225 15875 10500 24600 11275 13975 15575 13125 11550 12425 10550 11425 13050 15700 12750 26100 27975 18075 24800 16800 19550 19100 12875 26925 14550 15625 17725 15025 15125 14850 12625 13150 15000 17950 15375 30025 30875 20350 19975 21475 21375 15150 28800 16650 17300 18875 17150 16850 16725 15050 15175 17250 19975 17075 33525 35000 23825 22175 24650 25825 18200 31025 18825

2024-06-01 ---------9550 10225 9500 7450 7700 6400 7025 8600 11400 8525 20050 21450 11800 19375 11775 14475 12800 8125 22525 8775 11150 12725 10775 9125 9350 7900 8500 10050 12950 10425 23225 24400 13625 22025 13975 16650 15500 9850 24675 11425 12625 14475 12250 11825 11300 9400 9900 11600 14700 12450 26775 27225 15650 16875 18475 17925 11725 26475 13325 14150 15475 14300 13275 12875 11850 11675 13450 16925 14250 30475 30975 18750 18900 21325 22075 14500 28500 15375

Actual Wholesale and Projected Residual Values

MY -----2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020 2020

Source: Black Book

6/12/22 8:47 PM



Disconnected Jottings From

Tony Moorby 6/20/2022

Tony Moorby The industry has lost some wonderful people so far this year; Tim Swift, whose curiosity took him to all corners of the industry from wholesale to new car retail and a broad profile in the auction association. His infectious humor embraced everyone – you could hear him from one end of Caesar’s Palace to the other! Tom Caruso, who invested his working life to the betterment of the auction industry, managed to do that while treating everyone as family. Meanwhile his professional expertise was shared graciously to the benefit of all who worked with him. I shared a number of years with him at ADESA as well as the NAAA. Earlier this month Alexis Jacobs passed away. It was something of a shock to me – she was a lady one assumed was going to be around forever. Anglo American Auto

Auctions, later ADT Automotive, came to America in 1982 to form a national chain of auctions, acting in a group harmony to serve local and national markets. Alexis Jacobs’ father’s auction was one of the first we tried to acquire. Columbus Fair Auto Auction was huge by English standards and would have made a big statement of our intentions to grow. Unfortunately he passed away early in our negotiations. We somewhat arrogantly assumed that his daughter would be only too willing to step aside and allow the deal to conclude. Not so! Over the years she staunchly refused a number of our friendly overtures for her to join the company to both parties’ benefits. Under her passionate ownership Columbus Fair became one of the best known and largest independent auctions in the country.

She loved the industry as a whole and was recognized by many of its factions, receiving accolades too many to mention here. Perhaps she shared most of her knowledge within the NAAA as Chair of various committees, not least of which was the Government and Legislative Affairs Committee during the turbulent times of negotiating the Truth in Mileage Act. I had the honor of serving as her deputy. She went after the Fleet and Leasing business and the manufacturers’ cars too as vigorously as we did and was a great competitor. She kept her facilities as clean as a new pin and it was a pleasure to dine in the dealer lounge decked out in THE Ohio State University colors. She was a generous bonne vivante and knew her way around the menus and wine lists of some of the best res-

36. Compact Hyundai 38. ___ Vinci Code 39. Road surface 42. Sun ___ (desirable car feature) 43. Makers of the Isabella and the Hansa in the 50s 48. Brazilian town, first name 49. Three in the family 51. Legacy maker 52. Where Saab’s were made Down 1. Former luxury Hyundai executive sedan 2. Bentley convertible 3. Compact Saturn 4. Compact Scion 5. Clobber 6. Kind of truck 7. Camping gear company

8. Automobile pioneer 9. Toll unit 11. Made in the ___ 13. Kings Peak locale 16. Isuzu SUV 18. Pound 19. Pressure measurement for a tire, abbr. 20. Porsche sports car 21. Water holders 22. Effects in the motion picture industry, abbr. 24. Auto shop supplies 28. Scuff 29. Sailor, abbr. 30. “Go on ...” 32. Autonation Inc ticker symbol on NYSE 34. Veer suddenly 37. Traffic light color 40. Continental abbreviation

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Solution to the 5/30/2022 puzzle

Solution to this puzzle in the 7/11/2022 issue. Call 1.800.794.0760 for a FREE subscription.

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

Play Online at Us e d C a r N e ws. co m

By Myles Mellor

Across 1. GMC SUV 4. Sports coupe from Hyundai 9. Kind of current, abbr. 10. Vectra maker 12. Chevy SUV 13. Pros 14. Home for as yet unsold cars 15. Ordinary 17. Nissan auto 20. Boxster and Macan 23. Some muscle cars 25. Approve silently 26. Acura coupe 27. Chevrolet sedan 31. “___ be nice to take a drive...” 32. South of Tenn. 33. Mercedes’ partner 35. Business degree, abbr.

• 50-year veteran of the industry • President from 1997– 2000 of ADT Automotive • Served as ADESA’s executive vice president of sales and marketing • Moorby & Associates 2006–present • NAAA Hall of Famer • IARA Circle of Excellence

taurants in this and other countries. Her infectious sense of humor was a joy to be around. It’s fairly well known that Alexis was an avid deep sea fisherwoman from the Keys to Hilton Head and many other countries. As a painter, I was proud to have one of my pictures of a Sailfish put next to an original Guy Harvey in her office. Her charitable interests are far too many to list here but her generosity was a thing of legend. David Bynum, who unfortunately is also deceased, and I helped run Chattanooga Auto Auction on her behalf for a short while. Some took advantage of her big heart; part of a quote on her memorial page says, “Not everyone whose lives she bettered deserved her generosity…” Those words should haunt the folks who diverted things to their own ends. Her loyalty was to be re-



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