IN THIS ISSUE: • NAAA • Quality Dealer • Wholesale Markets
There’s something about a fam
At Southern, I started from ground up. I worked in the body shop, I plowed snow. I learned to paint cars – well, I wouldn’t say I learned. My
Our challenges at Southern are no different than any other indepen dent auction, hotel busi ness or any other business in any other industry. Our challenge is in hiring and training employees. It’s the same for everybody, no matter what size you are. Our reputation has been built on the loyalty of out standing team members, of who I need more of, and great, loyal custom ers. That’s why Southern is where it is today.
UCN: What prompted you to start serving in NAAA?Hudkins:
Continued
work product was atrocious.
We have a finance company, a floorplan company that I spent a lot of time in. A lot of the auction business is operations, so I spent a lot of time out in the blazing heat. I learned everything about the busi ness and you never stop learning.
Hudkins:sale?
There’s an answer I like to give and then there’s the actual nuts and bolts. Peo ple talk about background, it’s in the area of their professional accomplish ments, for lack of a better term. I look at it different ly. I say I’m a husband and father. I’m a brother and a brother-in-law and uncle. I’m a son and son-in-law. That’s my background and the background of every one of our Professionally,members.I didn’t start out in this industry, I started out in the man aged care business, work ing for a large managed care provider in New York. I worked my way up and then worked for some en trepreneurial companies in that space. I went on to the private equity space and then came here to Southern Auto Auction. It’s been a 13-year wild ride of fun, learning, comradery and an incred ible experience that I cherish each and every day.
ily business that’s incred ible. It was started by Larry Tribble, Sr., who was my wife’s grandpa, and it’s now run by Larry Tribble, Jr.
USED CAR NEWS: Tell us about your back ground and how you got into the auto auction business?Hudkins: I grew up in northwest Alabama and the Richmond, Va., area.
Dallas9/12/2022
UCN Used Car News
MaterialDated-Rush CMYCYMYCMYMC UCN XLAA April Front Cover.pdf 1 8/11/22 4:01 PM
Southern has had a long history of serv ing in the NAAA. As an example, Larry Tribble, Sr. was a president of NAAA. Larry Tribble, Jr., him self was a NAAA presi dent and is a NAAA Hall of Famer. There are two other gentleman who have part of the auction who have served as NAAA presidents. So, it’s a rich history in serving and it’s about giving back. But it’s also about col laboration, learning and bringing us all back collectively together to on page 3 President Takes Reins in
UCN: What is it like working at one of the largest independent auc tions? What are the spe cific challenges for this type of
New NAAA
Garrison Hudkins is the incoming president of the National Auto Auction As sociation. He is also vice president of Southern Auto Auction in East Windsor, Conn.
serve our customers.
Auction News
I just happen to serve on the Ex ecutive Committee with others. But there are a lot of others beside me that are serving. It’s not about me being president, it’s about everyone else driving NAAA. That’s what it’s about. Getting involved, being a part of it and building the strategy, mov ing forward to continue to serve our customers.
Hudkins: When you sit on these
page 6 3
Not only is hiring a chal
lenge, but training and development once you get them in the front door is important. There’s a lot of things we can do as an association to train andTodevelop.geteven more granular than
that, let’s talk about training techs for the potential onslaught of elec tric vehicles (EVs) moving forward. To stick with EVs, what kind of in frastructure needs to be developed on
UCN: What do you enjoy best about serving in NAAA?
UCN: What are the biggest chal lenges for auto auctions and the industryHudkins:today?
NAAA President – Continued from page 1
Photo Courtesy of NAAA TEAM: NAAA incoming President Garrison Hudkins, (from left), NAAA CEO Tricia Heon, President-elect Eric Autenrieth, Chairman Charles Nichols, and incoming chapter presi dents Emily Barber, Brandon Thompson, Billy Willis and (not pictured) Nicole Graham.
9/12/2022
Continued
It’s very easy to sit back – with a professional organization, a home owner’s association or your kids’ sporting program or school – and talk about what works and what needs to be improved.
committees, there’s very clearly mutual respect, mutual admiration, fun and competition. But everyone wants to improve the association for our customers. We all share that. We’ve seen this in a lot of the work started with (past president) Laura Taylor, then Julie Picard, contin ued by Charles Nichols and now me. There’s a continuity that’s put in place where we build a plan and move the NAAA forward. That’s what it’s about. If you’re not a peo ple-person in this business, you’re probably in the wrong business.
Everybody wants to be part of it and they want to continue to keep the NAAA at the highest standard, the gold standard of the remarketing industry.
“But this is a member-driven orga nization where involvement has to happen by its members for the orga nization to move forward. Everyone should look to play a part.
“While there certainly were a number of challenges throughout the year, we managed to do pretty well as an industry,” Nichols said.
The visits to member auctions across the country were critical, as well as working with Eric Auten rieth, general manager of Carolina Auto Auction, who will serve as president-elect when Hudkins takes the reins, Nichols said.
28 |
“First and foremost, we want to send our congratulations to Tri cia Heon, who has wrapped up her first year (as chief executive officer of NAAA) and we’re most excited about the headway we’re making,” Nichols
ols said. “So, that’s really cool.”
Roundtable event.
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“Bel Air had its 75th anniversary this year and Southern Auto Auction had its 75th anniversary, too,” Nich
Nichols said he was fortunate with his travel schedule not to have missed too many of Bel Air’s sales.
As Charles Nichols was closing out his term as National Auto Auction Association president this month, he spoke about his time at the helm and the future of NAAA.
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 www.usedcarnews.comFax:800-794-0760586-772-9400CharlesM.ThomasFounder(1947-2002)LyndaR.Thomas,PublisherEmeritusColleenFitzgerald,Publisher Editorial: Jeffrey ManagingBellant,EditorEdFitzgerald,StaffWriter Advertising: Shannon Colby, Account Manager Tony Moorby Columnist: Circulation: subs@usedcarnews.com Production: Tom ProductionSavage,ManagerCeeLippens,WebMaster
By Jeffrey Bellant
“We’ve probably visited 36 or 37 locations this year. It’s been fantas tic to see all of the members and learn about what’s going on around our great industry.”
1 2 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 ts 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. Dealer communication only; not intended for retail purchaser. ©2021 JPMorgan Chase Bank, N.A. Member FDIC 21-014 (2021)
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Nichols said as the industry has moved out of the pandemic, he’s been able to reflect on how the as sociation and its members continue to“Ipersevere.gottotell you, this is one resil ient industry,” Nichols said. “The used cars fuel the market a ton. We’re most excited about being in this space. We have a lot of technol ogy at these auction facilities across the country. We have brick and mor tar that support independent and new-car stores.
Nichols Looks Back at Past Year in Leadership
Nichols, president of Bel Air Auto Auction in Bel Camp, Md., said he and Hudkins share something in ad dition to leading the NAAA.
“Personally, we had a lot of fun.”
• A broad range of vehicles — from economy to luxury — upstream and through auctions nationwide
He praised Southern as a “highperforming auction.”
He also was proud about how the board worked to further the goals of the association, even if the leaders were from competing auctions.
“But everybody stepped up and did their part,” Nichols said. “We have a great team at Bel Air Auto Auction.”
“We don’t talk about it a lot. But I think we should be very proud about where our industry is and what it’s done throughout these recent challenges.”
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“We wanted to make sure we en gaged early on, both Garrison and I, so that we were communicating at a very high level and working with Ju lie (Picard) outgoing chairman.
customers want
“Everybody’s working hard togeth er.”One big change this year was NAAA holding its spring meeting in conjunction with the National Au tomobile Dealers Association’s con vention.“Iwas very excited about this event,” Nichols said. “It was some thing we tried that was brand new.”
Nichols said during the past few years – not just during his term –NAAA has faced challenges and op portunities.Buthepraised the work of the en tire NAAA team.
NAAA Preview
“The year has been great,” he said. “It’s been great working with Presi dent-elect Garrison Hudkins. We’ve had an incredible ride.
Volume No.8
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It was a big change from Nichols’ year as president-elect where every thing was Microsoft Teams meet ings.As the country opened up, it gave Nichols and Hudkins a chance to go at “a robust pace,” including a recent NAAA board meeting in Nashville during the International Automo tive Remarketers Alliance Summer
CR OR SO S W D PAGE 14
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9/12/2022
“We’resaid.here to give back to our members and that’s what we’re ex citedNicholsabout.”said he can’t say enough about Heon’s performance, the way NAAA has worked to communicate with its members and its leaders, along with the effort of its volun teers.“It’s all about the hard effort all the way down the line,” he said. “I want to thank our executive committee and our board of directors.
By Jeffrey Bellant
Law Auto Sales started as a small used car lot in 1938 as Law and Kow alk. Francis Law started the lot with Frank Kowalk.
So, Law got together with Maurice Vancoillie, Harold Redford and oth er independents at the time. They worked together on behalf of deal ers and began lobbying lawmakers through the association to make a difference.Hetriesto do the same in his store.
Law said a friend once called him who had a nephew with no father in his“Helife.was low in self-esteem, no self-confidence,” Law said. “We hired him as a porter. He’s been loyal to us. We’re loyal to him.
When he turned 80, people told Law he had to replace him with a younger, more aggressive salesman,
“But he was loyal to us,” Law said, who kept him on. “He just passed away in November. He was getting
9/12/2022 5
Continued on page 6
Eventually, two of the brothers re tired and Vince relocated and incor porated Law Auto Sales in Wayne, Mich., just southwest of Detroit.
Law said he started out “young and ambitious,” and wanted to grow the business. But finance companies and warranty companies didn’t want to work with independents.
SHELBY TOWNSHIP, Mich. –Vince Law received the 2022 Michi gan Quality Dealer of the Year award during the Michigan Independent Automobile Dealers Association’s annual golf outing here in August.
The partnership split and Law moved his lot and renamed it Law Auto Sales. His sons, including Vince, grew up and started their own car stores, Hahne said.
He told a third story and choked up when he started it. The dealer ship hired a 50-year-old man as a salesman 30 years ago.
Michigan Honors Dealer State News
THE LAW WON: Vince Law (center), owner of Law Auto Sales in Wayne, Mich., receives the Michigan Quality Dealer of the Year award. He is pictured with Annette Chapman, executive director of the Michigan IADA and dealer Otto Hahne, the group’s president.
Otto Hahne, Michigan IADA pres ident, announced the award at the Cherry Creek Golf Club.
Law said another time, he hired a 16-year-old girl – a “timid young lady.” Her mom wanted a job for her and the girl’s dream was to be a school teacher.
That woman later acquired her master’s degree and now teaches second grade in Livonia, Mich.
The dealership is now a state-ofthe art facility with annual sales ap proaching $12 million.
“Our winner this year has held ev ery position on our board, from trea surer all the way up to president,” Hahne said.
“This is pretty humbling and I ap preciate it,” Law said. “I accept this award from a great association. I’m not accepting it individually but on behalf of our dealership, where we have a great team.”
“Well, he sold 269 cars last year.”
“She still comes back and works with us in the summer,” Law said.
Photo by Jeffrey Bellant
“We gave her a job, stuck with her, helped her study by giving her time off to pursue her dream,” Law said. “She worked for us for seven years and got her degree from Eastern Michigan University.”
We have a lot of people who are not afraid to tell me what’s wrong or how something needs to be im proved.Myresponse is, “Why don’t you get involved? Don’t sit on the side lines. Get involved.” I’m not afraid to say that to someone.
It’s called Lead University and it provides training about skills, maxi mized performance and productiv ity.You’ll see a lot of this in the con tent of the NAAA convention.
Hudkins: I think at its core, if you build it, they will come. You have to present a path to the membership showing why involvement works and why being part of the solutions for our customers is good for you, good for our customer and good for your business. It’s rewarding.
What will never change is provid ing trust, transparency and fidelity to the remarketing industry.
go to the team in Frederick, Md. (NAAA headquarters). Education is going to be a central theme.
But you can’t win if you don’t ap ply for the award, he said.
UCN: Anything else you would like to say that I haven’t asked?
Law said the award is a nice ac knowledgement for him and his team. The dealership has perse vered by doing the fundamentals, treating employees and customers with respect and giving everyone a fair shake, he said.
Michigan – Continued from page 5 IntegMetricaReflecro to logistica Data pin-defender ballOPTIM Z RETHE WOR K FLO W W IZ AR D R Y WOR K FLO W W IZ AR D R Y Meet The Vinkat. He doesn’t meer-ly improve remarketing processes, he optimizes them. Remarketing SuperPowers Sup er Power Sued p er Power ed re m ar k et i n reg m ar k et i n g PricingPurrrr-fectwww.autoims.com/blog.htmlYourFloorHere.
Hudkins: I think there’s a lot of great content at the convention in Dallas.It’sthe most relevant contempo rary content that I’ve seen at any conference in this entire space.
So, what do you do? You invest. You invest in your people and you invest in your customers.
UCN: Terms go by so fast, what are your goals for your term?
UCN: How do you encourage fel low auction GMs and NAAA mem bers to get involved and serve?
This is not a game of Whack-aMole. It’s a long game.
– Continued from page 3
“It feels great when a customer walks through the door and says, ‘I won’t buy a car anywhere else,’” Law said.
If someone has a passion for some thing, we have to get them involved. If they have a legislative bill in their state that is a headache, then we’ll say, “Let’s get you on the legislative committee, so you can be part of the solution.”That’show it’s going to happen.
Every time we meet someone as we travel around the country, we share some ideas and they all say, “How do I get involved?”
ready for work when he passed away.“We gave him dignity; we got his loyalty and that’s how we deal with people.”Hahne, who presented Law with the award, was a past winner of the honor and went on to win the 2019 National Quality Dealer of the Year.
9/12/2022 6
NAAA
In terms of the economy, the cen tral theme I hear from many NAAA auctions is that they are playing the longThey’regame. investing in their busi nesses now to be ready when vol umes do come back – and they will comeTheyback.are investing in their people and their technology.
There’s a lot of kudos that should
They’re investing in their process and their infrastructure to be ready.
“The award gets you a lot of ben efits,” he said. Hahne and past win ners market the award, gaining their businesses more credibility.
Auctions
to support the life cycles of these vehicles? How can we be prepared as an association and industry for when these vehicles start to show up.Advocacy also is a big part of it.
Some of the specific goals address safety, communication, privacy and EVs. I’m really proud of our leader ship development program.
Hudkins: My goals are the goals that the board has set. We had a fan tastic strategic planning session in January where the board collective ly laid out what we want to accom plish. It was built on the work that Laura, Julie and Charles started, that I agree with 100%.
So, we’ve added people to commit tees and to regional chapter boards.
I think there’s going to be a lot of excitement coming out of that con ference.
The association looks for success ful operators who have a strong team, with great customer service and those who serve the industry.
“I recommend dealers get involved in their association, especially a 20 Group.
Jerry Smith, owner, HJ Smith Automobiles, Hurst, Texas
“We sell about 15-20 cars a month on average, close to 300 a year. I’m not looking to expand, I’m comfortable.
INDIANA
“I’ve had people tell me they use GPS and starter in terrupts because they want
89/12/2022
“I spend an average of $350 to $400 on recondi tioning. I’ve got three bays and four lifts.
Sometimes the 18-month note might end up going 20 months, but at the end it’s still a success story.
“I just sold an ’08 Mus tang, with 185,000 miles for $8,995. This was a repeat, I bet we’ve sold that family five cars.”
“We were a sponsor for the Indy Arts Fest last year over Labor Day. The festival in cluded live mural painting, live car painting and artist demonstrations.“Thelastcar I sold was
“I’ve been in business 52 years. I started with my dad when I got out of school. We’ve been at this location for 40 years.
Victor Figlin, owner, Indy Auto Man, Indianap olis, Ind
“We spend an average of $1,100 on reconditioning a vehicle. We do the work ourselves unless it’s labor intensive and then we sublet it
“I’d say our customers give us an average down payment of $1,000 over 72 months.
Retail Markets
and then they own the car. That’s the formula for our success.“Iwent to a conference once and there was a guy speaking who told us it doesn’t make any difference what your terms are, the customer is only satisfied with the car for 22 months.
“This September we will have been in business 14 years.“During COVID the state of Indiana let us stay open. Everyone wanted to do ev erything online. People are definitely open to doing at least some of the transaction online.“Weare now trying to keep 280 cars on the lot. It is hard to find inventory. Right now, we’re selling about 130 a month.“We sell about 60 per cent sedans and 40 percent trucks/SUVs.“Rightnow, it’s shifted to us selling more domestics than imports. The domestics are more in the price range of what people can afford.
like to get cars that are 5 years old or newer, but we don’t mind if it’s 10 years or newer. We like to have them at around 70,000 miles.
“We went into COVID with a good inventory. We usually keep about 100 cars, but I had stocked up because it was tax time. So, we had about 125 cars on the lot. A lot of dealers weren’t pre pared for it. We actually had three record-high months.
to ‘train’ their customers to make their payments. But what I’ve found is that peo ple keep the same spending habits no matter what. I’m not going to train them. I have very few repossessions.
“We had to move up the mileage of the cars to sell in our price range, which is un der $10,000.
“We’re doing the auctions online. We were doing that
even before COVID. We use Manheim, Autotrader and others.“Wedon’t do any buy-here, pay-here. Zero.
“Weout.
TEXAS
“They asked me at the conference how many of my sales are delinquent. I said ‘hell, all of them are delin quent at least a day or two.’
a 2018 Honda Accord with 30,000 miles for $28,000.”
“We are 99 percent buyhere, pay-here. We’ve never sold the paper. But we offer 0% interest for 18 months
Compiled by Ed Fitzgerald
“We do business with sec ond- and third-generations of families. Sixty-five per cent of our business is re peat.“Ikeep payment cards. I have the software too, but I don’t type well so I use the cards. I can write conver sations on there. The pay ments are in black or blue (ink), but the conversations are in red. We get a guy who comes in and says, ‘I bought a car from you 15 years ago,’ and I can pull his card.
ADESA OctoberBoston7,14, 21, 28 508 626 7000
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
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951OctoberManheim724OctoberManheim623OctoberManheim2886Phoenix13,279077000Pittsburgh124525555Riverside11,13,25,276896000ManheimSeattleOctober192067621600ManheimSouthernCaliforniaOctober6,209098222261ManheimTampaOctober6,208006227292ManheimTexasHobbyOctober6,207136498233SouthernAAOctober128602927500
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“With our consignment, we get a few repos. But most are dealer consignment.
“For independent dealers, it’s gotten quiet. It’s the time of the year, with kids getting ready to go back to school. But I think the money is tightening up.
TEXAS
“I think we’ll be fine, though. People in this busi ness react pretty well to the market. People will just have to watch their expenses to make it.”
Ray Vickers, general manager, Farmington Auto Auction, Farmington, N.M.
“We’ve been in business since 1994. This November we’ll have our 28th anniver sary“Wesale.have two lanes. Vol umes have been average, re cently. We’ve been running between 60 and 100.
“We use Fastlane for our online sales.
“It’s gotten a little tough er over the last month. You used to be able to predict what would happen season ally, but we’re in uncharted waters now.
“New cars are selling above window sticker – and the window sticker prices themselves have been going up.“There’s going to be a reck oning day on that.
109/12/2022
cars per year. So, cars are getting ‘mileier,’ – people are driving them longer. Also, when people trade them in, they ‘need’ to trade them in.
“We have GSA in a sepa rate
“We have a GSA sale monthly. We had 96 in July, and Sept. 6th will be about 40. I think it will grow in the fall. I’m expecting a lot of cars. These are mostly trucks, vans and utility trucks. We do get sedans and SUVs. It’s a good mix.
“I think the average cost across the block here is close to $7,500 or $7,800. It was probably in the mid-$5,000s before the pandemic.
“Our average price across the block is $6,000.
“I’ve talked to some of our repo (sources) and they say it is going to be a bloodbath in September. They said the repos are going to be heavy.”
“On the retail side, busi ness has slowed up a little bit since the 4th of July. That’s probably a little bit normal.
Wholesale MarketsCompiled
hit. Also, what we were get ting for some of those nearly new one-ton trucks are even coming down some.
“There’s still a shortage of good used cars. All the deal ers still need good clean cars.
“I think going into the fall we’re still going to have a tax season. But we’ve never been in a situation like this before where we’ve dumped so much money on the street. Now all that money is gone.
“I don’t see where the gas prices have hurt the trucks.
by Jeffrey Bellant
NEW MEXICO
“At our Aug. 23 sale we ran between 200 and 240. (Prepandemic) that number would be between 350 and 400.“(Conversion rates) are in the low to mid-50s. It ain’t been that long ago, at the beginning of the pandemic we’d have a 75% or 80% sale. “You got to remem ber, through 2020, 2021 and 2022, auto production has been off 4 million-6 million
“Me and my business part ner Royce Williams opened the auction in April 2001. We have four lanes and we’re currently running three.
“At some point, you know, you’re going to have people – who in the past would nor mally trade every so often – will now be so far upside down, the question is will they even be able to trade for a new “Thecar?market is adjusting somewhat and it’s starting to go“Butdown.some models have crashed. I don’t know that you could even get rid of a dang Ford Expedition, hard ly. Three-quarter-diesels have also taken a pretty good
“Sales percentages had gotten up to 75%, but things have fallen off a bit – to 50% or“Volumes55%. are mostly newcar trades, though we do have a few repos, about 10%.
Wayne Cook, president, Greater Tyler Auto Auc tion, Tyler, Texas
“Insale.terms of the market, from guys I talk to, I don’t see much change in (newcar inventory) until the third quarter next year.
11_UCN.indd 1 8/30/22 2:47 PM
andWholesaleActualValuesResidualProjected 9/12/2022 BlackSource:Book Wholesale Numbers MY seg/type make/model/name 2021-09-01 2022-03-01 2022-09-01 2023-09-01 2024-09-01 2017 Car Toyota Camry 14200 15825 15850 12225 10125 2017 Car Honda Civic 13550 15250 15450 11550 9325 2017 Car Toyota Corolla 12450 14275 14175 11050 9100 2017 Car Nissan Altima 12025 13150 12225 9100 7300 2017 Car Chevrolet Malibu 14225 15100 13775 10025 7775 2017 Car Nissan Sentra 11250 12050 11100 8000 6325 2017 Car Hyundai Elantra 11400 12150 12200 8625 6500 2017 Car Ford Mustang 20350 19200 17325 13475 11300 2017 Car Ford Fusion 13750 15275 14175 10600 8525 2017 Car Hyundai Sonata 12900 13275 12900 9925 8175 2017 Truck Ford F150 29000 29100 27200 22750 19450 2017 Truck Chevrolet Silverado 1500 31500 31000 29250 24675 21175 2017 Truck Toyota RAV4 17575 19375 18325 14750 12575 2017 Truck Ram 1500 27500 28200 25200 20875 17925 2017 Truck Jeep Grand Cherokee 22350 22900 21050 15975 12625 2017 Truck Honda CR-V 20900 22525 21425 17125 14575 2017 Truck Chevrolet Equinox 14600 15400 14050 10475 8200 2017 Truck Ford Explorer 22675 24000 20800 16225 13250 2017 Truck Toyota Tacoma 29050 30350 28175 25025 22900 2017 Truck Ford Escape 13675 14275 13300 10025 8200 2018 Car Toyota Camry 17850 20150 19075 14650 12150 2018 Car Honda Civic 15300 17150 17750 13325 10775 2018 Car Toyota Corolla 14750 16325 16075 12550 10350 2018 Car Nissan Altima 14525 15850 14875 11125 8850 2018 Car Chevrolet Malibu 16175 17725 16050 11825 9175 2018 Car Nissan Sentra 13200 14575 13975 10175 7900 2018 Car Hyundai Elantra 13150 14450 14400 10100 7625 2018 Car Ford Mustang 21625 21125 19175 15100 12775 2018 Car Ford Fusion 16300 18350 16900 12600 10075 2018 Car Hyundai Sonata 15475 17125 15625 11875 9675 2018 Truck Ford F150 33800 32000 29700 25325 22100 2018 Truck Chevrolet Silverado 1500 34500 35200 32250 27375 23600 2018 Truck Toyota RAV4 20225 22300 20175 16525 14175 2018 Truck Ram 1500 31500 32000 28500 23525 20250 2018 Truck Jeep Grand Cherokee 24425 25625 24625 18575 14625 2018 Truck Honda CR-V 22750 25075 22925 18975 16275 2018 Truck Chevrolet Equinox 18950 20300 16700 12700 10075 2018 Truck Ford Explorer 25150 26700 25225 19750 16175 2018 Truck Toyota Tacoma 30775 33150 30450 27150 24925 2018 Truck Ford Escape 16325 17875 16175 12100 9850 2019 Car Toyota Camry 18825 22075 21700 16675 13825 2019 Car Honda Civic 17050 19000 19200 14550 12000 2019 Car Toyota Corolla 16850 18450 18350 14325 11775 2019 Car Nissan Altima 18600 20300 19450 14050 11100 2019 Car Chevrolet Malibu 18150 20000 18675 13850 10925 2019 Car Nissan Sentra 15650 17450 17900 12875 9850 2019 Car Hyundai Elantra 14600 16800 17000 12325 9300 2019 Car Ford Mustang 23725 23625 22025 17250 14500 2019 Car Ford Fusion 18250 19950 18850 14200 11475 2019 Car Hyundai Sonata 17675 19775 18825 14225 11500 2019 Truck Ford F150 36500 36900 34700 29625 25850 2019 Truck Chevrolet Silverado 1500 38500 39500 34500 29250 25575 2019 Truck Toyota RAV4 23875 25900 24750 20050 17375 2019 Truck Jeep Grand Cherokee 26975 28375 27300 21075 16925 2019 Truck Honda CR-V 25325 28000 25250 20650 17875 2019 Truck Chevrolet Equinox 20425 22050 18550 14400 11650 2019 Truck Ford Explorer 27950 28775 27700 22350 18725 2019 Truck Toyota Tacoma 33025 34950 33375 29700 27225 2019 Truck Ford Escape 18900 20400 19300 14675 11975 2020 Car Toyota Camry 20750 24500 23775 18350 15300 2020 Car Honda Civic 19000 21000 21950 16725 13850 2020 Car Toyota Corolla 18300 20500 21250 16775 13975 2020 Car Nissan Altima 20025 22250 21825 15975 12625 2020 Car Chevrolet Malibu 19650 22200 21525 15900 12650 2020 Car Nissan Sentra 18250 20225 19825 15000 12175 2020 Car Hyundai Elantra 16200 19075 19325 14375 11050 2020 Car Ford Mustang 25175 25400 23950 19375 16800 2020 Car Ford Fusion 20150 22475 21025 16050 13100 2020 Car Hyundai Sonata 21225 23900 20900 16175 13350 2020 Truck Ford F150 40200 40000 38500 33400 29575 2020 Truck Chevrolet Silverado 1500 41500 42700 39950 34075 29750 2020 Truck Toyota RAV4 25425 28625 27750 22600 19675 2020 Truck Jeep Grand Cherokee 31575 32425 30925 24425 19950 2020 Truck Honda CR-V 26850 30800 27875 23200 20250 2020 Truck Chevrolet Equinox 22150 24875 20425 16250 13475 2020 Truck Ford Explorer 33075 33775 31425 26150 22475 2020 Truck Toyota Tacoma 35200 36825 36650 32525 29725 2020 Truck Ford Escape 23000 24675 22875 17825 14900
Her experience led to the development of terrific ne
EXP LO RER AL TI MA A A N S A M I G ENE SIS BU G PE R L EAV E EG O O A EL M TA X BEN TL EY E L D A A CORO LL A EL AN DR A A T RED J I DB DA TS UN BA GS I A L E GAG LI NC OL N S AT URN L G A A L A I A XLE S O M CLA REN C I IS M D O E SE AT S IN F IN ITI 1234 5 678 910111213 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 1 23 456789 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 Solution to the 8/22/2022 puzzle Solution to this puzzle in the 10/3/2022 issue. Call 1.800.794.0760 for a FREE subscription. Play Online at UsedCarNews.comBy Myles
gotiating skills, paired with the protection of a junkyard dog. I can tell a (long) story about being kicked out of the Southampton Princess hotel in Bermuda during an NAAA meeting – my then two-year-old daughter re moved her bathing suit fol lowing a dip in the pool. It was an action considered lewd and following a verbal altercation in the lobby our family was asked to leave. (The Marriott put us up in their Presidential Suite!)
Our company was re nowned for the Client Advi sory Board meetings, taking place twice a year; one at the Long Beach Grand Prix, and the fall meeting was always held at a resort, typically in the East or Midwest. Seam less organization ensured that events took place with out attendees or presenters looking over their shoul ders. You know that allu sion about a duck gracefully gliding around the pond while her webbed feet were scrambling like crazy under the water? That’s the one that fits to a tee.
Two years later, Kim refused to conduct any meetings at their hotels. Offers came, better offers were made, bend-over-backward, nev er-again offers were made. We finally held our annual General Managers’ Meet ing in their flagship hotel in Acapulco at less than half price for everything!
For conventions, much is achieved by volunteers, committee members or spe cialists but someone still has to have the vision and organizational capacity to orchestrate the efforts. The National Auto Auction As sociation convention is an ideal example of the suc cessful herding of hundreds of cats by an extremely pro ficient staff at headquarters.
ganization. Reliability and creativity were personal resources that came to the fore and she took on the role of Meetings Manager, not only at the disposal of the office but as a resource for any company member.
I’ve known Kim for don keys’ years; we were col leagues at Anglo American Auto Auctions, later ADT Automotive where she grew through the administra tive ranks, helping to give a backbone to a growing or
assuring the best services were made available and to make certain the Asso ciation’s look and feel is first class. That comes with man agers who can sense what’s right and what won’t fit.
Across 1. Popular sports car, 2 words 7. Brand bought by BMW in 1994 10. Compass point, abbr. 11. Crossfire maker 12. Swedish import 14. Basketball associa tion, abbr. 15. Clancy’s black ___ 17. Card type 18. Hard to find 21. Spin 22. Goes with Mercedes 24. Ford SUV 27. Highway 29. Popular model 32. It’s 100,000 miles for Hyundai powertrains 33. William Penn state, abbr. 34. Historic time period 35. VW economy car 37. Vue and Aura, for example 39. Site for valuations, 3 words 44. Conferences showing new models technologiesand 45. Three-row, upscale SUV from Hyundai Down 1. Hyundai subcompact 2. Luxury Italian car 3. One or more 4. Bring back to former glory 5. Intersects 6. Surprise expression 7. Electric car maker 8. What it’s worth 9. Word with sun or moon 13. Venue and Kona, for example 16. Exercise training, for short 19. Make sense, with “up” 20. Where gases are ex pelled from a car 22. Former VW family car 23. Sound processor 25. A note to follow so 26. Jeep SUV 27. Royal Academy (abbr. ) 28. Electric charging 30. Savings account, abbr. 31. Designate 36. Butter holder 38. Gathered the fall leaves 40. “Keep a stiff upper ___” 41. Go on 42. Race segment 43. Building wing 14 TonyDisconnectedMoorbyJottingsFrom Tony Moorby • 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 & 2006–presentAssociates • NAAA Hall of Famer • IARA Circle of Excellence To see past columns from Tony Moorby, columnists/tony-moorbywww.usedcarnews.com/visit 9/12/2022
Some associations employ the services of an outside consultant or company –the International Automo tive Remarketers Alliance who just held their Summer Roundtable here in Nash ville, is such an organiza tion.Kim Glasscock has been responsible for their meet ing planning, through her own company, for years and a great job she’s done, too. This last effort for the IARA set all kinds of new standards for attendance, content and attractions, my spies tell me. Unfortunately I was unable to attend as I was out of town.
As a manager of a large company at one time, I’ve led many meetings and at tended more conventions than most people have had hot dinners! I always re marked that the success of a meeting is often gauged by how easily things are or ganized and how smoothly run they appear. The fact is that the ease for attendees is in inverse proportion to the amount of work that goes into the mix, sometimes months or years in advance.
Tony Long’s dedication to the IARA was secured by
Experience comes with time and is a most valuable asset. Mellor
