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November 21, 2016

Competition Grows Among Dealer Groups

REVVING UP: CarMax is hiring for a range of positions, inlcuding automotive service professionals. The company is ramping up hiring as it adds stores and competes with the growing number of dedicated used-car operations from publicly traded franchise groups.

By Ted Craig

CarMax Inc. continues to expand at a strong pace while its competition grows. The used-car superstore chain recently unveiled plans to build its largest multi-purpose facility. The 35-acre property located in Murrieta, Calif., will serve as a reconditioning hub that will feed inventory to several of the company’s stores in southern California. The location will also house CarMax’s first four-lane auction facility on the West Coast. In addition to production and auction services, the facility will

have a separate building for selling used cars to the general public. The location has the capacity to stock up to 400 vehicles at a time. CarMax is now hiring more than 250 associates to staff this location, which is the company’s largest hiring effort for one location to date. The store is scheduled to open in February 2017. CarMax will open another new Los Angeles area store in Palmdale in February where the company will hire an additional 60 associates. In addition, CarMax is recruiting for 2,500 positions in locations across the country. Of those, more than 1,200 positions are for auto-

motive service careers. CarMax also opened a store in Daytona, Fla., last month. All of this comes after AutoNation Inc. announced plans to get back in the used-car superstore business and Sonic Automotive Group Inc. announced it will continue to add Echo Park stores in several markets. AutoNation has identified 25 AutoNation USA potential sites in its existing markets, of which five are expected to open in 2017. The stores will give consumers the chance to buy AutoNation certified vehicles and have them serviced at any AutoNation location, including its franchise stores.

AutoNation will follow the same sales philosophy as CarMax, with no-haggle pricing and non-commissioned salespeople. AutoNation CEO Mike Jackson said the used-car stores are a response to the cyclical nature of new-car sales. “We need a strategy that allows us to take our destiny in our hands,� Jackson said. AutoNation had started out as a used-car-only company, like CarMax, but abandoned that strategy in 1999 when he closed all its standalone used-car stores over the course of the next year. Continued on page 10

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Wholesale Prices Continue Decline as Volumes Rise The long-expected surge in wholesale volumes is starting to push down usedcar prices. Average auction volume remains at higher levels than in previous years with volume in the third quarter averaging roughly 11 percent higher year-over-year, due to sustained high levels of lease-returned vehicles, Kelley Blue Book reports. Manheim reports that wholesale prices declined 0.7 percent in October when adjusted for mix, mileage and seasonality. Non-seasonally adjusted prices declined 2 percent during the month. The Manheim Used Vehicle Value Index stood at 126 for October, an increase of 0.6 percent from a year ago. “Wholesale pricing has shown some easing of late, but it is not particularly weak,” said Manheim chief economist Tom Webb. “This is in line with our beginning-of-the-year expectation as we fully expected the wholesale supply challenges would be more

daunting in 2017 and 2018 than in 2016.” Black Book reports that the average price of a used vehicle for model years 201115 depreciated by 2.9 percent in October, a noticeable single-month change from the 2.3 percent decline during September. Cars overall saw lower retention in October, ending the month down 3.2 percent compared with a 2.6 percent decline in September. Trucks as a whole finished down 2.6 percent in October. All vehicles are currently averaging a 12-month depreciation change of 16.8 percent. “We expect pockets of vehicles to see accelerated depreciation as the year comes to a close,” said Anil Goyal, Black Book’s senior vice president of automotive valuation and analytics. “Most car segments certainly fall into this category, but we’ll be paying special attention on those truck and utility segments that begin to show higher depreciation.” Compact cars saw the

highest drop in October at 3.6 percent. Vehicles in the compact car segment finished October averaging $8,393, an almost-20 percent decline from a year ago ($10,464). Small pickups saw the strongest retention in value, dropping just 0.6 percent from September. Trucks in the small pickups category finished October averaging $19,383, an 8.1 percent decline from a year ago.

Domestic cars are highlighting the typical accelerated depreciation typically felt entering the fourth quarter. Over the last three months, domestic cars have dropped 9.9 percent in value, averaging more than 3 percent per month decline over that time. Kelley Blue Book reports that rising manufacturer suggested retail prices (MSRPs) are not translating into

higher retention values for 1- to 3-year-old vehicles at auction. “Despite the average cost of a 1- to 3-year-old vehicle at auction remaining relatively unchanged over the past several years, the average retention value of these vehicles fell by roughly 4 percent in the third quarter,” said Sean Foyil, analyst for Kelley Blue Book.

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4 • November 21, 2016


NEWS BRIEFS Credit Acceptance Sees Higher Net Income for Latest Quarter

Credit Acceptance Corp. announced consolidated net income of $85.9 million for the three months ended Sept. 30 compared to consolidated net income of $74 million for the same period in 2015. Adjusted net income, a nonGAAP financial measure, for the three months was $92.4 million. For the nine months ended Sept. 30, consolidated net income was $245.2 million, compared to consolidated net income of $219.7 million.

Copart Expands on Coasts

Copart Inc. announced the activation of reserve land in Georgia and Virginia, in addition to the expansion of existing locations in the Carolinas and Florida. The land expansions and activations came as an immediate response to Hurricane Matthew, allowing Copart’s Catastrophe Response Team to provide even greater service in response to weather-related damage. In addition to new land added in response to Hurricane Matthew, Copart has already announced expan-

sions of existing locations in Florida and North Carolina, along with a new location in Georgia this year. The land has provided Copart the capacity needed to meet immediate demand brought on by extreme weather. Copart also announced the opening and first online auction at its 14th location in California. This is Copart’s sixth location in the southern California market.

About half of the active dealers attending a Manheim sale are now using Simulcast at least once a month. There was a 14 percent increase in overall transactions on OVE compared to prior year. Transactions facilitated by independent auctions were up 12 percent in the third quarter compared to prior year.

Chrysler Capital lease originations were $1.3 billion, down 17 percent. Chrysler Capital retail originations were $1.9 billion, down 39 percent. Net finance and other interest income was $1.2 billion, down 3 percent

IAS Buys AuctionVcommerce

PassTime announced the launch of the Elite 5, an LTE Cat 1-based telematics device serving consumer, franchise dealership, fleet and specialized finance company markets. The Elite 5 is the first LTE Cat 1-based GPS device certified on Verizon’s 4G LTE network. In addition, the Elite 5 will feature advanced power-saving functionality. PassTime has been a member of the Verizon Partner Program for nearly two years since launching a CDMA device on Verizon’s wireless network in 2014.

Integrated Auction Solutions has acquired a percentage of ownManheim Reports Increased Digital ership in AuctionVcommerce, Activity a provider of online auction inManheim’s third quarter Digital frastructure support services. Trends report shows a 45 percent rise in upstream and offsite transacThe company offers an online tions. clerk simulation and certificaMore than 416,000 vehicles were tion training system geared tosold through digital channels in the wards stabilizing the online bidthird quarter. ding experience, reducing block Nearly 85,000 average monthly us- errors and enabling clerks with the ers visited Manheim’s mobile web- skill to incite online participation. site and apps in the quarter, resulting in a 13 percent increase in traffic AuctionVcommerce will continue to over prior year. offer services to any auction looking In the third quarter, MMR on Mo- to advance its online initiative. bile generated more than 1.6 million visits, and VIN Scan was used more Santander Reports Results than 3.5 million times. Santander Consumer USA Holdings Simulcast continued to grow in the Inc. announced net income for the quarter with a 25 percent increase third quarter of $214 million. in transactions versus prior year. Auto originations totaled $5.2 billion.

PassTime Launches Advanced Device


Published By General Media LLC USED CAR NEWS (ISSN 1555-7413) is published at 24114 Harper, St. Clair Shores, MI 48080 Phone: 586-772-5200 or 800-794-0760 Fax: 586-772-9400 Charles M. Thomas - Founder (1947-2002) Lynda R. Thomas, Publisher Colleen Fitzgerald, General Manager Columnist: Tony Moorby

Editorial: Ted Craig, Managing Editor Jeffrey Bellant, Staff Writer Contributing Writers: Ed Fitzgerald, Jenny King, Sheila McGrath Advertising: Shannon Colby, Account Manager Marie Hingst, Account Manager

Circulation: Helen Thomas Production: Tom Savage, Production Manager Cee Lippens, Web Master & Graphic Designer

Vol. 22 • No. 16 Used Car News is published the first and third Monday of each month. 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

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

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November 21, 2016 • 5

ADESA Enters Chicago Market

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READY TO SOAR: ADESA unveils its latest facility, ADESA Chicago. The auction chain’s parent company, KAR Auction Services invested approximately $40 million to develop the site.

ADESA has officially opened its new ADESA Chicago auto auction. Parent company KAR Auction Services invested approximately $40 million to develop the auction. “As one of the largest car markets in the United States, Chicago is a top priority in our strategic growth initiatives,” said ADESA CEO Stéphane St-Hilaire. “There are nearly 1,100 car dealers within a 100-mile radius of our centrally located Hoffman Estates auction facility. Our goal is to provide our services to the majority, if not all, of those customers.” ADESA Chicago hosted its first sale Oct. 28. The auction is located between six major interstate systems and near O’Hare International Airport.

The 167,000-square-foot facility is built across 65 acres and is currently hiring 100 employees. During the first sale, customers were introduced to some of the new technology and services, including mobile iOS applications that allow dealers to pay for their vehicles, request post-sale inspections and get gate passes. In related news, KAR reported its third quarter financial results. For the third quarter, the company reported revenue of $773.8 million as compared with revenue of $666.7 million for the third quarter of 2015. Net income for the third quarter of 2016 increased to $54.4 million, as compared with net income of $52.3 million in the third quarter of 2015.

DealerSocket Launches New Tool for Independents By Ted Craig

SAN ANTONIO - DealerSocket rolled out its new Blackbird CRM and iDMS tools for dealers at its recent User Summit. Both systems underwent more than 18 months of user experience testing as developers studied exactly how dealers would use the software. The company says the result is an easy-to-use interface for even the highest-turnover dealership. “The software is customizable by role, so individual users have immediate access to the functions they use every day via a personalized, intuitive dashboard, said CEO Jonathan Ord. The iDMS tool is an integrated solution for independent dealers that includes accounting and desking, a finance portal, service shop management, workflow and queuing

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processes, and reporting analytics. “This platform can help small to mid-sized dealerships get to the next level, as well as allow larger stores to reach maximum efficiency in their operations,” said Jeff McCurry, director of product and engineering. “It will scale as the dealership grows, so it won’t be faced with future software decisions.” The platform incorporates aspects of the AutoStar and DEXDMS systems, two companies DealerSocket acquired last year. Dealers who used those systems will be able to reorganize past reports using new criteria The system is designed for buyhere, pay-here dealers, offering tools such as stacked promise-topay and dynamic queuing functionality. All the data for the system is stored in the cloud.

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6 • November 21, 2016


EPA Closes Junk Car Case


The U.S. Environmental Protection Agency has announced an agreement with High Plains Motors Inc., a General Motors dealer, resolving alleged hazardous waste violations related to the improper management of used oil, paint solvents, lacquer thinner, and other materials at an automobile dealership and service center at 331 Front Street in Wolf Point, Mont. As part of the settlement, High Plains Motors will pay a penalty of $5,758 and complete a junk vehiclerecycling project on the Fort Peck Indian Reservation. The High Plains Motors automobile dealership and service center is located on privately held land within the exterior boundaries of the Fort Peck Indian Reservation. EPA inspections in July 2015 revealed that the company had violated provisions of the Resource Conservation and Recovery Act (RCRA) by failing to label used oil containers and respond to releases of used oil at the facility. EPA inspections also found that the company failed to properly manage paint solvent waste, oil/water/antifreeze mixture, and lacquer

thinner on site. EPA issued High Plains Motors a compliance order on Sept. 29, 2015 and the company has since taken steps to secure compliance with hazardous waste regulations. This action resolves High Plains Motors’ liability for the alleged RCRA violations by securing a penalty and a supplemental environmental project that will recycle approximately 86 abandoned vehicles on the Fort Peck Indian Reservation. After seeking input from the Fort Peck Assiniboine & Sioux Tribes and EPA, High Plains Motors agreed to work with a local salvage company, Trader’s Den, to remove abandoned or inoperable vehicles on Tribal-owned property in the Wolf Point and Poplar areas of the Fort Peck Indian Reservation. These actions will remove potential sources of pollution from the vehicles, including oil, transmission fluid, coolant, brake fluid, gasoline, and batteries. High Plains Motors will properly dispose of or salvage all recovered materials and will deposit vehicles at a local junkyard for crushing and recycling.

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A federal grand jury indicted a former dealership manager for stealing more than $900,000 from Maloy Ford Lincoln and Maloy Automotive Group, which does business as Maloy Chrysler Dodge Jeep Ram in Jasper, Ala. A 15-count indictment filed in the U.S. District Court, charges Robert Edwin Maloy with one count of conspiracy, eleven counts of wire fraud and three counts of mail fraud. Maloy was the general manager and president of the Maloy Ford and Maloy Chrysler dealerships from 2010 until December 2013. Maloy held a minority ownership interest in Maloy Ford and Maloy Chrysler. Prior to holding the executive positions, Maloy operated a used-car dealership known as Maloy Automotive. As general manager and president, Maloy was responsible for the day-to-day operations of Maloy Ford and Maloy Chrysler, which included overseeing the monthly financial statements and entering into contracts and agreements with outside vendors on behalf of the dealerships. According to the indictment, Maloy agreed with an individual employed by Premium Dealer Products, a broker that sold vehicle service products, to inflate the cost of various items. The inflated cost, referred to as an “over remit-

tance,� was included in the amount charged to the customer, then paid to the vehicle service provider via the monthly Maloy Ford or Maloy Chrysler dealership checks. The overage then was passed back from the vehicle service providers to Premium Dealer Products, and finally was hand delivered to Maloy in the form of a check payable to Maloy Automotive. Maloy caused the checks to be deposited into the Maloy Automotive bank account, an account Maloy held that was unaffiliated with either dealership. Maloy concealed the over remittance checks payable to Maloy Automotive from the owners of Maloy Ford and Maloy Chrysler. Additionally, in 2009 Maloy, on behalf of Maloy Automotive, borrowed $250,000 from Access Insurance Services. The principal of Premium Dealer Products helped Maloy obtain the loan. Between April 2011 and April 2013, Premium Dealer Products withheld some of the over remittance funds from Maloy Ford and Maloy Chrysler and used the funds to make loan payments on behalf of Maloy for the Access Loan. The maximum punishment for wire fraud and bank fraud is 20 years in prison and a $250,000 fine. The maximum punishment for conspiracy is five years in prison and a $250,000 fine.

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8 • September 21, 2016



The National Independent Automobile Dealers Association’s annual Day on the Hill in Washington, D.C., continues to boost the group’s stature in the nation’s capital, members said. Independent dealers from across the country descended on Washington in September for the fourth year to meet with lawmakers, listen to regulators and make their pitch on behalf of the industry. The event is dubbed the National Leadership Conference/ Legislative Summit. “It was the best one we’ve had yet, by far,” said Shaun Petersen, NIADA’s senior vice president, legal and government affairs. “We had roughly 180 dealers and we were able to engage Congressional offices with 14 teams, including 10 state groups. The footprint that we were able to leave on the Hill was just fantastic.”

The Day on the Hill is the highlight of the event, when teams of dealers and association members meet with people from congressional offices to discuss legislative issues. Jeff Martin, executive director of the Texas Independent Automobile Dealers Association, said the event improves each year. “The biggest thing I think is that the states are

The group kicked off its National Leadership Conference with presentations by the Federal Trade Commission, Department of Labor and Department of Justice. Ralph Reed, president of public relations firm Century Strategies, was the keynote speaker.

taking more ownership, trying to build relationships (with lawmakers) at the state level,” Martin said. “It makes all the difference in the world if you know the legislator back in district before you walk into a meeting in Washington. “That way, they know a

CRUZ CONTROL: U.S. Sen. Ted Cruz, in shirt and tie (above), discusses regulation and recall issues with members of the National Independent Automobile Dealers Association’s Texas delegation during the group’s annual Day on the Hill event. In the photo below, Congressman Roger Williams (center), also a franchise dealer, poses with Texas IADA members. little bit about your business, they know about their district and they know you’re active in the community. It’s just an easier conversation.” Martin said Texas IADA has benefited from building relationships with its state lawmakers who have since gone on to become congressmen. It makes it easier to build on the relationship, he said. NIADA focused on two issues this year: recalls and regulatory concerns regarding the Consumer Financial Protection Bureau. The meetings came less than three weeks before a federal court ruled that the CFPB’s structure was unconstitutional. Petersen said the group was lobbying for the Financial Choice Act. That bill would rollback regulatory changes made as a result of the Dodd-Frank Act. Petersen said the bill would change the CFPB structure in terms of the director’s autonomy, creating a bipartisan structure similar to other regulatory agencies like the FTC and other agencies On the recall issue, Petersen said NIADA is opposed to any legislation that would prohibit dealers from selling vehicles

that have open recalls. One reason is that independent dealers have no control over recalls and repairs, which are determined by the manufacturer. Petersen said NIADA “strongly encourages” members to disclose the existence of any open recall and get it fixed if there is a fix available. NIADA is in favor of legislation that would speed up recall fixes, but legislative restrictions on the dealers do not accomplish that goal, Petersen said. The result of the presidential election may have an effect on NIADA’s efforts as Presidentelect Donald Trump has promised to roll back some regulations on businesses. “No one predicted that one party would control both chambers of Congress and the White House,” said Steve Jordan, NIADA’s chief executive officer. “We did not see that coming. It does put NIADA on offense and takes us out of a defensive position. We’ll have to see how it all plays out, but the landscape has definitely changed in favor of small business.” Jeff Baker of Car City in Grand Rapids, Mich., attended the event for the second time.

Baker chairs the NIADA’s Buy-Here, Pay-Here Commission that met in Washington. He said getting to meet with officials and interact with regulators is a rare opportunity. “It’s also good to get the chance to listen to the regulators,” he said. “To me that’s always extremely valuable and gives us a chance to ask questions. They’re not there to shoot at you. They’re there to try to help you. I find that extremely valuable.” Baker said people in D.C. “really do want our input.” He said lawmakers want to hear from the people in the field talk about the impact of legislation. “It doesn’t matter what side of the aisle they sit on,” Baker said. Baker said the NIADA is getting some attention as they make these lobbying visits an annual effort. “We’re starting to get a little traction,” he said. “The night before (visiting Capitol Hill) we had four or five congressman attend our cocktail party and speak to us.” Baker credited Jordan and Petersen for their prep work in making these successful and productive. He urges dealers to get involved. “We really are having an impact,” Baker said.

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10 • November 21, 2016


State Settles with Dealer Over Deceptive Ad Claims


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The Pennsylvania Office of Attorney General has reached a settlement with a Philadelphia used-car dealership, and its owner, alleged to have engaged in deceptive business practices, which included failing to honor coupons that advertised discounts on vehicle purchases. The settlement reached with Haim Shmilovitch, and his business, Eden Vehicle Marketing Inc., was the result of an investigation by the Office of Attorney General’s Bureau of Consumer Protection. The business is commonly known as Eden Auto Sales. The settlement calls for eligible consumers to receive restitution of $1,000 each. In order for consumers to be eligible, they must provide adequate documentation that confirms they purchased a vehicle from Eden Auto Sales and presented a coupon that was not applied to the purchase price of the vehicle. Consumers have until Dec. 16 to file a complaint for restitution with the Attorney General’s Bureau of Consumer Protection. According to the settlement, reached in the form of an assurance of voluntary compliance, advertisements for various vehicles offered for sale at the dealership included a coupon for “$1,000 to use as cash…” However, the coupons, in very small font, featured the words ‘up to’ to quantify the amount of the coupon.

Also listed in small font was the limitation that the coupon ‘must be presented prior to negotiations,’ the settlement alleges. It was also alleged that, in certain instances, Eden Auto Sales failed to apply a discount, whether it was the full coupon amount or a lesser amount, to the purchase price of the motor vehicles when consumers presented the coupons. Other deceptive business practices alleged in the settlement included the dealership advertising “Rates as Low as 1.9%” without stating that the rate was an annual percentage rate. Eden Auto Sales also allegedly advertised numerous vehicles for sale, with the statement “$0 DOWN,” but failed to include the terms of repayment and the annual percentage rate. It was also alleged that the dealership further stated in certain advertisements that “Dr. Credit has the prescription. Fix Your Credit Here!” without fully disclosing how they would accomplish that representation, according to the settlement. The settlement also required Shmilovitch and Eden Auto Sales to pay the state $2,000 in civil penalties and $2,000 in costs of investigation. The payment of civil penalties will be distributed to the Department of Treasury.

Superstores - from Page 1 Jackson said the issues that drove that decision, such as stores that were the wrong sale, “are resolved today.” Meanwhile, Sonic opened two more Echo Park locations in the third quarter and plans to open a sixth Colorado store in the first half of 2017. In addition, Sonic will break ground on its first Texas location in the first half of 2017 and plans to move into the Carolinas next year. Sonic CEO Scott Smith said the newest Echo Park stores are already at volumes the first two stores were at after six months. Sonic also purchased AutoMatch, a group of four independent usedcar stores in Georgia and Florida. Sonic will convert the AutoMatch stores into Echo Park operations. George Hoffer, an economist at the University of Richmond, said the moves by these large chains are part of a trend of new entrants into the used-car business. This trend includes start-ups such as Carvana, which just opened its 18th store,

this one in the Pittsburgh market. These new stores are taking advantage of new technologies as well as higher demand for used cars. For example, 75 percent to 80 percent of inventory at Echo Park stores is priced without human input. The question becomes what impact these stores have on existing dealers. “They won’t increase demand,” Hoffer said. “They will just shift where consumers buy their cars from.” Not all these new stores will succeed either. Asbury Automotive Group Inc. is struggling with its Q brand of used-car stores. “It’s an area where, quite frankly, we didn’t live up to our internal expectations,” said Asbury CEO Craig Monaghan. “And it’s going to get a tremendous amount of focus from us as we move forward.” Asbury is moving away from Q as a standalone brand and instead will combine it with existing brands under the Asbury umbrella.

11/14/16 4:26 PM


November 21, 2016 • 11

FTC Updates Used Car Guide to Include More Info The Federal Trade Commission has announced final amendments to its Used Car Rule. The FTC has sought public comments on a series of proposed changes to the Rule (formally known as the Used Motor Vehicle Trade Regulation Rule), which requires car dealers to display a window sticker, or “Buyers Guide,” on used cars offered for sale. The guide discloses whether the dealer is offering to sell a used car “as is” (without a warranty), or with a warranty. If the sale is with a warranty, the guide discloses the terms and conditions, including the duration of coverage, the percentage of total repair costs the dealer will pay, and the vehicle systems the warranty covers. In those states that do not permit “as is” used car sales, dealers must use an alternative Guide that discloses whether the sale is with a warranty or with implied warranties only. In December 2012, the FTC

sought public comments on proposed changes to the Buyers Guide as part of its systematic review of all of the agency’s rules and guides. In response to comments received, the agency sought comments on additional proposed changes to the Used Car Rule and invited comments on alternative approaches that public commenters proposed for the vehicle history disclosure and the “As Is” statement. The commission is revising the Buyers Guide by: •changing the description of an “As Is” sale; •placing boxes on the face of the Buyers Guide that dealers can check to indicate whether a vehicle is covered by a third-party warranty and whether a service contract may be available; •providing a box that dealers can check to indicate that an unexpired manufacturer’s warranty applies; •adding air bags and catalytic converters to the Buyers Guide’s list of major defects that may occur in used vehicles;

•adding a statement that directs consumers to obtain a vehicle history report and to check for open recalls. The statement also instructs consumers to: •visit for information on how to obtain a vehicle history report; and •visit to check for open safety recalls;

•adding a statement, in Spanish, to the English-language Buyers Guide, advising Spanish-speaking consumers to ask for the Buyers Guide in Spanish if the dealer is conducting the sale in Spanish; and •providing a Spanish translation of the statement that dealers may use to obtain a consumer’s acknowl-

edgement of receipt of the Buyers Guide. The amended rule permits dealers to use their remaining stock of Buyers Guides for one year after the effective date of the amended rule. The commission vote to publish the Notice of Final Rule in the Federal Register was 3-0.

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12 • November 21, 2016


PEOPLE IN THE NEWS ADESA Names General Manager ADESA announced that Kevin Rhoads has been promoted to general manager of ADESA Kansas City,

management experience overall. He has served as dealer sales and services manager at ADESA Kansas City since May 2014. Previously, Rhoads was the sales and marketing specialist at Naked Lime. Rhoads holds a bachelor’s degree from the University of Central Missouri.

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Kevin Rhoads effective immediately. The previous general manager of ADESA Kansas City, Harold Chapman, now leads ADESA Nashville. Rhoads has more than 15 years of experience in the automotive industry and more than 20 years of

Spireon Inc. announced the appointment of Todd Abbott, Carla Fitzgerald and Rick Gruenhagen to Spireon’s executive team, leading sales, marketing and technology functions respectively. Joining recently appointed CEO Kevin Weiss, the new leadership additions will be

instrumental in driving Spireon’s transformative next phase of growth. Abbott joins as chief revenue officer for Spireon, where he will accelerate revenue growth for the company’s current vehicle finance, new car, fleet and asset businesses, as well as open revenue opportunities in new business segments. He has over 30 years of experience in sales, service and marketing roles with notable companies such as IBM, Cisco and Avaya. Previously, Abbott was the president and CEO of Tely Labs. Fitzgerald joins as chief marketing officer, overseeing all corporate and product marketing functions, as well as Spireon’s brand evolution and entry into new mar-

kets. Prior to joining Spireon, Fitzgerald drove high-performance marketing teams and strategies at top technology companies in the wireless, enterprise and consumer software arenas, including CA and Quest Software, most recently serving as chief marketing officer at Smith Micro Software. Gruenhagen joins Spireon as chief technology officer, responsible for driving product and platform innovation for the company. He brings diverse technology expertise to the position based on key leadership roles at PayPal, Amazon and Microsoft. Gruenhagen most recently served as vice president of software engineering at Impinj.

CARS Recon Hires Senior Vice President Jamye Carpenter has joined CARS Recon, Inc. as senior vice president of human resources and technology. In this capacity, Carpenter will oversee human resources, social media, marketing and the advancement of CARS Recon technology. Carpenter comes to CARS from Red Mountain Technologies, where she most recently served as director of business development. Over the past 17 years, Jamye has worked in the automobile auction industry in various roles at Red Mountain Technologies. Carpenter serves on the National Auto Auction Association convention planning committee, the Inter-

national Automotive Remarketers Alliance standards committee, and has been active with the American Association of Motor Vehicle Administrators. Carpenter earned a bachelor’s degree in

Jamye Carpenter psychology from Auburn University and is currently attending Louisiana State University Shreveport working toward an MBA with a concentration in human resources.

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11/9/16 11:56 AM

14 • November 21, 2016



Kevin Bushong, president, Wholesale Auto Co., Midland, Mich.: “The dealership has been in business 54 years. It opened in October 1962. I’ve been here seven years as general manager and my wife, who is vice president, has been here nine years. “We bought it two months ago from the son of the original owner. But I’ve been in the car business my whole life. “We’re keeping 70 units. The dealership used to hold about 45 vehicles, but I ramped it up a little bit to increase numbers. “We’ve always sold a huge percentage of onhand inventory. So I figured if we want to sell 10 more a month, I’d have to have 30 more in stock. “Over the last couple of months, we’ve been selling about 45 a month. “I get vehicles from a lot of different places. Currently, I get a lot from OVE, SmartAuction and Man-

heim online simulcast. I kind of do it all. I’m the sales manager, F&I manager and do all the financing. So at night, I sit at home, use my iPad and log on to OVE and SmartAuction to buy vehicles. Then I send drivers to get them during the day. “We do straight retail, but we offer subprime financing strictly through Credit Acceptance. “In October, the average retail price on the lot was $18,000. A lot of that has changed just in the last couple of months. “The previous owner used to carry a lot of lowerpriced vehicles. I wanted to get into nicer, less-problematic vehicles down the road. We were having an issue with vehicles coming back, adding to our cost-ofsale since we had to repair them after. So I’m trying to buy nicer stuff. The mileage or year doesn’t matter. It just has to be a better quality vehicle. “Right now, our aver-

age model year is a 2009. Average mileage is about 60,000. We have a car with 6,000 miles and one out here with 240,000 miles. “SUVs make up 35 percent of inventory, 35 percent trucks and 30 percent cars. We carry 90 percent domestics. “Reconditioning costs are low. It’s around $250. Typically, what we’re getting is cars that have already been to the shop. “I ran a Ford store for 15 years, so I’m very acclimated to the franchise philosophy. We fixed them right and put them on the lot and (wholesaled them) at 60 days. “So I’m trying to buy those 60-day-old vehicles from a franchise that has already invested all the money to fix that car. “We do our recon here. We have one hoist and one technician that only does light, in-house work for cars that we’re prepping for the lot. “We do a lot of market-




Compiled by Jeffrey Bellant ing on Facebook. I put any commercial that we do on Facebook. “Our staffers are able to post three or four cars a day. Every special we do, we’ll have a (local new channel) commercial, and I post it on there. We also use AutoTrader, and Carfax. “We just sold a 2015 F-250 Super Duty that we delivered to Escanaba, Mich. It had 6,000 miles. We sold it for $29,600.”


Jon Schweitzer, owner, J&B Motors, Wood River, Neb.: “I’ve been in the car business for 45 years. I’ve been at this location for 16 years. “I keep 40 to 45 vehicles in stock. That’s pretty close to this time last year. “I get cars from new-car stores and the auctions. I get more from auctions because the new-car trades have dried up a bit. “I sell about 15 to 25, depending on the month.

“We don’t do buy-here, pay-here, just regular retail. “Average retail price is $6,000 to $10,000. Mileage ranges from 80,000 to as high as 200,000. “I have a mix of vehicles. I have 15 or 16 trucks, probably 10 SUVs and the rest are cars, I guess. “Over ¾ are domestics. It’s just the market. It’s what I do better with. “Reconditioning costs depend on what it needs. I would say it’s typically $300 to $400, at least. I do most of it myself, my son and me. “For advertising, we use CarGurus, and we use two local (shoppers), Wheels for You and Big Red Auto Book. “Sometimes we’ll support school sport teams. “The last thing we sold was a 2005 Chrysler Town & Country. “We also sold a 2005 Dodge Grand Caravan. It had 150,000 miles on it. We sold it for $4,000.”

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16 • November 21, 2016

WHOLESALE MARKETS they want. In other places, NEBRASKA Ryan Durst, vice presi- the new-car stores and the dent, Lincoln Auto Auc- used-car stores are doing horrible. I don’t know. tion, Waverly, Neb.: “We’ll be celebrating our Some of our stores had record months in the spring 25th year in 2017. “We’ve got four lanes and and summer, but it just kind of tapered off and lately it’s we’re running four lanes. “Volumes have been a been dead. “We’ve been killing it little lower than they were last year. We’re about 275 in sales percentage. I just to 300 weekly. We were do- looked at it. We were at 73 percent average of the year. ing a little better last year. “The new-car stores are We’re up about 4 percentjust not doing any busi- age points over last year. “We had a 77 percent sale ness. It’s been months of these guys struggling. on Nov. 9. We’re very fortuThey’re not selling cars and nate that way. The industry not trading for cars. It’s a average is about 50 to 51 trickle-down effect. We’re percent. “We can always use more getting cars from the same cars, but we pride ourguys, it’s just less volume. “People like to blame it on selves on being efficient the election, but we have a and getting cars in here presidential election every that will sell. The dealers four years. So I don’t know know when they come here if it has to do with the elec- they’ll have seven or eight chances out of 10 to buy a tion or not. “We’re in an auction 20 car. So that’s a big deal. “Usually, we’ll draw begroup, so I talk to guys from other auctions. In the tween 200 and 225 dealers Southeast, they say busi- in the lanes. We’re pretty ness is good; they’re just consistent. UCN-9x6-July.pdf 1 7/11/16 2:56 PM not selling the percentage “We are probably 90 per-

cent dealer trades, about the same as last year. The rest are repos, fleets and credit unions. “We also have a GSA account. We had a lot bigger volumes than normal this year. We’d run about 120 to 140 every three or four weeks. “We have one more GSA sale on Dec. 7. After that sale, it will be done until March or April. Those vehicles will be sedans, cargo vans, passenger vans, box trucks, heavy-duty trucks – just the gamut. “We use Edge Pipeline for online. It’s good, especially for the GSA. The online guys go crazy for this stuff. “We opened a box truck online at $12,000 a few weeks ago and it sold for something like $27,800. It was being bid at $200 increments on the Internet, just back and forth. “Our average price (for our regular sale) is about $4,200, which is the same as last year.

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“We look for great things in 2017.”


Dick Menendez, chief operating officer, Richmond Auto Auction, Richmond, Va.: “We’ve been in business 27 years. We have seven lanes and we’re typically running four or five. “The last few weeks, volumes have been off a little bit. While that’s typical of this time of the year, newcar sales are off now. When that happens, people are not trading. “Some people blame it on the election, but I don’t understand that logic. “If you need a car, you need a car. Who cares who’s going to be president? “Our volumes are off about 10 to 20 percent, so we’re running about 400 cars. “Our sales percentages are quite high. We’re selling at 73 percent. “This is the time of the year when people stockpile cars for tax season.


Compiled by Jeffrey Bellant “We have, on average, 230 or 240 unique bidders in the sale. “We have a significant mix of municipal cars and Virginia’s surplus vehicles. They make up a substantial fleet business for us. “The largest number of cars we sell are from newcar trades and financial company repossessions. “It’s 50 percent new-car trades and the rest (fleet/ lease/repos). “Our average bid price has been increasing for awhile. Over the last two years, it’s up in the neighborhood of 20 to 30 percent. “I feel really positive going into the end of the year and next year. “The unemployment here is lower than the national average, wages are rising and financing for vehicles is loose. It’s easier to get a car loan. “We think the overall values of the cars being sold are going up substantially over the next two years, 2017 to 2018.”

ut of o e l s s e ha h t s e k ta Copart on. i t i s i u acq y r o t n inve ble a l i a v a hicles e v 0 0 0,0 0 1 r e v O ons. i t a c o l U.S. 0 6 1 s acros ay at ide d u o t G d r e t e r l ea Get sta om /D

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ADESA Boston December 2, 16 508-626-7000

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Manheim New Orleans December 21 985-643-2061

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Manheim Detroit December 22 734-654-7100

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Manheim Fredericksburg Manheim Pennsylvania December 1 December 2, 16 540-368-3400 800-777-2053

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Manheim Fredericksburg Manheim Pittsburgh December 15 December 14 540-368-3400 724-452-5555

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Manheim Southern CA December 22 909-822-2261

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Manheim Detroit December 8 734-654-7100

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*The tradename “Subaru Motors Finance” and the Subaru logo are owned / licensed by Subaru of America, Inc. and are licensed to JPMorgan Chase Bank, N.A. (“Chase”). Retail/ Loan and lease accounts are owned by Chase. *The Jaguar word mark, the Jaguar logo, and Jaguar Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license. The Land Rover word mark, the Land Rover and Oval logo, and Land Rover Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license. Retail / Loan and lease accounts are owned by Chase. *The tradename "Mazda Capital Services" as well as the Mazda and Mazda Capital Services logos are owned by Mazda Motor Corporation or its affiliates and are licensed to Chase. Retail / Loan and lease accounts are owned by Chase. ©2016 JPMorgan Chase Bank, N.A. Member FDIC (16-038) 12/16

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2013 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

DOMESTIC CARS Buick LaCrosse 4D Sedan Cadillac CTS 3.6 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 base 4D Sedan Chrysler 200 Touring 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan

Feb-15 $16,800 $22,900 $10,400 $10,600 $17,450 $11,300 $11,150 $15,200 $14,950 $20,950

Aug-15 $17,000 $21,300 $10,250 $9,800 $17,500 $10,750 $10,450 $14,700 $15,000 $21,200

Feb-16 $14,800 $18,700 $8,450 $8,550 $14,600 $8,550 $8,550 $12,000 $12,800 $17,750

Feb-17 $13,175 $17,525 $7,575 $7,550 $12,975 $7,950 $7,375 $10,900 $11,450 $16,925

Feb-18 $11,500 $15,000 $6,475 $6,525 $10,775 $6,875 $6,175 $9,450 $9,650 $14,625

Feb-18 $16,750 $38,3325 $10,875 $8,950 $19,05 $3,800 $7,075 $8,675 $10,800 $7,325 $9,975 $8,300 $9,750

IMPORT CARS Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra base 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan

Feb-15 $21,200 $26,400 $54,650 $14,800 $12,400 $28,400 $31,200 $10,050 $11,750 $15,050 $11,000 $13,600 $12,200 $15,150

Aug-15 $19,700 $23,300 $50,300 $14,950 $11,600 $26,700 $28,100 $9,200 $11,150 $14,250 $10,200 $12,700 $11,200 $14,450

Feb-16 $17,800 $19,900 $42,800 $12,900 $9,950 $23,100 $23,900 $7,600 $9,800 $12,600 $8,600 $11,650 $9,750 $12,400

Feb-17 $15,925 $16,850 $38,175 $11,450 $8,675 $20,675 $21,950 $7,275 $8,600 $10,850 $7,700 $10,250 $8,475 $10,525

Feb-18 $13,375 $14,300 $31,800 $9,600 $7,325 $16,950 $18,775 $5,975 $7,525 $9,350 $6,600 $8,750 $7,225 $9,225

Feb-18 $27,575 $18,050 $8,575 $15,675 $19,625 $7,925 $12,475 $11,150 $17,125 $13,975 $13,875 $11,950 $12,500 $19,425 $14,425 $19,075 $9,150 $14,700 $16,225 $18,000 $16,525

TRUCKS BMW X3 XDrive28i 4D SAV Cadillac Escalade base 4D SUV AWD Cadillac SRX Luxury 4D SUV AWD Chevrolet Equinox LS 4D SUV FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D Utility 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D Utility AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6

Feb-15 $28,500 $41,150 $26,450 $14,750 $22,800 $27,700 $12,900 $19,000 $18,000 $26,200 $19,500 $20,500 $17,850 $20,100 $27,750 $22,600 $27,850 $14,300 $21,550 $22,300 $26,300 $22,350

Aug-15 $27,950 $41,350 $25,500 $13,700 $23,000 $28,500 $13,000 $19,000 $18,200 $27,000 $21,700 $22,500 $18,000 $18,650 $28,050 $22,600 $28,150 $13,550 $21,650 $23,500 $27,050 $23,650

Feb-16 $25,400 $36,900 $23,800 $11,150 $21,700 $27,300 $11,000 $16,300 $15,550 $23,300 $21,000 $20,400 $15,500 $16,050 $27,200 $21,400 $26,150 $12,300 $19,600 $22,300 $26,300 $22,100

Feb-17 $22,150 $32,075 $20,825 $9,925 $18,475 $23,300 $9,650 $14,100 $13,325 $19,750 $17,400 $17,225 $13,775 $14,550 $23,050 $17,550 $22,675 $10,850 $16,950 $19,625 $21,525 $19,475

Feb-18 $18,150 $26,625 $17,375 $8,150 $14,850 $19,000 $7,825 $11,850 $10,875 $16,250 $14,100 $13,850 $11,475 $12,100 $19,025 $14,250 $18,850 $9,000 $14,175 $16,125 $17,725 $16,600

DOMESTIC CARS Cadillac CTS 3.6 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 base 4D Sedan Chrysler 200 Touring 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan

Feb-15 $35,700 $11,700 $16,150 $18,850 $12,350 $12,300 $17,200 $16,800 $24,600

Aug-15 $37,200 $11,400 $16,600 $19,100 $12,100 $11,400 $16,200 $16,900 $24,000

Feb-16 $33,100 $9,550 $14,800 $15,800 $9,750 $9,750 $13,600 $14,550 $20,350

Feb-17 $29,625 $8,700 $13,550 $14,425 $9,225 $8,475 $11,825 $13,025 $19,175

Feb-18 $23,975 $7,475 $11,675 $12,300 $8,150 $7,200 $10,250 $11,100 $16,600

IMPORT CARS BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan 3.5 Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan

Feb-15 $30,600 $62,500 $16,300 $13,900 $31,400 $38,600 $11,000 $13,450 $17,250 $12,250 $15,200 $13,700 $15,750

Aug-15 $26,700 $60,700 $16,500 $13,200 $29,700 $37,800 $10,350 $12,550 $15,950 $11,350 $14,050 $12,700 $15,350

Feb-16 21,600 $53,200 $14,600 $11,550 $25,950 $29,300 $8,650 $11,050 $13,650 $9,650 $12,800 $11,200 $13,700

Feb-17 $19,600 $46,325 $12,850 $10,325 $23,175 $27,900 $7,450 $9,275 $11,625 $8,225 $10,700 $8,950 $11,500

TRUCKS Cadillac Escalade base 4D SUV AWD Cadillac SRX Luxury 4D SUV AWD Chevrolet Equinox LS 4D SUV FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D Utility Ford Escape SEL 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D Utility 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D Utility AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6

Feb-15 $46,700 $31,900 $16,550 $29,000 $29,800 $14,100 $20,800 $18,800 $27,900 $21,400 $21,800 $19,200 $22,050 $29,400 $24,200 $30,850 $15,150 $23,850 $23,200 $29,250 $23,500

Aug-15 $48,150 $32,250 $15,700 $29,300 $31,000 $14,500 $20,150 $18,400 $28,700 $23,700 $24,500 $19,200 $20,100 $30,100 $24,900 $31,150 $15,100 $24,000 $25,900 $30,400 $24,950

Feb-16 $43,850 $29,200 $12,700 $27,300 $29,200 $12,650 $17,500 $15,650 $25,300 $22,500 $21,500 $17,300 $18,400 $29,500 $22,900 $28,700 $13,450 $21,325 $24,300 $28,300 $23,550

Feb-17 $37,875 $26,050 $11,425 $26,050 $25,600 $10,950 $15,100 $13,525 $21,900 $19,900 $18,500 $15,000 $16,475 $25,275 $19,025 $25,175 $12,075 $18,875 $21,825 $23,550 $20,925



2011 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

DOMESTIC CARS Buick LaCrosse CX 4D Sedan Cadillac DTS 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 base 4D Sedan Chrysler 200 Touring 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln Town Car Signature Limited 4D Sedan

Feb-15 $15,550 $19,400 $8,800 $9,350 $15,100 $10,050 $9,200 $13,300 $13,500 $18,300

Aug-15 $15,050 $18,400 $9,150 $8,800 $15,000 $9,400 $8,900 $13,400 $13,300 $18,600

Feb-16 $13,150 $16,200 $7,750 $7,500 $12,450 $7,450 $7,200 $10,800 $11,300 $15,300

Feb-17 $11,825 $15,175 $6,825 $6,650 $10,950 $6,825 $6,550 $9,850 $9,900 $14,075

Feb-18 $10,000 $12,175 $5,675 $5,775 $9,550 $5,775 $5,450 $8,325 $8,100 $11,800

DOMESTIC CARS Buick LaCrosse CX 4D Sedan Cadillac DTS 4D Sedan Chevrolet Cobalt LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 Touring 4D Sedan Chrysler Sebring Touring 4D Sedan Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln Town Car Signature Limited 4D Sedan

Feb-15 $11,200 $16,200 $8,050 $8,150 $13,650 $9,150 $7,300 $11,600 $11,900 $18,950

Aug-15 $10,750 $14,050 $7,700 $7,700 $13,400 $8,200 $6,800 $12,100 $11,600 $17,400

Feb-16 $8,450 $11,000 $6,700 $6,250 $11,050 $6,550 $5,450 $9,800 $9,750 $14,675

Feb-17 $7,925 $10,425 $5,800 $5,675 $9,675 $5,900 $5,075 $8,975 $8,525 $12,700

Feb-18 $6,950 $8,550 $4,825 $4,900 $7,900 $4,975 $4,275 $7,725 $6,875 $10,400

IMPORT CARS Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra base 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan

Feb-15 $19,000 $23,200 $43,400 $12,050 $10,900 $22,400 $26,800 $9,000 $9,500 $10,800 $9,300 $12,300 $10,500 $12,600

Aug-15 $17,600 $20,100 $38,700 $11,450 $10,050 $20,200 $24,300 $8,050 $9,700 $11,000 $8,450 $11,550 $9,750 $12,000

Feb-16 $15,600 $17,600 $33,900 $10,150 $8,400 $18,150 $21,300 $6,600 $8,300 $9,400 $7,000 $10,600 $8,600 $10,450

Feb-17 $13,875 $14,275 $29,750 $9,225 $7,250 $16,700 $18,800 $6,375 $7,150 $8,050 $6,450 $9,275 $7,500 $8,825

Feb-18 $11,500 $12,150 $24,800 $7,975 $6,150 $14,025 $15,475 $5,125 $6,225 $6,925 $5,375 $7,900 $6,275 $7,750

IMPORT CARS Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Altima S 4D Sedan Nissan Sentra base 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan

Feb-15 $17,000 $16,900 $34,550 $10,700 $9,500 $19,000 $23,200 $7,950 $8,300 $9,600 $7,950 $10,500 $9,500 $10,950

Aug-15 $15,650 $16,100 $31,700 $10,100 $8,650 $17,400 $21,100 $7,000 $8,200 $9,500 $7,100 $9,450 $8,500 $10,300

Feb-16 $13,650 $12,700 $26,000 $8,950 $7,000 $15,200 $18,700 $5,450 $6,650 $7,750 $5,150 $8,550 $7,300 $8,750

Feb-17 $12,075 $11,600 $25,175 $8,175 $6,225 $14,150 $16,500 $5,225 $6,175 $7,075 $5,200 $7,625 $6,300 $7,150

Feb-18 $9,875 $9,575 $20,625 $7,075 $5,225 $11,950 $13,425 $4,425 $5,475 $6,200 $4,475 $6,525 $5,400 $6,025

TRUCKS BMW X3 XDrive28i 4D SAC Cadillac Escalade base 4D Utility AWD Cadillac SRX Luxury 4D Utility AWD Chevrolet Colorado LT Crew Cab 4WD Z85 Chevrolet Equinox LS 4D Utility FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D Utility 4WD Dodge Grand Caravan Express Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D Utility 4WD Ford Explorer XLT 4D Utility 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility 4WD Honda Odyssey LX Wagon Honda Pilot EX-L 4D Utility 4WD w/RES Jeep Grand Cherokee Laredo 4D Utility 4WD Jeep Wrangler Unlimited Sahara 4D Utility 4WD Kia Sportage LX 4D Utility Nissan Murano SL 4D Utility AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D Utility 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6

Feb-15 $26,100 $35,700 $23,050 $19,700 $11,250 $20,500 $25,400 $10,500 $18,500 $13,600 $22,800 $19,000 $18,900 $16,400 $17,350 $25,450 $21,500 $26,200 $12,850 $20,850 $19,500 $24,950 $21,500

Aug-15 $25,250 $34,700 $23,150 $19,250 $11,000 $21,000 $25,300 $10,500 $17,750 $14,100 $24,500 $20,000 $19,500 $15,750 $15,900 $24,950 $21,300 $27,150 $12,300 $21,100 $21,300 $25,800 $22,750

Feb-16 $22,150 $30,250 $20,250 $17,850 $9,300 $20,000 $24,800 $8,950 $15,200 $12,600 $20,500 $18,500 $16,800 $13,750 $14,050 $24,350 $19,650 $24,850 $10,850 $18,800 $20,300 $24,650 $21,075

Feb-17 $19,200 $26,425 $17,975 $15,250 $8,275 $16,350 $20,500 $7,750 $13,350 $10,750 $18,150 $15,975 $14,700 $12,200 $12,600 $20,300 $16,375 $21,075 $9,625 $16,075 $17,425 $19,800 $18,025

Feb-18 $15,700 $21,850 $14,775 $12,625 $6,775 $12,775 $16,725 $6,300 $10,800 $8,700 $14,825 $12,575 $11,825 $10,200 $10,450 $16,475 $13,300 $16,875 $7,925 $13,050 $14,000 $16,025 $15,000

TRUCKS BMW X3 XDrive30i 4D SAV Cadillac Escalade base 4D SUV AWD Cadillac SRX Luxury 4D SUV AWD Chevrolet Colorado LT Crew Cab 4WD Z85 Chevrolet Equinox LS 4D SUV FWD Chevrolet Silverado 1500 LT Ext Cab 4D Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D Utility Ford Escape XLT 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D Utility Honda CR-V LX 4D Utility 4WD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D Utility 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD 4cyl Nissan Murano SL 4D Utility AWD Dodge Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6 at

Feb-15 $23,650 $31,800 $19,900 $17,500 $9,700 $18,600 $23,000 $9,000 $17,000 $11,500 $22,000 $18,200 $16,500 $13,600 $14,000 $21,900 $20,400 $24,500 $11,150 $18,100 $17,700 $24,050 $20,700

Aug-15 $22,400 $30,100 $19,500 $17,000 $9,350 $19,000 $23,300 $9,000 $15,150 $10,900 $21,500 $17,500 $16,800 $13,150 $13,100 $20,450 $19,600 $25,100 $10,750 $18,650 $18,500 $24,350 $21,300

Feb-16 $19,400 $27,200 $16,950 $15,900 $7,950 $18,000 $22,300 $7,950 $12,550 $9,800 $17,100 $15,000 $13,300 $11,800 $11,900 $20,100 $16,900 $22,400 $8,950 $16,150 $17,500 $22,750 $9,750

Feb-17 $16,850 $22,875 $15,100 $13,350 $6,950 $13,900 $18,125 $6,825 $11,475 $8,250 $15,775 $12,825 $12,200 $10,500 $10,350 $16,750 $14,600 $19,275 $8,100 $14,025 $14,725 $18,425 $16,500

Feb-18 $13,750 $18,750 $12,300 $11,025 $5,650 $11,525 $14,650 $5,300 $9,400 $6,675 $12,875 $10,600 $9,400 $8,700 $8,525 $13,675 $11,850 $15,500 $6,675 $11,400 $12,075 $14,875 $13,450

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20 • November 21, 2016

DISCONNECTED JOTTINGS FROM I’m not going to write about the election results – you’re probably as sick of hearing about it as I am. A “no-win” for most people but a change for all, regardless.


England this morning who informed me that my great nephew’s school has banned the use of the word black in the nursery rhyme “Baa Baa Black Sheep.” They now

Tony Moorby

• 40-year veteran of the industry • President from 1997–2000 of ADT Automotive • Served as ADESA’s executive vice president of sales and marketing • Moorby & Associates 2006–present • Awarded the Ring of Honor by NIADA • NAAA Hall of Famer

I just hope the rioters have calmed down by the time this goes to press. The freedom they so earnestly desire has already been exercised, while they ironically bring more violence to a society that they say is going to get more violent. I’ll bet a pound to a pinch dog poop that most of them didn’t vote anyway. Mind you, I do look forward to less pandering to political correctness. I was speaking to my brother in

have to sing “Baa Baa Blue Sheep.” I kid you not. Now I’m as sensitive to people’s feelings as anyone but, seriously? The origin of this child’s song was to celebrate the difference in people. Black sheep were prized in the Middle Ages as dark clothes could be made from their wool without the necessity of dying and higher taxes were due on the fleeces. Mind you, the supposed origins of some nursery

rhymes can be pretty horrifying. The once-popular “London Bridge Is Falling Down,” some contend, refers to human sacrifices put in the foundations of the bridge in the belief that the remains would keep it standing. “My fair maiden (or lady)” refers to that sacrifice as being a virgin. No archeological evidence has yet been found to support (sorry) the theory. When you think of the words to “Rock-a-Bye Baby,” they’re pretty gruesome. Who would rock a baby in a treetop anyway? Of course the cradle and the baby would fall – duh! Fancy singing about that to a little baby. It’s said that it was an allegory for the Protestant Wind blowing from the Netherlands and William of Orange taking over the throne from King James II. “Ring a Ring of Roses” was a direct reference to the Bubonic Plague of the 1660s. Symptoms of the plague included round spots surrounding the bulges, or ganglions, on the body –

C R O S S WO R D Across 1. VW crossover SUV being released in 2018 4. What a buyer often does after purchase, 2 words 10. Rotating engine part 11. “Friday Night Lights” score 12. One of the factors rated by JD Power, how reliable is the car 13. Bolt’s partner 14. “Let it __”: Beatles tune 15. NSX sports car makers 17. Factor in price 18. Must- ____, a real bargain! 22. Testing area 23. Ford Transit Cargo and Chevrolet Express, for example


By Myles Mellor

24. Former Chevy family car 28. Get rusty 29. Fail to maintain 30. Big Mini 34. “___ cost you” 35. That __ the question 37. Makes invalid, as a warranty, e.g. 39. Adam, Corsa and Viva, in the UK 43. “Shine a Little Love” rock grp., abbr. 44. Gear tooth 45. Cream or canary 46. Itinerary info, for short Down 1. The Q5 is one of their popular models 2. Indy 500 segment 3. Nissan model 4. Bargain

the rings of roses. Constant sneezing also accompanied the disease – atishoo, atishoo. The stench of the dead and dying had people walking around with a sachet or handkerchief filled with dried flower blossoms, a posy, to obviate the smell at close quarters, as it was believed that the plague was transmitted by the odor itself. Actually it was carried by the millions of rats in the city and transmitted by the fleas that went from rats to humans. “London’s Burning,” often sung as a descant, recalls the Great Fire of London in 1666, which started in Pudding Lane and suitably ended in Pie Street. The good news was that it killed all the rats that carried the aforementioned plague. Perhaps the most gruesome was “Mary, Mary, Quite Contrary.” Mary is

Queen Mary l who was often the subject behind many of these ditties and she was a meanie; the “garden” is actually a graveyard, “silver bells and cockleshells” were nicknames for very gory articles of torture and “little maids” were executioners’ axes – multiple executions were a commonplace affair often taking place at noon when the first axe would fall on the first strike of the bell of Bow Church and the last on the twelfth. Jack and Jill was no more than a reference to adultery gone wrong and the dire consequences, which follow ‘climbing the hill’; Jack falls over and cracks his skull (crown) and Jill dies in childbirth. It seems the folks of yore avoided direct political references too. Thank goodness we live in a more civilized society – or do we?

To see past columns from Tony Moorby, visit Digital version available at

5. It goes on a cake 6. You can check it in the Kelley Blue Book 7. Put out 8. McKinley, for example 9. Ford SUV 14. Market pessimist 16. Setting up in a particular way with specific features 17. According to, 2 words 19. Compact crossover from Honda 20. Chevy subcompact 21. Adjust one’s wheels 24. Chinese auto manufacturer 25. Toyota SUV 26. Italian auto maker 27. Fashionable trends 30. Honda compact 31. Newport, state 32. Business degree 33. Rule out























19 22









33 35






34 36





36. Pronoun for a car 38. Saturn model 39. CD control, for short 40. Numero ___ 41. A pint, maybe 42. You might drive a car onto it or off it


Solution to the 11/07/2016 puzzle

Solution to this puzzle in the 12/05/16 issue. Call 1.800.794.0760 for a FREE subscription.

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USED CAR NEWS December 5, 2016

Tax Season Preview Deadline November 23

December 19, 2016

Year In Review Deadline December 8

January 2, 2017

Forecast Deadline December 22

January 16, 2017

NADA Convention Deadline January 5

February 6, 2017

Dealer Life Deadline January 26


11/14/16 10:13 AM

22 • Novemnber 21, 2016



Compiled by Jeffrey Bellant


ENTERPRISING AUCTION: Enterprise Holdings’ Anthony Jardina (from left), Mike Hall and Joe Jacobs present an award to Manheim Ft. Lauderdale’s Kerensa Allen, Tommy Ruston and Ryan Mason.

Enterprise Holdings, which operates the Enterprise Rent-ACar, National Car Rental, and Alamo Rent-A-Car brands, honored Manheim Fort Lauderdale with its annual Auction Achievement Award. On behalf of the 200-person team, Manheim Fort Lauder-

dale General Manager Ryan Mason accepted the award recognizing partners that provide a superior level of support to Enterprise Holdings’ remarketing strategy. “Our clients are number one at Manheim,” Mason said. “Our team members have worked very hard

to help Enterprise Holdings meet its sales goals and prepare its vehicles for the best possible return. We appreciate this important recognition.” Manheim Fort Lauderdale provides many services for Enterprise, specifically concentrated on inspections and reconditioning. As Enterprise’s highest volume seller, Manheim Fort Lauderdale sells close to 4,000 vehicles annually through several channels, including in-lane, Simulcast and OVE. These annual awards are given to a number of U.S. automotive auctions based on key metrics such as client service levels, marketing and reconditioning, planning, sales percentage and vehicle retention. Enterprise Holdings conducts business with more than 300 locations nationwide and sells close to 1 million units each year.

Auction Opens New Recon Center XLerate Group announced the debut of Charleston Auto Auction’s new 6,500-square-foot detail and reconditioning center. This facility further augments Charleston Auto Auction’s capabilities to serve both dealer and institutional clientele. “For years, Charleston has provided its dealer and institutional clients with exceptional service, despite not having a dedicated reconditioning facility,” said XLerate CEO Cam Hitchcock. The detail shop offers a multi-line production process. Next to the detail shop is a 3,000-square-foot building that houses fleet-lease operations and is available to Charleston’s auction partners. “Our new detail and reconditioning facility brings exciting new capabilities and supports our continuing growth,” said Laura Taylor, general manager.

We invite news items and top-quality photos from our readers to be considered for “Around the Block.” Please include the name of a contact person and a telephone number. Send items and photos to: Jeffrey Bellant. Mail: Used Car News, 24114 Harper Ave., St. Clair Shores, MI 48080. Fax: (586) 772-9400 e-mail:

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