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December 19, 2016

www.usedcarnews.com

2016 MOVERS AND SHAKERS

Chuck Bonanno

Mike Browning

Mike Dewine

The veteran buy-here, pay-here consultant

As president of the National Auto Auction

The Ohio attorney general continued as one

joined the National Independent Automobile

Association, Browning oversaw the group’s

of the most active prosecutors in the nation

Dealers Association late last year as national

inaugural presentation of Auction of the Year

when it came to going after used-car dealers.

director of twenty groups and seminars for

award, recognizing auctions that give back to

DeWine filed suit against eight dealers in

NIADA.

their communities. That’s a topic Browning

the past year. On May 26, DeWine announced

learned about first-hand when he was general

he would seek the Republican nomination for

manager of Manheim New Orleans in 2005.

governor of Ohio in the 2018 election.

Bonanno’s hire was part of NIADA’s acquisition of Leedom & Associates LLC.

Creditors Tighten As Delinquencies Rise However, the New York Fed’s analysis shows an underlying problem in those numbers. The 90-plus day delinquency rate for auto finance companies worsened by a full percentage point over the past four quarters, while delinquency rates for bank and credit unions improved slightly. Finance companies focus more on subprime consumers, most of whom are buying used vehicles. “The worsening in the delinquency rate of subprime auto loans is pronounced, with a notable increase during the past few years,”

states a recent blog post by the New York Fed. Experian also sees an increase in 60-day delinquencies, but the firm reports that financing for subprime consumers fell in the third quarter for both new and used sales. The steepest drop came at the lowest end of the spectrum. Financing for deep-subprime new-car buyers dropped to the lowest level since 2011 and for used buyers it was the lowest Experian recorded since tracking began in 2007. The average credit score for new-

car buyers climbed to 712 in the third quarter, marking the first time average credit scores for new vehicle loans rose since hitting a record high of 723 in the second quarter of 2012. For used vehicle buyers, the average credit score jumped five points to 655. “For anyone making doomsday predictions about a subprime bubble in the auto industry, the third quarter provides a stark reality check,” said Melinda Zabritski, Experian’s senior director of automotive finance.

Rush - Dated Material

A recent uptick in delinquencies for subprime auto finance is raising some concerns, but finance sources appear to have already taken steps to avoid larger problems. Auto loan originations in the third quarter remained at the high levels seen over the past six quarters and comparable to the peak seen one year ago, the Federal Reserve Bank of New York reports. Despite the increase in originations, the overall 90-plus day delinquency rate for auto loans increased only slightly through the end of September to 3.6 percent.

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USED CAR NEWS

December 19, 2016 • 3

Thieves Use New Technology to Steal Vehicles The National Insurance Crime Bureau (NICB) says new technology is being used to not only unlock and open vehicles, but to also start and steal them. NICB recently obtained one of the so-called “mystery devices” that the public was irst warned about over two years ago. At the time, thieves were being seen on security cameras across the country, using unknown devices to unlock vehicles and steal valuables inside. In recent months, NICB has noted reports of thieves not only opening the vehicles, but also starting them and driving away. The device obtained by NICB was purchased via a third-party security expert from an overseas company. It was developed by engineers in an efort to provide manufacturers and other anti-theft organizations the ability to test the vulnerability of various vehicles’ systems. Called a “Relay Attack” unit, this particular mod-

el only works on cars and trucks that use a keyless remote and a push-button ignition. In a series of unscientiic tests at diferent locations over a two-week period, 35 diferent makes and models of cars, SUVs, minivans and a pickup truck were tested. The bureau partnered with NICB member company CarMax. Tests were also done at a new-car dealership, an independent used car dealer, at an auto auction and on NICB employee vehicles and ones owned by private individuals. The vehicles were tested to see if the device could: • Open the door; • Start the vehicle; • Drive it away; and • Turn of and restart the engine without the original fob present. The NICB was able to open 19 (54 percent) of the vehicles and start and drive away 18 (51 percent) of them. Of the 18 that were started, after driving them away and turning of the ignition, the

THEFT TECH: Staff from the National Insurance Crime Bureau demonstrate how thieves can use high-tech devices to steal cars.

device was used to restart 12 (34 percent) of the vehicles. NICB says there are a number of diferent devices believed to be ofered for sale to thieves. Some use diferent technology and may work on diferent makes and models and ignition systems. More expensive models may have a greater range and

better capabilities for opening and starting a vehicle. “We’ve now seen for ourselves that these devices work,” said NICB CEO Joe Wehrle. “Maybe they don’t work on all makes and models, but certainly on enough that car thieves can target and steal them with relative ease.” NICB chief operating of-

icer Jim Schweitzer, who oversees all NICB investigations, said vehicle manufacturers must continue their eforts to counter the attacks on anti-theft technology. “Vehicles are a valuable commodity and thieves will continue to wage a tug of war with the manufacturers to ind a way to steal them,” Schweitzer said.

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4 • December 19, 2016

USED CAR NEWS

NEWS BRIEFS XLerate Adds Another Auction The XLerate Group announced that it has added a new member to its auction family with the acquisition of Lone Star Auto Auction. The Lubbock-based auction joins XLerate’s existing Texas locations in Dallas, Austin (2) and El Paso. XLerate Group also maintains sales in California, Florida, South Carolina, Michigan and Wisconsin. Jim McNulty owned the auction. Dale Martin and his LSAA team will join XLerate’s operating management team. LSAA commenced operations in 1985. The auction operates a seven-lane arena, reconditioning facility and mechanical shop situated on approximately 111 acres.

DealerSocket Offers Insurance Option DealerSocket’s newly launched iDMS platform for independent dealers has integrated with FetchAQuote.com (also known as Fetch), an electronic auto insurance service. Fetch is accessible to iDMS users without a login or password, simply by clicking the “More” icon and choosing “Save Customers Money on Car Insurance” within the Deals module in iDMS. Independent dealers can use Fetch

to help their buyers secure afordable car insurance quotes in a matter of seconds. Customers then select the coverage they prefer and purchase it on the spot.

Consumers Want to Spend Less Time at Dealerships A new survey of auto dealers, ielded by ELend Solutions, shows a distinct disconnect between actual start-to-inish transaction times in the dealership and what dealers believe is the “ideal” time consumers should spend in a dealership buying a car. The survey also found that unengaged wait time in the dealership outpaced negotiation as the biggest consumer pain point in the car buying process. More than half of respondents report an over two-hour start-to-inish transaction time. About 10 percent report an under one-hour start-toinish transaction time. Ideally, 79 percent want an under two-hour process. Time spent in F&I was cited as the top pain point by one in four dealers. Nearly 60 percent of dealers indicate wasted consumer time is potentially their biggest CSI issue. Seventy-three percent of those

surveyed agree that the greatest ob- the top nine lenders in the nation, stacle to success in F&I and CSI is according to data from AutoCount, the time it takes to complete the F&I and CU Direct. portion of the car buying process. Over half wait to pull credit until Byrider Names Top Stores well into the purchasing process. J.D. Byrider recognized winners of the company’s annual awards at its Credit Unions Grow as Auto Finance November convention in Scottsdale, Source Ariz. CU Direct has helped its credit The Franchise of the Year winunion partners collectively become ners were chosen in three categories the second largest auto-inancing – Single (one location), Mid (twosource in the nation, surpassing Ally three locations) and Multiple (more Bank. than three locations). In aggregate, the more than 1,000 The winners were: credit unions using CU Direct’s • Single: Keith Kocourek for his CUDL Lending Platform have been location in Wausau, Wis. the nation’s third largest inancing • Mid: Barry Biggers and team for source the previous two years. Auto lending now makes up one their locations in Pearl and Jackson, third of credit unions’ total loan Miss. • Multiple: Russ Larson and team portfolio, and has the fastest rate of for his eight locations. This is their growth among all credit union portfolio segments, including irst time 11th-consecutive Franchise of the mortgages, according to CU Direct Year award. data. Credit unions as a whole continue to be a major force in the auto lending space, holding 22 percent of market share, according to AutoCount. Credit union lenders on the CUDL Platform are experiencing the highest loan origination growth rate (15.4 PAGE 15 percent) of any auto lender among 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 www.usedcarnews.com 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. 17 Used Car News is published the irst 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 irst time advertisers must accompany the insertion order. Distribution is guaranteed by the USPS. he advertising reservation deadline is 12:00 noon hursday, 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 speciications please email colleen@usedcarnews.com.

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

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12/9/16 3:49 PM


USED CAR NEWS

December 19, 2016 • 5

Ally Gathers Dealers, Staff to Build Bikes for Kids Ally Financial joined with local nonproit organizations to build and donate bikes to Miami children for the holidays. The bike-building event was part of a leadership training conference for auto dealers, called Ally Automotive Leadership Academy. During the conference, more than 100 people gathered to hear a panel of dealers and Ally representatives discuss the importance of giving back to their communities. They then divided into several groups to assemble 22 bikes. After the bikes were assembled, the Boys & Girls Club of South Beach arrived with a special surprise – a bus full of children who selected their new bikes in person. “This event was meaningful for both the dealers who attended the conference and built these bikes and the local children who came to pick out their special holiday gift,” said Jacqueline Howard, director of corporate citizenship at Ally Fi-

nancial. “One of our goals at Ally is to spread awareness to our dealer network about the importance of giving back, not only because it has positive reputational and business impacts, but also because it’s the right thing to do. “We want to encourage and support dealers in their eforts to give back, and this event was a great example.” Charitable giving was a new topic for the Ally Automotive Leadership Academy conference, which was held recently in Miami. The topic was chosen because of Ally’s focus on corporate citizenship and the company’s belief that charitable giving can help to strengthen and enhance the reputation of a dealership in its community. “This was such a heartwarming surprise for our kids,” said Ronny Vera, director of the Boys & Girls Club of South Beach. “There is a great need in our community, and we are thankful not only for Ally’s donation of bikes, but also that the

company is inspiring other businesses across the country to get involved and make a diference.” The Ally Automotive Leadership Academy launched in 2015. It aims to gather dealers from across the country for in-depth training on topics of interest to auto professionals like F&I management, leadership and compliance education.

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6 • December 19, 2016

USED CAR NEWS

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Yes, people really do give cars with a bow on top. The Car Bow Store is a familyowned company that has built a business of manufacturing giant car bows at its Warminster, Pa., headquarters. Founded in 2009, the company sells over 25,000 giant bows per year. “We have had customers tell us that the recipients are more excited about the bow than the car itself,” said president Michael Rudolph. “The car bow is the inishing touch that shows how much you care.” Car Bow Store’s large bows are popular all year round for birthdays and gifts, but sales increase dramatically around graduation time and Christmas. About 40 percent of the company’s sales are direct to consumers for gift giving occasions. However, the majority of the business is providing car bows to thousands of car dealerships around the world that are looking to dress up their showrooms for the holiday season.

Feds Say Manager Stole $2 Million from Store ST. LOUIS (AP) – The former general manager of a suburban St. Louis car dealership is accused of defrauding the company, causing nearly $2 million in losses. The U.S. Attorney’s oice in St. Louis announced the indictment of 42-year-old William Cafarella, now living in Davie, Fla. Cafarella was general manager of West County Honda in Ellisville, Mo., a city west of St. Louis. Carafella received monthly bonuses from the dealership equal to 10 percent of proits. Federal prosecutors say that from

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“December is the busiest month for new car sales,” Rudolph said. “Car dealers use the bows to decorate their showrooms for the holiday season and often include a bow to close the deal.” Car Bow Store is a division of MBR Marketing, a company that sells supply items to the automotive industry. “We never thought that car bows could be a business,” Rudolph said. “We started with one product, which has now developed into a substantial manufacturing business with many diferent colors and styles of bows.” Rudolph believes that the key to his company’s success is innovation and attention to detail. “Every year we develop several new styles of car bows, which allow us to stay ahead,” Rudolph said. “We also proudly manufacture our bows 100 percent in the United States from U.S. materials, which means that our quality, craftsmanship, materials, and quality control are light years ahead of the competition.”

September 2011 through June 2013, Cafarella misrepresented the profitability of the dealership by lying about the sale of 308 cars, causing manufacturer’s warranties to begin on each vehicle. The U.S. Attorney’s oice says the scheme netted Cafarella nearly $400,000 and cost the dealership $1.8 million. The indictment also accuses Cafarella of taking more than $50,000 in bribes and kickbacks. The FBI and the U.S. Postal Inspection Service are handling the investigation.

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8 • December 19, 2016

USED CAR NEWS

YEAR IN REVIEW 2016 SAW GROWTH OF REGULATION, VOLUMES This was the year that the publicly traded franchise groups decided to get into the used-car business in a big way by opening their own dedicated superstores. Penske Automotive Group

kets, of which ive are expected to open in 2017. Wholesale prices inally started their decline this year as more and more oflease units come into the market.

Consumer Financial Protection Bureau has authority over all of them. In February, Herbies, a standalone buy-here, payhere dealer in Greeley, Colo., was ordered to pay $700,000 in restitution to harmed consumers, with a suspended civil penalty of $100,000 to settle a suit from the CFPB. Those consumers were harmed, the CFPB says, by the dealership concealing inance charges and the real cost of credit. SO LONG, 2016: This year, clockwise, auctions started to see a great influx of vehicles as more cars came off-lease, dealers continued to grapple with enough regulations to fill up 39 feet of paper and the National Independent Automobile Dealers Association once again lobbied Congress.

became the latest when it signed an agreement in December to acquire CarSense, a stand-alone specialty retailer of used vehicles in the U.S. CarSense has been in operation since 1997 and has ive locations operating in the Philadelphia and Pittsburgh, Penn., market areas, including southern New Jersey. The Penske move came about a month after AutoNation Inc. announced it would launch AutoNation USA, a chain of standalone pre-owned vehicle sales and service centers. AutoNation has identiied 25 AutoNation USA potential sites in its existing mar-

Wholesale used vehicle prices (on a mix-, mileage-, and seasonally adjusted basis) declined 1 percent in November. This brought the Manheim Used Vehicle Value Index to 124.7 for November, a decrease of 0.3 percent from a year ago. A panel during the National Auto Auction Association said this move down is the start of a trend set to last for several years. One factor that has helped slow the decline has been the large number of vehicles that can’t be sold until they have recalls repaired. This was the year buy-here, pay-here dealers learned the

FLOP OF THE YEAR: ASBURY’S Q Asbury was one of the irst public dealership groups to launch a standalone used-car brand. It has also been the least successful, so far. During the company’s third quarter earnings call, Asbury executives announced plans to scale down the scope of its Q used-car stores. What was originally intended as a chain of standalone operations will now become

a brand addition for existing 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’s history in the used-car business is spotty. In 2002, the company en-

tered into a joint-agreement with Wal-Mart on a venture called Price 1. It was an attempt to sell cars at select Wal-Mart locations. The Price 1 stores closed after a year. Asbury will continue to operate the existing Q stores in Florida and does plan on extending the brand to stores in additional states.

COUP OF THE YEAR: ADESA EXPANDS ADESA grew at a rapid pace this year, adding by acquisition and opening a greenield to serve the Chicago market. The growth started in February, when ADESA bought eight auctions owned by the Brasher family for approximately $283 million in cash. ADESA then acquired Sanford Auto Dealers Exchange and Ocala Auto Dealers Exchange in Florida. The Ocala

sale merged with ADESA’s existing Ocala auction. In the fall, ADESA oicially opened its new ADESA Chicago auto auction. ADESA invested approximately $40 million to develop the auction, which hosted its irst sale Oct. 28. ADESA further expanded in the Midwest by acquiring Flint Auto Auction in Flint, Mich.

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Manheim Milwaukee January 11 262-835-4436

ADESA Boston January 13, 20, 27 508-626-7000

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ADESA Golden Gate Manheim Nashville January 3, 31 January 18 209-839-8000 877-386-5004

ADESA Charlotte January 5, 19 704-587-7653

Columbus Fair AA January 18, 25 614-497-2000

ADESA Chicago January 20 847-551-2151

Manheim Atlanta January 4, 5, 19 404-762-9211

ADESA Cincinnati/Dayton January 17 937-746-4000

Manheim Dallas January 11, 25 877-860-1651

ADESA Golden Gate January 3, 17, 31 209-839-8000

Manheim Denver January 11 800-822-1177

ADESA Houston January 4, 18 281-580-1800

Manheim Detroit January 5, 19 734-654-7100

ADESA Indianapolis January 3, 17, 31 800-925-1210

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ADESA Kansas City January 3, 17, 31 816-525-1100

Manheim Milwaukee January 11, 25 262-835-4436

ADESA Lexington January 26 859-263-5163

Manheim Minneapolis January 4 763-425-7653

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Manheim Nashville January 18, 24, 25 877-386-5004

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Manheim Dallas January 11 877-860-1651

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Mazda Capital Services Manheim Riverside January 10, 12 909-689-6000 Manheim Seattle January 4 206-762-1600 Manheim Southern California January 5, 19 909-822-2261 Manheim Tampa January 5 800-622-7292 Southern AA January 11 860-292-7500

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ADESA Boston January 13, 27 508-626-7000

Manheim Detroit January 19 734-654-7100

ADESA Golden Gate January 17 209-839-8000

Manheim Fredericksburg Manheim Pennsylvania January 26 January 6, 20 540-368-3400 800-777-2053

ADESA Houston January 4 281-580-1800

Manheim Milwaukee January 11, 25 262-835-4436

Manheim Pittsburgh January 11 724-452-5555

Columbus Fair AA January 25 614-497-2000

Manheim Nashville January 25 877-386-5004

Manheim Riverside January 10 909-689-6000

Manheim Atlanta January 5 404-762-9211

Manheim New Jersey January 11, 25 609-298-3400

Manheim Seattle January 4 206-762-1600

Manheim Orlando January 17 800-337-8491

Subaru Motors Finance ADESA Boston January 27 508-626-7000

Manheim Fredericksburg Manheim Pittsburgh January 12 January 11 540-368-3400 724-452-5555

ADESA Salt Lake January 24 801-322-1234

Manheim Milwaukee January 11 262-835-4436

Manheim Seattle January 4 206-762-1600

Columbus Fair AA January 18 614-497-2000

Manheim New Jersey January 11 609-298-3400

Manheim Southern CA January 19 909-822-2261

Manheim Dallas January 11, 25 877-860-1651

Manheim Orlando January 10 800-337-8491

Southern AA January 11 860-292-7500

Manheim Detroit January 5 734-654-7100

Manheim Pennsylvania January 20 800-777-2053

Contact auctions directly for current sale information.

*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) 1/17

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10 • December 19, 2016

USED CAR NEWS

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Cox Automotive presented its Community Impact Award to Karlea Marin of J.P. Morgan Chase at the National Auto Auction Association Convention in November. Presented by Grace Huang, senior vice president of inventory services for Manheim, this award recognizes a remarketing industry leader for his/her outstanding contributions to the community and the innovative ways he/she collaborates with community partners to help further their missions. “Karlea’s year-round dedication to helping others exempliies the spirit of the Cox Automotive Community Impact Award,” Huang said. “We congratulate Karlea for embodying the principles of community service and volunteerism.” Marin, a remarketing industry veteran, has spent more than 25 years as an auction specialist and a remarketing manager. In her role, she coordinates and manages all aspects of vehicle remarketing, including reconditioning, inspecting and pricing of certain makes of vehicles. Marin has a passion for volunteerism, dedicating her time to organizations like Greater Central Florida Area’s Basket Brigade, where she helps provides tailor-made Thanksgiving baskets to needy families; and Arnold Palmer’s Hospital for

Children, where she provides ease of stay items to children who are receiving chemotherapy treatment. Through the J.P. Morgan Chase “Chase Gives Back” initiative, Marin gives basic household necessities to families and children who are served by Family Counseling and Shelter Services of Monroe in Michigan, a non-proit organization that provides programs and services to survivors of domestic violence. She also provides holiday gifts to those who may not otherwise receive a gift through the Head Start Tammany Parish in Louisiana. She also supports the American Cancer Society, St. Jude Children’s Research Hospital, Salvation Army of Orlando, and serves as Committee Lead on the Festival Finance Board at Good Shepherd Catholic Church. “This recognition is a tremendous honor and a testament to Cox Automotive’s commitment to community involvement,” Marin said. For her leadership and commitment to making a diference through community service, Marin will receive $10,000 to donate to the charities of her choice. She has chosen to split the donation among the Histio Cure Foundation; Arnold Palmer Hospital for Children; and Family Counseling and Shelter Services of Monroe County.

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A Massachusetts used-car business will cease operations and its owner will pay restitution after they were sued for selling unsafe and unreliable used cars, failing to make repairs that were promised or required under warranties, and operating in unlicensed locations. The consent judgment resolves allegations that Auto Number One, Inc. and its owner Mark Hanna routinely made false representations to consumers that cars were in good working order or would be repaired. Pursuant to the settlement, Auto Number One will cease all operations in Massachusetts. The company and Hanna will also pay nearly $25,000 in consumer restitution. An additional $85,000 in civil penalties and attorneys’ fees will be suspended pending the defendants’ compliance with the terms of the consent judgment. According to Attorney General Maura Healey’s complaint, Auto Number One frequently sold vehicles that failed to pass inspection and refused to provide refunds or make repairs or promised to make repairs but then did not do so. Additionally, the complaint alleged that Auto Number One retained vehicles during consumers’ seven-day inspection period, so that consumers

Massachusetts Attorney General Maura Healey would be unable to exercise their rights under the Lemon Aid Law. Consumers reported a variety of issues with their vehicles from Auto Number One, including lack of heat, oil and other luid leaks, a broken catalytic converter, and transmission issues. Auto Number One has operated out of locations in Weymouth, Quincy, and Abington. The AG’s complaint alleged that Auto Number One advertised and sold vehicles from locations where it was not licensed to do so.

12/9/16 4:41 PM


USED CAR NEWS

December 19, 2016 • 11

PEOPLE IN THE NEWS Manheim Promotes Managers Manheim announced four new general manager appointments at locations across the country. Assuming

John Duplanty

Trevor Enge leadership roles are Trevor Enge at Manheim Georgia, John Duplanty at Manheim Tucson, Gus Jones at Manheim Arizona and Maxine Vega at Manheim New Mexico. Since 2012, Enge has led business and product strategy for Cox Automotive and Manheim

as well as performed as interim lead of Manheim Canada. His recent eforts supported both organizations’ client success and, speciically, Cox Automotive’s largest commercial clients. Previously, Enge worked in business development with Ally Financial SmartAuction, product development and strategy for Chrysler Group, and was a product engineer at Borg Warner Automotive. During the past 11 years, Duplanty has

held various roles with increasing responsibility at Manheim, starting as an intern while attending Arizona State University and rising to become general manager of Manheim Arizona for the past two years. In between, he rounded out his leadership experience serving as assistant leet manager at Manheim Tampa, operations manager for Manheim Tampa and Manheim St. Petersburg, and assistant general manager of Manheim New York. Jones started his career with Manheim in 2006 as a dealer sales manager and has worked at several locations in Arizona, including Manheim Tucson and Manheim Phoenix. For the last nine years, he has served as assistant general manager at Manheim Phoenix and

volunteering with Habitat for Humanity, Ronald MacDonald House Charities and the Hispanic Leadership Forum. During her 14 years with Manheim, Vega has held varied roles, including operations manager for Manheim New Mexico. She also served as a inancial

California State - Fullerton. Suski is the inventor of 10 U.S.-issued patents over his career.

MetroGistics Names IT Executive

Maxine Vega holds her Bachelor of Business Administration from The College of Santa Fe.

Spireon Hires Hardware VP

Gus Jones controller for several years at multiple locations, including Manheim Denver, Manheim New Mexico and Manheim El Paso. She

Spireon Inc. announced the appointment of Ed Suski as its vice president of hardware engineering. Suski is a former executive at General Electric and United Technologies Corp. Suski studied electrical engineering and physics at both the University of Michigan and

MetroGistics has promoted Craig Clayton to vice president of information technology. In his new role, Clayton will be responsible for the overall leadership of the information technology department. He will also help develop strategic IT recommendations and consult on techfocused mergers and acquisitions. Clayton joined the irm in 2013 as director of information technology. He has more than 12 years of IT management experience. Clayton graduated from Murray State University with a bachelor’s degree in telecommunications systems management.

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12 • December 19, 2016

USED CAR NEWS

RETAIL MARKETS CALIFORNIA Ronald Browns, president, Larry’s Auto Sales, Fresno, Calif.: “I’ve been in business for 34 years. I have just one location. We have four employees. One guy has been with us for 22 years. “We have about 70 cars for sale. That’s the same as this time last year. Most of the cars are coming from CarMax and wholesale dealers who come by with them. “Right now, we’re selling about 25 a month. “Everything we sell is buyhere, pay-here. “The average down payment is about $1,000. It used to be $400 or $500. “(Term lengths) are usually 15 months. That’s just an average. Sometimes they go two years. “We just started using GPS devices on the cars about nine months ago. It’s just for repossessions, so I haven’t needed to use one yet. We don’t turn the car of. “Most of the stuf we sell is model years 2002 to 2005.

12_UCN.indd 1

“Average mileage is 150,000. That’s about the same as last year. Average retail price is $3,995. “We carry about 70 percent cars, 25 percent SUVs and 5 percent trucks. The reason is out here we can’t get any trucks. Last year we probably had six trucks and this year we have two. It’s supply and price point. The supply went down and the price went nuts. We just can’t aford to buy them anymore. “We carry 70 percent imports and 30 percent domestic. “We recondition cars before they go out. We do all that right here. We have a mechanic and a lot boy. “The average cost is $1,500. We don’t do outside work – just strictly the cars we’re prepping. “My son’s been working on the (Internet) stuf. That’s working out really well. It’s doing a lot better than I thought it would. It’s good to have a son who knows what he’s doing.

“We use CarGurus, Autotrader, Cars.com – you name it. No Craigslist and no Facebook. We have a website and we’re getting a positive response. That’s what we’re looking for. “The cars that sell best here are little, automatic Toyota Camrys, like the 2002s. “I recently sold a 2000 Acura MDX. It sold for $4,995. It had 144,000 miles. “I think the Internet advertising has really helped us. We had nothing on there last year. It creates quite a bit of business. “We’re motivated and up for 2017. We’re positive. We’re getting inventory and we’re stacking cars. We rented more space to park cars. We’re expecting a good season. “The regulations in California are just terrible. I’m a delegate for the Independent Automobile Dealers Association of California. “We need more members. I really try to promote IADAC.”

Compiled by Jeffrey Bellant VIRGINIA Jef Gibson, sales manager, John’s Auto Sales, Weber City, Va.: “We’ve been in business since 1975 and I’ve been here since 1988. “We have one location. “Right now we keep about 130 vehicles. It’s up from this time last year. There’s no reason. We just have more cars this year. “We sell 20 a month on average, I would guess. “We just sell straight retail. (No subprime or buyhere, pay-here). “We get our vehicles from local auto auctions. We use ADESA East Tennessee and Abingdon Auto Auction. “We don’t really have an average model year. We carry everything from a 1970 to a 2016. I would say our best selling model year would be a 2010 – in that area. “For mileage, most of our stuf is around 100,000. “Mostly, we carry trucks. It makes up about 40 percent of what we carry. The rest are cars and we carry a

few SUVs. “We carry about an equal amount of domestic and imports. “We do not have our own service shop. We send out our cars for service. Average reconditioning costs are around $100. We’re basically just cleaning them up. “We have a website for (marketing). We also advertise in the Tri-City Trading Post (which runs car ads). We also use the Kingsport Times-News, which is the local newspaper. “I’d say overall we’re up a little from last year. I’d say 10 percent or something like that compared to last year. “I attribute that to carrying a larger inventory this year. “One recent sale was a 2005 Chevy Silverado 4x4. Of course, that kind of truck is big in this area. It had 124,000 miles. We got $8,800. That’s a pretty good buy. “I’m optimistic about 2017. I believe everything is looking pretty good.”

12/9/16 3:50 PM


USED CAR NEWS

December 19, 2016 • 13

WHOLESALE MARKETS COLORADO Matt Read, general manager, Loveland Auto Auction, Johnstown, Colo.: “We’ve been in business 28 years. We run four lanes. “It’s been good. Volumes have been over 400 every week. It’s above last year as far as consignment. “A lot of that is just being in northern Colorado where business has been good. If you Googled top places to raise a family, Ft. Collins, Colo., will come up. It seems like everybody’s moving here. “Sales percentages have been in the mid-60s. “The number of dealers in the lanes varies from week to week. On average, I would say 250 to 300. “I think the independent used-car lots have had a good year. In the past couple of weeks I’ve heard that it’s slowed down, but it always does this time of the year. “We’re 90-percent dealer cars. It’s the same as this

time last year. The rest are mostly repos. We sell a lot of vehicles from an oil and gas company called Ensign Energy Services. “We also own a company called Specialty Auto Auctions, It’s kind of a smallscale Barrett-Jackson. We have a classic car sale four times a year. We hold them at diferent fairground locations in northern Colorado. I think this year we ran an average of about 125 cars at each sale. We had a couple of sales that went over 50 percent, so if we do that we’re pretty happy. We bought that company two years ago. It’s been good. “We have online simulcast through Auction Edge. Until this year, we never had an Internet sale. We’ve had some infrastructure and network issues (as we built it). Slowly but surely it’s growing. “The average price through the block is $3,800. I believe that’s up a little bit. “We always do well with

trucks and SUVs. “I feel good about 2017. Surprisingly, 2016 was one of our better years ever and we didn’t think that would happen going into the year. “I think it’s going to be good next year.”

GEORGIA Danny Acord, president, South Georgia Auto Auction, Albany, Ga.: “We’ve been in business 21 years. We run two lanes. “Volumes have been of recently, but percentages have been up. Volumes have been around 200. This past year has been pretty strong. “Lately, we’ve been running about 60 percent. “We usually get between 75 and 100 bidders. “(Dealers’ moods) are all over the place. You’ll have one guy come in telling us how good business has been. Then you’ll have another guy come in and say (the opposite). “I think the general consensus is that the new-car store business has been of lately for this area.

“I can’t get a read on the independent side. (Responses) have been so scattered. Some say it’s been good, some say it’s been bad. It depends on who you ask. “Most of our inventory is new-car trades and repossessions. “We’re probably 40 percent new-car trades, 30 percent repos and 30 percent independent trades. “Repos have been very strong this fall. My people have been working a lot harder in 2016 at getting that business. “We’ve put a lot more emphasis on building that business and we’ve been successful at it so far. “The average price is between $3,000 and $3,500. “We have select dealers that run on OVE.com. That business hasn’t been real good, but that’s no one’s fault but our own. We’ve gone more to the repo side. OVE is a really good tool, but it’s just not cost-efective for a sale like mine.

Compiled by Jeffrey Bellant “I wish I had the manpower to do what needed to be done, because I think it could be a big part of our business. It’s just something that takes a lot of time. “Trucks always do super here. We have people tell us that trucks bring more here than any place in the world. “The 150,000- to 145,000mile vehicle is big for us, too. It’s because of the secondary inance market here. That’s a sure sale when it comes here if it’s priced accordingly. “I think our revenue (in late November) is up about 12 percent over last year. “We’ve seen some increase for tax season. But there were announcements that the earned income credit money won’t be here until mid-February. “There’s a lot of discussion on that. We’re not seeing a lot of strong buying. I think people are waiting until January. Tax season seems to keep getting further out and shorter.”

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12/9/16 3:51 PM


ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES DECEMBER 2016

SOURCE: BLACK BOOK

2011 MODELS

2013 MODELS Recorded Figures

Projected Figures

Recorded 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

Dec ‘15 8,950 12,300 6,950 6,600 11,700 6,850 6,000 10,300 10,200 15,475

Jun ‘16 8,700 11,350 6,350 6,550 10,600 6,850 5,300 10,000 9,500 10,325

Dec ‘16 6,950 9,975 4,750 5,050 8,500 5,400 4,050 8,100 8,250 9,375

Dec ‘17 6,375 8,375 4,600 4,900 7,825 4,775 3,750 7,900 7,275 7,800

Dec ‘18 5,375 6,900 3,750 4,175 6,825 3,875 3,100 6,700 6,150 6,600

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

Dec ‘15 14,800 19,600 8,800 8,600 15,400 8,900 8,750 12,400 13,250 18,600

Jun ‘16 15,650 19,000 8,600 9,100 14,850 9,100 8,400 12,700 13,650 18,450

Dec ‘16 13,850 16,900 7,200 7,800 12,950 7,650 6,850 11,100 11,500 15,100

Dec ‘17 12,250 14,550 6,550 7,150 11,600 6,675 6,375 10,250 10,300 13,375

Dec ‘18 10,375 11,950 5,400 6,050 9,975 5,500 5,200 8,775 8,700 11,500

IMPORTED 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

Dec ‘15 14,750 13,600 27,600 9,350 7,150 16,150 20,000 5,950 6,850 8,150 5,650 8,800 7,300 8,900

Jun ‘16 14,050 11,350 22,500 9,050 6,850 14,700 17,600 5,000 7,050 7,350 4,950 8,200 6,750 7,550

Dec ‘16 11,500 8,750 19,000 7,250 5,850 12,400 14,300 4,150 5,400 5,800 3,950 6,850 5,900 6,225

Dec ‘17 10,275 8,225 16,025 6,975 5,375 10,600 12,000 3,425 4,950 5,100 3,375 6,500 5,175 5,650

Dec ‘18 8,350 6,825 12,400 5,875 4,575 8,750 9,700 2,775 4,175 4,325 2,825 5,600 4,425 4,625

IMPORTED 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 3.5 Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan

Dec ‘15 18,900 19,900 45,200 13,400 10,100 24,500 25,100 8,200 9,750 12,550 9,000 11,700 9,850 12,600

Jun ‘16 18,000 18,500 37,800 13,550 9,800 21,450 22,800 7,550 10,550 12,300 8,750 10,900 9,550 11,050

Dec ‘16 15,550 16,000 33,000 11,200 8,800 19,450 19,700 6,050 8,600 9,750 7,300 9,750 8,300 10,700

Dec ‘17 13,550 14,100 25,850 10,100 7,750 16,300 16,325 5,200 7,250 8,450 6,100 8,900 7,450 9,375

Dec ‘18 11,075 11,575 19,675 8,550 6,575 13,400 13,225 4,250 6,125 7,125 5,075 7,650 6,350 7,800

TRUCKS BMW X3 XDrive28i 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 Express Wagon Ford Edge SEL 4D SUV FWD Ford Escape XLT 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D SUV FWD Honda CR-V LX 4D SUV 4WD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D SUV 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D SUV AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6

Dec ‘15 20,550 27,800 18,400 16,200 8,550 18,200 22,200 8,400 13,650 10,250 19,350 15,500 14,100 12,550 12,500 20,800 18,050 23,800 9,750 17,100 18,100 23,050 20,150

Jun ‘16 16,550 27,300 16,050 14,650 8,550 16,800 20,000 8,500 11,500 9,175 16,600 14,000 12,300 11,550 11,000 17,850 15,950 22,000 8,900 14,450 15,800 21,700 19,300

Dec ‘16 12,500 24,350 13,000 13,400 7,400 15,000 17,400 6,900 9,850 7,825 13,700 12,500 10,200 9,550 9,100 15,550 13,300 21,150 7,250 12,050 14,000 20,250 17,700

Dec ‘17 11,475 21,350 12,000 12,525 6,275 14,125 15,150 5,950 8,575 6,900 12,900 11,900 9,875 8,275 8,225 13,900 11,875 19,375 6,525 10,250 13,700 18,100 16,675

Dec ‘18 9,625 17,625 10,175 10,500 4,975 12,200 12,550 4,875 6,975 5,750 11,100 10,175 8,275 6,925 6,825 11,700 10,000 17,625 5,425 8,350 12,150 15,550 14,675

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 SUV FWD Ford Escape SEL 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D SUV FWD Honda CR-V LX 4D SUV AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D SUV 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D SUV AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6

Dec ‘15 26,950 38,450 24,700 12,050 22,800 28,000 11,850 16,450 16,550 23,950 21,000 21,300 16,450 17,350 27,450 21,700 27,050 13,000 20,050 23,300 26,350 22,950

Jun ‘16 23,150 37,000 24,200 12,200 21,300 27,000 11,800 18,300 15,450 23,800 20,500 19,700 15,200 15,550 25,750 21,500 26,550 12,300 20,750 20,700 25,400 22,650

Dec ‘16 19,950 33,350 20,700 10,750 19,500 25,500 10,200 15,950 13,600 20,000 19,000 17,900 13,050 13,750 23,400 18,250 26,650 11,050 18,400 19,500 24,400 21,900

Dec ‘17 17,800 29,325 19,450 9,175 18,475 22,100 8,950 14,125 11,975 18,350 17,125 16,650 11,575 11,800 20,475 15,725 23,825 9,525 15,325 18,200 21,625 19,925

Dec ‘18 14,900 24,525 16,625 7,400 16,100 18,575 7,350 11,775 9,975 15,550 14,475 14,375 9,825 9,875 17,525 13,150 21,525 8,100 12,650 16,325 18,675 17,800

#s

2012 MODELS

2014 MODELS Recorded Figures

Projected Figures

Recorded 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

Dec ‘15 13,750 17,100 8,200 7,600 13,100 7,800 7,700 11,300 11,750 16,150

Jun ‘16 12,650 16,400 7,250 7,900 12,350 8,000 6,850 11,300 11,400 15,200

Dec ‘16 10,350 13,700 5,600 6,250 10,050 6,250 5,350 9,600 9,600 12,250

Dec ‘17 9,525 12,150 5,375 6,000 9,300 5,650 4,975 8,925 8,475 11,225

Dec ‘18 8,050 9,975 4,425 5,075 8,050 4,625 4,050 7,575 7,150 9,650

DOMESTIC CARS Cadillac CTS 3.6 Premium 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

Dec ‘15 33,600 10,100 15,450 16,650 10,200 9,750 13,600 14,900 21,300

Jun ‘16 33,300 9,700 15,450 15,550 10,350 9,650 14,900 15,100 20,450

Dec ‘16 27,600 8,050 13,250 13,800 8,700 7,900 12,600 13,250 17,400

Dec ‘17 24,625 7,475 12,050 12,150 7,625 7,425 11,725 11,825 15,600

Dec ‘18 20,300 6,200 10,225 10,400 6,325 6,100 10,050 10,050 13,450

IMPORTED 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

Dec ‘15 16,700 17,300 35,500 10,600 8,550 19,300 22,500 7,150 8,200 9,500 7,450 10,650 8,850 10,600

Jun ‘16 15,900 16,500 29,700 10,200 8,300 17,600 20,200 6,350 8,500 9,000 6,750 10,000 7,950 9,350

Dec ‘16 13,250 13,650 24,500 8,500 7,100 15,100 17,100 4,850 6,600 7,000 5,000 8,550 6,550 7,825

Dec ‘17 11,750 12,450 20,275 7,825 6,450 12,925 14,300 4,100 5,925 6,250 4,300 8,025 5,950 7,125

Dec ‘18 9,550 10,325 15,475 6,600 5,475 10,625 11,525 3,325 5,000 5,275 3,600 6,900 5,050 5,850

IMPORTED 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

Dec ‘15 22,700 55,400 14,950 11,700 27,450 31,700 9,300 10,950 13,550 9,950 12,850 11,650 14,000

Jun ‘16 20,750 47,700 15,250 11,300 24,100 29,300 8,800 11,700 13,400 9,900 12,150 11,250 13,100

Dec ‘16 18,300 42,500 12,700 10,050 21,800 24,500 6,900 9,650 10,750 8,250 11,000 10,550 12,950

Dec ‘17 15,825 34,125 11,525 8,950 18,275 20,750 6,175 8,150 9,300 6,925 9,975 9,100 10,950

Dec ‘18 13,000 26,150 9,800 7,575 15,075 16,925 5,050 6,900 7,875 5,775 8,575 7,800 9,125

TRUCKS BMW X3 XDrive28i 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 SUV FWD Ford Escape XLT 4D SUV 4WD Ford Explorer XLT 4D SUV 4WD Ford F150 XLT Supercab Ford Flex SEL 4D SUV FWD Honda CR-V LX 4D SUV AWD Honda Odyssey LX Wagon Honda Pilot EX-L 4D SUV 4WD w/RES Jeep Grand Cherokee Laredo 4D SUV 4WD Jeep Wrangler Unlimited Sahara 4D SUV 4WD Kia Sportage LX 4D SUV FWD Nissan Murano SL 4D SUV AWD Ram 1500 SLT Crew Cab Toyota 4Runner SR5 4D SUV 4X4 V6 Toyota Tacoma Prerunner SR5 Double Cab V6

Dec ‘15 23,400 31,800 21,700 18,300 10,150 20,200 25,200 9,500 16,150 13,500 22,250 19,200 18,000 14,500 15,100 24,850 20,250 25,850 11,650 19,650 21,600 24,700 21,550

Jun ‘16 19,100 30,750 20,800 16,350 10,150 19,200 23,200 9,800 13,950 11,700 19,200 16,500 15,300 13,250 13,250 22,550 18,750 24,950 10,500 18,950 18,500 23,700 21,225

Dec ‘16 15,400 27,100 16,700 14,900 8,850 17,100 19,200 7,700 11,600 9,750 15,500 14,600 13,200 11,150 11,100 19,450 15,300 24,500 8,750 15,300 16,400 21,950 20,025

Dec ‘17 13,650 24,175 15,575 14,025 7,575 16,200 17,675 6,900 10,300 8,500 14,200 14,300 12,625 9,875 9,675 17,500 13,825 22,100 7,825 13,250 15,925 19,650 18,475

Dec ‘18 11,400 20,100 13,275 11,875 6,075 13,925 14,750 5,650 8,500 7,075 12,100 12,250 10,775 8,325 8,075 14,900 11,575 20,000 6,600 10,850 14,250 16,850 16,375

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

Dec ‘15 45,500 31,150 13,800 28,000 30,400 13,400 17,400 16,650 26,350 23,800 22,700 17,650 19,700 29,950 23,400 30,100 14,150 22,400 25,300 28,400 24,400

Jun ‘16 41,350 27,000 13,550 27,300 29,300 13,400 19,000 15,500 26,000 22,200 21,300 17,200 19,450 29,400 22,200 28,900 13,700 23,125 22,700 27,350 23,850

Dec ‘16 36,700 22,600 11,700 26,200 28,000 12,100 17,850 13,250 22,200 20,200 19,300 14,500 17,100 26,950 19,350 28,000 12,300 20,275 22,000 25,500 22,550

Dec ‘17 32,700 21,350 10,300 23,875 24,150 10,450 15,625 11,875 20,500 18,650 17,725 13,150 15,050 23,725 16,825 25,275 10,700 17,650 20,025 23,050 21,125

Dec ‘18 27,475 18,300 8,400 20,925 20,450 8,600 13,150 9,950 17,350 16,075 15,450 11,225 12,675 20,450 14,100 22,750 9,175 14,650 17,850 20,025 18,850

14_UCN.indd 1

12/9/16 5:04 PM


USED CAR NEWS

December 19, 2016 • 15

DISCONNECTED JOTTINGS FROM To say that 2016 was a year of surprises smacks of gross understatement. And if you look at almost any commentary on the Internet you’d have to conclude that most people are glad it’s over and done with.

TONY MOORBY

and religious intolerance, in general seem to have expanded to cavernous chasms and are likely to carry on splitting opinions and political positions all over the world. Mother Nature has thrown

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 & Associates 2006–present • Awarded the Ring of Honor by NIADA • NAAA Hall of Famer

At my age I’m grateful to get another year under my (loosening) belt and relish the time to spend with family and friends as the year comes to an all-too-soon close. However it would be naïve not to acknowledge some disappointments and worrisome trends that have loomed or grown worse this year. Crises in the Middle East and notably, Syria, ISIS

a wobbly this year with deadly earthquakes, hurricanes, loods, droughts, wildires and record snowfalls in the Northeast at the beginning of the year. Politics have been turned upside down; Trump’s win was as shocking as the test to the electoral system and Brexit has taken the wind out of European political sails – I personally still believe that will all work out for the best.

Without much help from Russia, the Olympics went of reasonably well, certainly in medal count for the USA but it broke the economy of the host, Brazil. Imagine Michael Phelps, an old geezer by any athletic measurement, is the most decorated Olympian in history. Nice one! Bloody marvelous, eh? I gave up smoking years ago and now you can smoke all the Cuban cigars you want. Now that Castro’s passed there’ll be some fairly heavy pressure for social change, probably ironically paid for by capitalist tourists. Violence in every manifestation has spread to all corners of the globe. Chicago is now as much of a war zone as anywhere in the world. Orlando, a center for family fun, now bears the scar of hatred along with another, hitherto haven of peace and quiet, in Nice. Prince, David Bowie and Leonard Cohen have slipped the bonds of this mortal coil along with Alan Rickman,

C R O S S WO R D 32. 70s Dodge model 33. Raises 35. Ready to use on delivery 36. Mercury model 38. Tire maker 41. British sports car 43. 16th US President 44. Brit’s trunk 45. Forte or Focus, 2 words Down 1. Sandwich bread 2. Type of battery 3. Lamborghini sports car 4. Journey maker 5. Compass direction, for short 7. Large auto dot com 8. Solar is one form of it 9. Wheel print

to a recession but has expensively kicked the can down the road for others to pick up and pay the price. The essence of socialism! Washington is in dire need of change and now the principle players are quaking in their boots at some of Trump’s outsider nominees. The conirmation hearings will provide George Stephanopoulos plentiful opportunities to get it right this time! He epitomizes the rest of the mainstream media who, until Trump’s election, believed that they could steer the outcome of the polls. All they do now is snipe and sneer. Casting political correctness to the wind, I wish all our readers a Merry Christmas and a Happy and Prosperous New Year.

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

By Myles Mellor

Across 1. Jeep model 6. Hyundai sedan 10. United 11. Cadillac 4 door 12. Start-up car rental service for ride sharing drivers 13. Tata motors location 15. Ford crossover 18. Added more years 19. Honda compact 21. Skill 23. Honda subcompact 25. Car giant with shares in Mercedes 27. Type of internet address 29. Believer suix 31. Non-starter, 2 words

with whom, by the way, I shared some of my school days. Occasionally some good news spiked one’s attention; Mother Teresa was canonized, the Zika virus seems to be under some control after threatening a pandemic. The Juno spacecraft reached Jupiter and continues to send some mind-boggling pictures. Bob Dylan received the Nobel Prize for Literature but had “other obligations” when it came to attending the ceremony for its collection. He’s always been a bit strange but, really? For me, one of the brightest spots in the 2016 calendar is the fact that it spells the end of the Obama era. When history looks closely at what he calls progress, it’ll be one of the shortest entries in the annals of American achievement. Granted, he came in

1

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Solution to this puzzle in the 1/2/17 issue. Call 1.800.794.0760 for a FREE subscription.

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16 • December 19, 2016

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18 • December 19, 2016

USED CAR NEWS

AROUND THE BLOCK

Compiled by Jeffrey Bellant

AUCTION HAS LAST SALE BEFORE MOVE Anniversary Sale

THROWBACK: This classic car moves through the lanes during the last sale before Bel Air Auto Auction moves to its new, larger location nearby.

Maryland-based Bel Air Auto Auction welcomed dealers to its 43rd Annual Harvest Sale this fall. Dealers gathered in the lanes and online to buy cars, trucks and SUVs and to participate in the traditional festivities that included a “pumpkin smash for cash,” along with apple pies, pumpkin pies and cider.

“It was an unusually warm, fall day for the dealers to view the spectacular and unique classics offered for sale,” said R. Charles Nichols, president of BSC America. “This sale is always a dealer favorite. Although there was a bittersweet feeling as we acknowl-

Happy Holidays! FROM YOUR FRIENDS AT

USED CAR NEWS

edged that this is the last sale at 803 Bel Air Road - we are already looking forward to our 44th Harvest Sale being bigger and better than ever at our new location.” More than 900 new and used car dealers attended the sale, which included over 2,000 vehicles running in seven lanes. Consignors at the event included Ally, Mile One, Santander Consumer USA, Chrysler Capital, GM Financial, United Auto Credit, PHH, ARI, Bank of America and many more. Owned by the Nichols family, Bel Air Auto Auction handles consignments from new and used car dealers and private business fleets, as well as those from public service and government agencies. Bel Air Auto Auction sells every Thursday, including the damaged vehicle sale, and holds a closed sale for GM Financial every other Wednesday.

Supports Charity

DAA Northwest’s 24th anniversary brought dealers to the lanes and to the table last month. DAA began the celebration with an 860-unit afternoon sale that featured consignment from Hyundai Finance, Kia Finance, Ford Motor Company, Ford Credit, Toyota Financial Services, Avis Budget Group and Ally Auto Remarketing. Following the sale, DAA’s customers and their guests gathered in Northern Quest Resort’s Pend Oreille Ballroom for dinner and fundraiser auction to benefit the Vanessa Behan Crisis Nursery, Young Life, Union Gospel Mission and Spring of Hope International. DAA matched all funds, bringing the evening’s total to $123,400. Since its inception, the annual anniversary fundraiser has raised over $1.2 million for its local non-profit partners. The twoday, 54-percent sale topped all previous anniversary results.

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

Chase is your source for quality, selection and value. When you’re searching for a wide variety of the right vehicles for your customers, look to a nationwide industry leader. Look to Chase. Chase is your source for: •฀ A broad range of vehicle makes and models — from economy to luxury — upstream and through preferred auctions nationwide. •฀ Convenient online and in-lane vehicle availability with on-site Chase remarketers. Put Chase to work for you. Visit ADESA.com and Manheim.com. Your Source. Chase. 2

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Our oice will be closed December 24th 2016 – January 1st 2017

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Subaru, the Subaru logo, and Subaru Motors Finance are trademarks of Subaru of America, Inc. (“Subaru”) and any use by Chase Bank USA, N.A. (“Chase USA”) and JPMorgan Chase Bank, N.A. (“Chase”) is under license. Retail / Loan accounts are owned by either Chase or Chase USA and lease accounts are owned by Chase. 2 Jaguar and Land Rover, their respective logos, and the financial group names (Jaguar Financial Group and Land Rover Financial Group) are trademarks of Jaguar and/or Land Rover and any use by Chase is under license. Retail/Loan and lease accounts are owned by Chase. 3 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. © 2014 JPMorgan Chase Bank, N.A. Member FDIC. All rights reserved. (14-221) 06/14

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