Page 1

August 21, 2017

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Sonic Speeds up EchoPark Stores Roll Out

BOOMING ECHO: Sonic Automotive Inc. shows off an artist’s depiction of its EchoPark concept. The franchise dealer group continues to roll out these used-car superstores across the country.

By Ted Craig

Rush - Dated Material

Two of the nation’s largest franchise dealership groups are headed in opposite directions with their used-car operations. Sonic Automotive Inc. announced plans to accelerate the expansion of its EchoPark used-car superstores. At the same time, Asbury Automotive Group Inc. said it would shut down its Q stores and focus on growing its digital marketing. Sonic’s EchoPark stores retailed 2,049 units, up 80.4 percent over the prior year quarter. The Colorado EchoPark stores were cash low positive in the sec-

ond quarter. Sonic now plans to accelerate expansion of an additional 15 EchoPark stores by the end of 2018. The company has purchased property in San Antonio, Houston, Austin and Dallas. Some of the stores for these markets are already under construction, with openings expected in the next 12 months. Sonic is also in the process of buying property in the Carolinas, including a former shopping center, and converting an existing store in Florida that it purchased last year. All this growth does come with a price. The existing EchoPark stores

created a net after-tax loss from operations of $4.7 million. For Asbury, the costs of operating stand-alone used-car operations outweighed any gains. Asbury is changing its focus to “alternative paths of marketing to consumers,” meaning digital. “We made an investment in an initiative to see if we could generate an additional line business that produced an attractive ROI,” said Asbury CEO Craig Monaghan. “We weren’t successful, but we don’t regret it.” Monaghan said that in the end it came down to the basics of the used-car business – inventory and

inancing. Monaghan said Asbury found itself having to pay too much at auction to stock its used-car stores. He said the company was better of selling its trades at the existing franchise stores than moving them to an of-site location. Asbury also found that many of the customers the Q stores were attracting were subprime buyers. It provides too challenging to serve these customers without a captive inance company. “We decided strategically that we did not want to be in the business of lending money to used-car buyers,” Monaghan said.

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USED CAR NEWS

August 21, 2017 • 3

Scandal Strengthens Case for Arbitration Ban By Ted Craig

Wells Fargo is causing numerous problems for the used-car business. The bank eliminated much of its dealer services division that provides capital to the industry. And the latest scandal surrounding its use of collateral protection insurance has endangered eforts to block the Consumer Financial Protection Bureau’s ban on mandatory arbitration. Wells Fargo is pulling back from providing funds to the buy-here, pay-here industry, according to Ken Shilson, founder of the National Alliance of Buy-Here, Pay-Here Dealers. While buy-here, pay-here dealers can ind new funding, even if it costs more, Wells Fargo might have a much larger negative impact on their businesses. The bank recently announced a plan to pay back auto loan customers of Wells Fargo Dealer Services who may have been inancially harmed due to issues related to auto collateral protection

insurance (CPI) policies. Wells Fargo reviewed policies placed between 2012 and 2017 and identiied approximately 570,000 customers who may have been impacted and will receive refunds and other payments as compensation. In total, approximately $64 million will be sent to customers in the coming months, along with $16 million of account adjustments, for a total of approximately $80 million in remediation. “Upon our discovery, we acted swiftly to discontinue the program and immediately develop a plan to make impacted customers whole,” said Franklin Codel, head of Wells Fargo Consumer Lending. Several law irms have already announced plans to pursue suits against Wells Fargo and its underwriter, National General Insurance. This latest disclosure brought even more outrage against a bank with a seemingly ever-growing list of questionable practices. All of the Democratic members of the Senate

Committee on Banking, Housing and Urban Afairs asked Banking Committee Chairman Mike Crapo for a September hearing with Wells Fargo CEO Timothy Sloan and Board of Directors Chair Stephen Sanger. The issue has potential repercussions beyond Wells Fargo as the Senate prepares to take up the resolution to block the CFPB’s ban on mandatory arbitration agreements.

The House passed its resolution in July and the banking committee sent its version to the full Senate. But some Senators are now starting to have doubts about allowing inancial irms to continue the practice. Republican Sen. Lindsey Graham went on television Aug. 6 and said he is unlikely to vote for the resolution. Congress can block the ban using its Congressional Review Authority. This only

requires a simple majority of both houses. However, if the CRA attempt fails, the path to prevent the CFPB ban from taking efect becomes more complicated. Acting Comptroller of the Currency Keith Noreika could have sought to have the Financial Stability Oversight Council Review the rule, but opted not to because Congress was handling the matter.


4 • August 21, 2017

USED CAR NEWS

NEWS BRIEFS KAR Reports Higher Revenue KAR Auction Services Inc. reported revenue of $858 million as compared with revenue of $788.5 million for the second quarter of 2016. Net income for the second quarter decreased to $57.2 million, as compared with net income of $61.8 million in the second quarter of 2016. Net income for the quarter was negatively impacted by $17.3 million resulting from the company’s reinancing activities.

Consumers Want More for Their Trades Black Book recently released a white paper titled: “Trade Appraisal: How to narrow the gap to close more deals.” The white paper sheds light on

the disconnect between consumers and many dealers. It also explores what’s at stake when a consumer introduces a trade-in as a part of the transaction. In addition, the paper ofers new insight into the role advanced analytics and data now play in valuing a trade, with the ability to narrow the gap between the vehicle’s actual value and the consumer’s expectations for the trade. Results from a recent Black Book survey show that consumers feel a vehicle trade-in quote that’s far from expectations is the secondmost likely scenario to kill a possible deal. Many consumers cited speciic frustrations with the valuations they often receive from a dealer.

MILESTONES Longtime Detroit-area independent dealer Rocco (Rocky) Rogers, Jr., 82, died on July 7. Born in Pennsylvania, his immigrant parents moved to Detroit when Rogers was a child. He quit high school and soon bought his irst business, a Sunoco gas station, where he taught himself to repair cars. Rogers applied for his irst dealer license in 1963. He wholesaled cars from his loca-

tion in Detroit and shipped them to Butler Auto Auction in Pennsylvania. Rogers was hired as the used car manager at VerHoven Chevrolet, and was promoted to general manager. In 1976, he opened Rocky’s Auto Sales in Clinton Township, Mich. Rocky retired in 2007, but always maintained an active dealership license.

More than a third of those polled said their researched quote was $1,001 - $1,500 apart from the dealer’s ofer; and another 27 percent said their quote was more than $1,500 apart. Nearly half said they need the dealer’s ofer to be between $501 and $1,000 of their research quote for it to be acceptable.

suite of online specialist certiication courses as well as its library of published works. Members will also have access to a digital marketing package designed to meet their unique needs. PCG ofers a variety of marketing and training services designed to beneit dealers in the independent market. PCG has served the NIADA Adds PCG as Partner auto industry since 2005 with its PCG Companies has teamed with blend of digital marketing, conthe National Independent Automo- sulting, training and research. bile Dealers Association as its newest National Member Beneit part- Carvana Acquires Carlypso ner. Carvana has acquired online PCG is ofering NIADA mem- competitor Carlypso. bers discounted rates on PCG’s Initially established as a peer-topeer car selling service, Carlypso evolved into a managed marketplace, giving consumers direct ac“My dad was a big man who could cess to wholesale inventory. be a little rough around the edges Carvana plans to integrate Carbut had a big heart,” said his son lypso’s technology. Danny Rogers. “He was respected by anyone who did business with him. His word was 100 percent written in stone. If he said he would do something, it was done.” Rogers is survived by his sister, his six children, 19 grandchildren, and PAGE 20 four great grandchildren. 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 Editorial: Ted Craig, Managing Editor Jeffrey Bellant, Staff Writer

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Vol. 23 • No. 10 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.

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USED CAR NEWS

August 21, 2017 • 5

Growing Recalls Renew Move for Legislation Senators Richard Blumenthal and Edward J. Markey are making another attempt at passing legislation that will limit dealers’ ability to sell cars with open recalls. The two U.S. senators, along with U.S. Rep. Jan Schakowsky, introduced legislation that would require used-car dealers to repair any outstanding safety recalls in used vehicles prior to selling or leasing them. “This commonsense bill will protect used car buyers from driving a ticking time bomb of the lot and onto our roads,” Blumenthal said. “There are now more than 64 million cars and trucks on our nation’s roads with unrepaired safety recalls. Whenever one of those cars changes hands without the repair of its defects, avoidable safety problems are also being passed along, increasing the dangers to motorists and other passengers.” The proposed Used Car Safety Recall Repair Act is similar to a bill the two proposed in 2015. That bill was defeated by a combined efort of the Na-

tional Automobile Dealers Association, the National Independent Automobile Dealers Association and the National Auto Auction Association. AutoNation Inc. imposed its own sales ban on recalled vehicles in 2015. The company lifted the ban after a few months, during which it found 10 percent on its inventory grounded at any time. Frank Hackett, executive director of the NAAA, said his association encourages both buyers and sellers to use the VIN look up database found at safercar.gov to search for any open recalls. Meanwhile, in the courts, Nissan Motor Co. would pay $97.68 million under a proposed settlement with vehicle owners afected by the Takata air bag recalls. The settlement would pay for a new outreach program to ensure Takata air bags are removed from 4.4 million afected Nissan vehicles. It would also compensate owners for expenses while getting their cars ixed, including rental cars.

RECALL FOR ALL: Ford is recalling all 2015-2017 Transit vehicles because the flexible cou-

pling connecting the transmission to the driveshaft may prematurely fail. Takata’s air bag inlators can explode with too much force, hurling shrapnel into drivers and passengers. The inlators are blamed for at least 16 deaths and 180 injuries worldwide. The problem touched of the largest automotive recall in U.S. history. The Nissan settlement is similar to those reached in May with Toyota, BMW,

Mazda and Subaru. The settlement was iled Aug. 8 in federal court in Miami. It still needs a judge’s approval. Large recalls continue to plague the industry. Ford Motor Co. recently recalled all 2015-17 Transit vehicles except those with a 156-inch and 178-inch wheelbase Chassis Cab and Cut-Away bodies.

In the 372,991 afected vehicles, the lexible coupling connecting the transmission to the driveshaft may prematurely fail. If the coupling fails, the vehicle will not be able to move under its own power and the disconnected driveshaft may impact and damage the brake and fuel lines. (The Associated Press contributed to this story.)


6 • August 21, 2017

USED CAR NEWS

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Key Thefts Cost Stores By Radiance Cooper

Key theft already comes at a high price for car dealers, but one city wants to add to that cost by making dealers legally responsible if they fail to take steps to secure their keys. Chicago Aldermen Pat O’Connor and Harry Osterman have proposed an ordinance that would require the city’s car dealerships to secure all of their vehicles’ keys in a lockbox when the store is closed. The goal of the ordinance is to prevent stolen cars from being used in other crimes. Osterman told a local newspaper that police had contacted him about a growing problem of key theft at dealerships. The City Council’s public safety committee is considering the ordinance. Neither alderman responded for requests for comment. Key theft has become a major problem in Chicago, and across the nation. Thieves break in at night and, in some cases, run scams during the day to steal a dealership’s collection of keys. Jamye Tabuchi’s store was recently the target of late-night thieves. The co-owner of Fall Creek Motors in Branson, Mo., received a call at around 2 a.m. on July 2, informing her that the motion detector at the dealership had been activated. When she arrived at the dealership, Tabuchi found Fall Motors had been broken into and all of the store’s car keys were stolen. Security camera footage showed an unidentiied individual cutting a hole in the back of the building, going through the garage and into the dealership. The thief then went into the oice, snatching all of the keys present. “From what I can see as far as on the security footage, it’s only one person but I don’t know if there were more people outside or not,” Tabuchi said. “They seemed to have a pretty good understanding of where our security cameras were

and so I only saw one person come across the camera in the back and one from the side of the building.” Police are still looking for the thief. Fall Creek Motors is ofering a $500 reward for information that leads to an arrest. Sometimes thieves use distractions rather than brute force. This was the case at Golden Motors in Cutof, La. Police said that four individuals came into the store during regular business hours on July 7. One of the four created a diversion, while another stole three keys from behind a desk and left the store. They then led from the store, leaving the other two members of the group behind, who were arrested at the scene. The other two were arrested a few days later on a phone tip. Police believe they were going to use the keys to steal cars from the store. The epidemic of key thefts is leaving dealerships looking for better security measures. Tabuchi said that Fall Creek Motors would look into several options – from better security cameras to hiring security personnel. Cheryl Ryan of Security Key Systems said that the most efective way to prevent key theft is creating a key control system. A good key control system promotes accountability, just what the Chicago ordinance aims for. “Unless you have a lock box but even that in itself, you don’t know who has the keys, who took the keys,” Ryan said. “This way if the keys are taken out of the system, you know who took the keys. So I would say that this is probably your best bet in regards to key control.” Once keys are entered into the system, they can be tracked, letting the dealership know who had the keys. That person is then held responsible. Ryan said the system guarantees someone cannot break into a dealership and steal the keys.


8 • August 21, 2017

USED CAR NEWS

NAAA Auctions of the Year NAAA HONORS AUCTIONS FOR GIVING BACK TO COMMUNITIES As part of National Auto Auction Week, the National Auto Auction Association announced the four nominees for its annual Auto Auction of the Year Award for Excellence in Community Service award. NAAA established the awards in 2016 to recognize the many charitable acts auctions already perform and to encourage even greater volunteer involvement. The winner receives a large crystal loving cup, a cover photo and feature story in both NAAA’s On The Block magazine and annual Membership Directory, plus $20,000 payable to the auction’s chosen charity that is in addition to the previous $5,000 prize as a chapter inalist. The four inalists represent NAAA’s Eastern, Midwest, Southern and Western chapters. West Michigan Auto Auction was last year’s winner. Eastern Chapter: ADESA Winnipeg ADESA Winnipeg has been named for the second consecutive year as the Eastern Chapter’s Auto Auction of the Year. The Manitoba, Canada, business was chosen for its tireless volunteer eforts that includes employees planning, piloting and participating in more than 55 events to raise over $3.5 million for a variety of regional causes. Gregg Maidment, ADESA senior vice president of Canadian operations and general manager of the auction, said his staf set a goal to help as many charitable causes as possible in 2017 and has been working diligently to achieve it. “Our team strives to make a positive impact in the community by donating their time, money and auctioneering skills in service to more than 55 charities,” Maidment noted. “To reach out to that many causes big or small often means our employees are participating

in three or four events in a week – sometimes even two the same day.” He and his wife Lana cochaired one of the auction’s biggest fundraisers, the Gold Heart Gala Under the Big Top. In addition to hosting and sponsoring the event, ADESA Winnipeg staf conducted a live auction for the 765 guests, raising $532,000 for Variety, the Children’s Charity of Manitoba, an organization that meets the tangible needs to improve the quality of life for children in the province with disabilities and/or are impacted by socio-economic issues. Often the auction teams up with its dealer partners to perform some fast fundraising. Working together they raised $31,760 in the several weeks before Christmas to help Winnipeg Harvest provide food to more than 62,000 Manitobans while the employees donated meal items, bundling them into holiday dinner baskets. Learning of a small boy born with two rare diseases who had to undergo extensive brain surgery in a facility across the country from where he lived, the auction and dealers teamed up once again to raise $12,000 – in just two weeks – to help the family pay medical and household costs.

NAAA 2017 Midwest Chapter Auto Auction of the Year. The Jefersonville, Ind., business was chosen for its 35 years of giving back to the community, which includes the recent donation of its former 5-acre site and 14,000-square-foot facility to the local school system. Since 1982 the auction’s 73 employees have raised funds and volunteered time in support of such nonproit projects as an annual children’s holiday party, a soup kitchen, homeless shelter, youth sports, historic preservation, employment for those with learning disabilities and numerous other community programs amounting to countless hours and more than $2.5 million. Matt Fetter, CCAA president and third generation co-owner, was “extremely delighted” with the honor as a well-deserved recognition of his auction staf’s public spiritedness. “The compassionate employees who make up Clark County Auto Auction are deeply devoted and enthusiastic to volunteer and make a positive impact in their community each and every day,” Fetter said. “From the time we opened our doors, striving to make the world a better place has become our staple, our mission and a large portion of our company DNA.” Greater Clark County Midwest Chapter: Clark Schools nominated the aucCounty Auto Auction Clark County Auto Auc- tion to receive the award tion has been named the for the contribution of its

property worth more than $2 million. Named after the CCAA’s late co-founder, the Mark Fetter Center for Professional Learning furnishes space for training 750 teachers as a major component in the school system’s transition to the Ford Next Generation Learning model. Southern Chapter: Charleston Auto Auction Charleston Auto Auction (CAA), a member of the XLerate Group, was named the 2017 Southern Chapter Auto Auction of the Year. The Moncks Corner, S.C., business was chosen for its depth of commitment that went beyond inancial support to taking a very active role in making the local school principal’s dream of a residence for homeless students a reality. Charleston County School District nominated the auction to be honored for its work addressing the problem of 21 homeless students at R.B. Stall High School with its ongoing support of then-Principal Kim Wilson’s vision of a house, stafed by surrogate parents, that would provide stability and consistency as well as a bed and meals through his plan called Project H.O.M.E. (Helping Others Mirror Excellence). After a news story about the proposed project aired on TV, Wilson got an email from Jason Moritz, assistant general manager at CAA, saying, “Looking forward to

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raising some funds to help with your eforts.” “I was dumbfounded; here was a guy I didn’t know representing a business I never heard of wanting to help these kids,” recalled Wilson, now the executive director for the school district’s secondary education community. “And help they did.” The auction immediately organized a special monthlong sale, partnering with its dealers to donate a percentage of every vehicle bought or sold. The response was so positive the dealers donated more money above the original agreement. Next the business reached out to the general community soliciting contributions. Additional fundraising during the year collected more than $26,000 to get the home under construction with the goal of housing students this fall. “They continue to be a driving force behind this project,” Wilson noted. “They have taken an active role in making this home their mission with the auction’s General Manager Laura Taylor and Jason joining our board of directors. They also speak to businesses and groups in the community to encourage involvement. It’s people like the management and employees at Charleston Auto Auction who see a need and take action that make a diference in this world.” Continued on page 10


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ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES AUGUST 2017

SOURCE: BLACK BOOK

2012 MODELS

2014 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

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

July ‘16 15,900 6,750 7,650 7,700 12,000 6,350 11,000 11,100 12,150 14,650

Jan ‘17 13,000 5,350 6,000 5,950 9,800 5,050 8,950 9,050 9,750 11,700

July ‘17 12,400 5,150 5,875 5,350 9,400 4,850 9,350 8,550 9,600 10,400

July ‘18 10,300 4,375 5,075 4,500 8,125 3,975 7,600 7,275 8,375 9,325

July ‘19 8,600 3,675 4,325 3,600 7,025 3,250 6,200 6,150 7,250 8,200

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

July ‘16 17,950 32,400 9,500 15,000 10,050 15,150 9,200 14,400 14,800 19,900

Jan ‘17 14,950 26,700 7,750 12,650 8,400 13,650 7,500 11,900 12,750 16,750

July ‘17 14,500 24,950 7,500 12,150 8,000 13,000 7,350 12,600 12,400 15,850

July ‘18 12,450 21,125 6,250 10,150 6,725 11,125 6,000 10,400 10,550 13,675

July ‘19 10,550 17,575 5,125 8,475 5,400 9,375 4,775 8,475 8,750 11,800

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 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 Lexus ES 350 4D Luxury Sedan

July ‘16 15,600 16,700 29,200 9,950 8,050 19,200 6,050 7,900 8,400 6,000 9,850 7,550 9,125 17,200

Jan ‘17 12,500 12,250 23,000 8,150 6,700 15,500 4,450 6,400 6,800 4,850 8,200 6,350 7,475 13,600

July ‘17 11,200 11,850 19,000 7,800 6,100 14,200 4,050 6,000 6,400 4,550 7,750 6,500 7,325 13,200

July ‘18 8,900 9,575 14,775 6,700 5,500 11,625 3,525 5,300 5,675 4,050 6,775 5,700 6,425 11,025

July ‘19 7,050 7,850 11,350 5,675 4,875 9,275 2,975 4,575 4,900 3,550 5,975 4,950 5,450 9,125

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 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 Lexus ES 350 4D Luxury Sedan

July ‘16 20,400 20,350 46,900 14,250 11,050 27,800 8,400 10,750 12,450 9,350 12,000 10,800 13,100 23,900

Jan ‘17 17,550 17,250 41,000 12,350 9,650 23,700 6,550 9,550 10,650 8,100 10,650 10,150 12,600 20,700

July ‘17 15,400 16,250 33,000 11,300 9,350 23,200 5,950 9,000 10,350 7,750 10,700 10,000 11,300 20,400

July ‘18 12,375 13,450 25,900 9,800 8,125 18,725 5,050 7,875 9,075 6,675 9,325 8,575 9,825 16,825

July ‘19 9,850 10,875 19,925 8,325 6,925 14,925 4,125 6,750 7,800 5,625 8,000 7,250 8,275 13,675

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 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

JULY ‘16 17,900 30,600 19,750 9,900 18,700 22,500 9,400 13,600 11,250 18,100 16,400 14,900 12,750 12,850 21,950 18,100 24,800 10,100 18,250 18,000 23,400 21,075

JAN ‘17 14,850 27,100 15,900 8,450 17,000 18,200 7,500 11,100 9,450 15,000 13,700 11,900 11,100 10,450 18,650 14,850 24,050 8,150 14,500 16,000 21,300 19,575

JULY ‘17 12,700 25,800 14,900 7,550 15,800 17,000 7,500 10,700 8,750 14,400 13,200 11,400 10,950 9,950 17,100 14,750 23,500 7,600 13,050 14,500 21,950 19,025

JULY ‘18 11,400 21,525 12,625 6,225 14,200 14,425 5,700 9,350 7,250 11,875 11,600 9,950 9,525 8,725 14,800 12,625 21,475 6,550 11,025 13,050 18,425 17,575

JULY ‘19 10,000 18,225 10,675 5,150 12,850 12,500 4,675 8,250 6,175 10,625 10,575 8,825 8,500 7,475 12,975 10,900 19,875 5,575 9,750 12,125 15,750 16,17

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 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

JULY ‘16 23,650 40,900 26,300 13,300 27,800 29,000 13,500 19,500 15,300 25,000 21,600 20,400 16,750 19,050 29,000 21,500 28,900 13,250 23,025 22,900 26,750 23,900

JAN ‘17 22,650 35,500 22,250 11,000 25,800 27,400 11,500 17,350 12,550 21,800 20,000 18,600 14,450 16,600 26,150 19,100 27,600 11,950 19,575 21,000 25,100 22,500

JULY ‘17 21,600 33,500 21,350 10,700 26,500 25,000 11,200 16,600 12,600 21,000 19,000 18,100 12,950 15,250 24,350 18,500 27,150 10,950 18,575 20,600 26,150 22,450

JULY ‘18 18,075 28,450 17,975 8,950 22,975 21,425 9,175 14,175 10,300 17,650 16,175 15,300 11,600 12,950 20,575 15,575 24,825 9,275 15,425 18,075 22,125 20,625

JULY ‘19 14,975 24,225 15,300 7,500 20,650 18,325 7,400 11,975 8,625 15,125 14,300 13,275 10,425 10,825 17,850 13,400 22,850 7,825 13,250 16,500 19,100 19,025

#s

2013 MODELS

2015 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

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

July ‘16 18,500 8,500 8,950 8,800 14,650 8,050 12,600 13,350 15,650 17,900

Jan ‘17 16,200 6,800 7,450 7,350 12,550 6,450 10,450 11,100 13,300 14,550

July ‘17 15,600 6,150 7,350 6,950 11,500 5,850 11,050 10,800 11,650 13,250

July ‘18 12,850 5,225 6,200 5,800 9,950 4,775 8,950 9,150 10,075 11,725

July ‘19 10,600 4,350 5,225 4,600 8,500 3,875 7,300 7,575 8,600 10,175

DOMESTIC CARS Buick LaCrosse Leather 4D Sedan FWD Cadillac CTS 3.6 Luxury 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 200 S 4D Sedan AWD Chrysler 300 S 4D Sedan V6 Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan

July ‘16 19,500 32,900 10,900 16,750 16,250 22,850 10,900 18,700 17,650 23,700

Jan ‘17 16,250 25,400 9,400 13,900 14,900 20,400 9,300 15,250 14,750 19,500

July ‘17 15,800 23,400 8,700 13,150 14,100 18,950 8,650 15,000 13,850 18,900

July ‘18 13,725 20,200 7,475 11,175 11,925 16,275 7,075 12,750 12,025 16,075

July ‘19 11,800 17,050 6,250 9,475 9,725 13,825 5,600 10,675 10,050 13,775

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 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 Lexus ES 350 4D Luxury Sedan

July ‘16 17,700 18,700 37,000 12,550 9,550 21,600 7,450 9,700 11,450 8,250 10,750 9,150 11,500 21,250

Jan ‘17 14,600 14,750 31,500 10,900 8,400 18,900 5,650 8,400 9,550 7,150 9,400 7,950 10,300 18,000

July ‘17 12,350 13,750 26,000 10,100 7,800 17,800 5,150 7,800 8,950 6,350 8,950 7,300 9,200 18,050

July ‘18 9,925 11,225 20,200 8,675 6,850 14,275 4,375 6,825 7,825 5,575 7,925 6,425 8,025 14,850

July ‘19 7,925 9,150 15,475 7,325 5,900 11,375 3,575 5,875 6,725 4,750 6,900 5,600 6,775 12,075

IMPORTED CARS Acura TLX Base 2.4L 4D Sdn BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata SE 4D Sedan 2.4 Lexus ES 350 base 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

July ‘16 24,200 23,850 62,200 16,200 12,550 27,200 33,900 10,050 12,300 14,400 10,850 14,200 12,000 15,050

Jan ‘17 20,700 19,750 51,500 14,100 10,900 25,000 29,400 8,250 10,900 12,400 9,350 12,250 10,700 13,950

July ‘17 18,650 19,000 43,750 13,400 10,650 24,700 29,000 8,000 10,400 12,750 8,750 12,150 10,850 13,000

July ‘18 15,700 15,875 34,500 11,575 9,375 20,175 23,575 6,625 9,275 11,225 7,500 10,675 9,375 11,225

July ‘19 13,000 12,950 26,525 9,800 8,100 16,225 18,900 5,300 7,925 9,550 6,275 9,300 8,000 9,400

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

JULY ‘16 22,650 36,850 24,150 11,950 21,500 26,800 11,500 18,200 15,400 22,500 20,300 19,300 14,700 15,350 25,300 20,700 26,950 11,900 20,450 20,900 25,500 22,750

JAN ‘17 19,400 33,000 19,900 10,050 19,500 24,800 10,000 15,250 13,000 19,400 18,200 16,900 13,000 13,100 22,900 18,000 26,350 10,750 17,600 19,000 24,100 21,550

JULY ‘17 15,300 29,800 18,550 10,050 19,000 22,000 9,500 14,250 11,950 17,400 17,000 15,600 12,150 12,000 20,750 17,650 24,750 9,600 16,400 17,800 24,850 21,500

JULY ‘18 13,525 24,725 15,200 8,175 16,500 18,500 7,650 12,300 9,750 14,625 14,450 13,175 10,550 10,425 17,625 14,775 23,075 8,000 13,650 15,700 20,725 19,625

JULY ‘19 11,675 20,875 12,725 6,700 14,775 15,775 6,200 10,575 8,150 12,750 12,750 11,400 9,450 8,875 15,350 12,600 21,550 6,800 11,775 14,375 17,575 17,975

TRUCKS

July ‘16

Jan ‘17

July ‘17

July ‘18

July ‘19

29,050 57,700 33,100 15,800 29,700 35,500 16,000 23,200 17,050 26,100 24,900 23,000 19,250 22,200 30,950 24,100 30,600 14,800 29,350 24,900 29,950 24,200

25,500 51,000 26,850 12,750 28,000 33,200 13,500 19,850 14,700 25,000 22,000 19,600 16,200 19,650 28,400 22,000 29,650 13,100 25,750 23,000 27,900 23,600

24,650 50,200 25,000 12,100 28,500 34,200 13,500 19,850 14,200 24,200 22,200 19,700 15,250 17,850 27,200 21,800 28,850 12,250 25,400 23,500 28,100 23,800

20,675 41,625 21,175 10,175 25,125 28,675 11,200 16,450 11,800 20,075 19,350 16,975 13,375 15,125 23,125 18,925 26,325 10,475 20,925 20,475 24,025 21,675

17,375 35,225 18,075 8,600 22,750 24,800 9,250 13,900 10,000 17,200 17,500 15,025 12,025 12,600 20,200 16,475 24,175 8,975 17,800 18,650 21,100 19,775

BMW X3 XDrive28i 4D SAV Cadillac Escalade base 4D SUV 4WD 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 Double Cab V6


12 • August 21, 2017

USED CAR NEWS

PEOPLE IN THE NEWS Auction Veteran Set to Retire

NAME

Manheim announced that Jay Cadigan, vice president of industry relations, will retire on Aug. 31. Cadigan’s retirement marks the end of a renowned automotive industry career spanning Jay Cadigan four decades, including leadership positions in the auction as well as leasing and rental car remarketing businesses. As vice president of industry relations since 2012, Cadigan led Manheim’s strategic eforts to develop, promote and establish consistent standards, processes and policies that further the industry. Prior to that, he served the company as market vice president for Florida and Puerto Rico, president of sales and operations for the General Motors and Avis Budget Group accounts and general manager of Skyline Auto Exchange (now Manheim NY Metro Skyline). Throughout his career, Cadigan served the remarketing industry in National Auto Auction Association volunteer leadership roles. A 2015 inductee into the NAAA Hall of Fame, he is a past president of the association and current member of its executive committee and board of directors, serving as executive vice president. Cadigan is also a past president of the Eastern Auto Auction Association. Other recent industry honors include Cadigan’s award of the Ring of Honor in 2016 from the National Independent Automobile Dealers Association (NIADA) and being named Remarketer of the Year at the 2015 Conference of Automotive Remarketing. Cadigan began his automotive career working at a car dealership before earning a bachelor’s degree in business management from St. Mary’s College of California. Prior to joining Manheim in 1993, Cadigan served as assistant general manager of Golden Gate Auto Auction in Fremont, Calif. (now ADESA Golden Gate), and gained remarketing experience by working with U.S. Fleet Leasing, Avis Car Leasing and Hertz.

Manheim Promotes Digital Exec Manheim announced that Nick Peluso will lead the remarketing leader ’s digital strategy as p re s i d e n t of Manheim Digital Marketplace, while continuing as p re s i d e n t of RMS AutomoNick Peluso tive. In his dual role, Peluso is responsible for Manheim’s digital channels, including OVE, Manheim.com and Simulcast, in addition to RMS Automotive’s global business. Peluso will report to Grace Huang, Manheim’s senior vice president of Inventory Services. Peluso joined Cox Automotive in 2000 as president of remarketing solutions for Manheim and soon became senior vice president of customer management for Manheim before being named president of RMS Automotive in 2014.

Auction Names Sales VP KASP Auto Auction named Michele Pierog as vice president of national sales. An industry veteran with over 15 years of experience, Pierog started her career running dealer registration at Auto Auction of New England. She was promoted to the sales and marketing department where she spent over a decade in various roles ranging from sales support to director of sales and marketing. During the latter part of her career, Pierog has served as director of national sales working with both dealer consignment and commercial accounts.

GWC Promotes Executive GWC Warranty has appointed Wendy Pratt as the new assistant vice president of strategic alliances. Pratt joined GWC Warranty in 2010 and shortly thereafter was named GWC’s director of strategic alliances. In her previous role, Pratt pioneered new business avenues for GWC by partnering with national and regional lenders to help them increase portfolio performance by mitigating risk caused by mechanical failure. Pratt is a University of North Carolina at Greensboro graduate.


Your source for quality, selection and value: Chase. A broad selection of pre-owned vehicles from an industry leader. September 2017 Chase High Lines, featuring Jaguar Land Rover Financial Group

Chase ADESA Boston September 1, 8. 22, 29 508-626-7000

ADESA Tulsa September 8 918-437-9044

Manheim New Orleans September 6 985-643-2061

ADESA Boston September 1, 29 508-626-7000

Manheim Milwaukee September 20 262-835-4436

Manheim Pennsylvania September 14, 28 800-777-2053

ADESA Brasher’s September 5 916-991-5555

ADESA Washington DC September 20 703-996-1100

Manheim Orlando September 5, 12, 19, 26 800-337-8491

Manheim Atlanta September 13 404-762-9211

Manheim Nashville September 27 877-386-5004

Manheim Riverside September 7, 21 909-689-6000

ADESA Charlotte September 14, 28 704-587-7653

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

Manheim Dallas September 6 877-860-1651

Manheim Palm Beach September 6 561-790-1200

ADESA Chicago September 22 847-551-2151

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

ADESA Cincinnati/Dayton September 26 937-746-4000

Manheim Dallas September 6, 20 877-860-1651

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

Manheim Denver September 20 800-822-1177

ADESA Houston September 13, 27 281-580-1800 ADESA Indianapolis September 12, 26 800-925-1210 ADESA Kansas City September 12, 26 816-525-1100

Manheim Detroit September 14, 28 734-654-7100 Manheim Fredericksburg September 7, 21 540-368-3400 Manheim Milwaukee September 6, 20 262-835-4436

ADESA Lexington September 7 859-263-5163

Manheim Minneapolis September 13 763-425-7653

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

Manheim Nashville September 5, 6, 27 877-386-5004

ADESA Salt Lake September 5 801-322-1234

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

Manheim Palm Beach September 6 561-790-1200 Manheim Pennsylvania September 1, 14, 15, 28, 29 800-777-2053 Manheim Phoenix September 7, 14, 21, 28 623-907-7000

Mazda Capital Services

Manheim Pittsburgh September 20 724-452-5555

ADESA Boston September 8 508-626-7000

Manheim Fredericksburg September 21 540-368-3400

Manheim Riverside September 7, 19, 21 909-689-6000

ADESA Houston September 13 281-580-1800

Manheim Milwaukee September 6 262-835-4436

Manheim Seattle September 13 206-762-1600

Columbus Fair AA September 6 614-497-2000

Manheim Nashville September 6 877-386-5004

Manheim Atlanta September 28 404-762-9211

Manheim New Jersey September 6 609-298-3400

Manheim Detroit September 14 734-654-7100

Manheim Orlando September 19 800-337-8491

Manheim Southern California September 14, 28 909-822-2261 Manheim Tampa September 14 800-622-7292 Southern AA September 20 860-292-7500

Subaru Motor Finance

Manheim Pennsylvania September 1, 15, 29 800-777-2053 Manheim Pittsburgh September 20 724-452-5555 Manheim Riverside September 19 909-689-6000 Manheim Seattle September 13 206-762-1600 Manheim Tampa September 14 800-622-7292

Subaru

ADESA Boston September 8 508-626-7000

Manheim Fredericksburg Manheim Pittsburgh September 7 September 20 540-368-3400 724-452-5555

Choose Chase on ADESA.com and OVE.com for quality bank-sourced vehicles.

ADESA Salt Lake September 5 801-322-1234

Manheim Milwaukee September 20 262-835-4436

Manheim Seattle September 13 206-762-1600

Contact auctions directly for current sale information.

Columbus Fair AA September 27 614-497-2000

Manheim New Jersey September 6 609-298-3400

Manheim Southern CA September 28 909-822-2261

Manheim Dallas September 6 877-860-1651

Manheim Orlando September 19 800-337-8491

Southern AA September 20 860-292-7500

Manheim Detroit September 14 734-654-7100

Manheim Pennsylvania September 1, 29 800-777-2053

Subaru Motors Finance

*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. ©2017 JPMorgan Chase Bank, N.A. Member FDIC (17-009) 9/17


14 • August 21, 2017

USED CAR NEWS

RETAIL MARKETS NEBRASKA Debby Chesterman, dealer principal, World Auto Sales, Nebraska City, Neb.: “We’ve been in business since April 2006 – 11 years. We have just one location. “I keep between 15 and 25 in inventory. It sounds like a big spread, but it just depends on how many move. I’m trying to ramp up to 30 now. “We use several local auctions to get cars. We also use OVE.com, SmartAuction and other online auctions. We also buy directly from vendors. “My numbers have been down this year. But selling 15 to 18 would be a good month. “One problem is, we had major road construction in front of our building. It didn’t completely close the road, but they’ve (narrowed) the road down so much that a lot of people were just avoiding the area. Then the road was done and people started coming back in. “Another problem I had was in getting the right mix

of inventory. I needed about half of my inventory to be for credit-challenged people and half to be for prime customers. I did not have that mix. “People came in to buy, but they couldn’t qualify to buy. I had too many prime cars. So it became pretty obvious that we needed more inexpensive cars. “We do subprime but no buy-here, pay-here. It’s about 60 percent prime and cash deals to 40 percent subprime. That may easily flip to 60 percent subprime. “The average retail price is about $14,300. “Average model year is about a 2011. My mileage is a little bit high – 94,000. The prices on the vehicles that I want just keep creeping up to almost retail. “I try to carry about onethird cars, one-third trucks and one-third SUVs. I’m focusing on getting some more imports. “I think we hit $800 for average reconditioning. “We do some of the work

here and then the work that’s too time-consuming or needs other equipment will be sent out. “We have a company that’s assisting me with placing my advertising. Facebook, Google and Craigslist are what I’m doing. “I sold a 2014 Dodge Dart RT. It had less than 20,000 miles. I got $16,000.”

OHIO Matt Cahill, managing partner, Select Motors, Celina, Ohio: “We’ve been in business for 31 years. We’re on the western edge of the middle part of the state. We’re about 15 minutes from Indiana. “We were (named) the 2017 Ohio Quality Dealer of the Year. We’ve done things right for a long time and we’ve got a lot of return business. “We have one location. Right now, our inventory is in the 50s, but normally we’re up about 80. It’s just a transition in the market. The new models are ready

Compiled by Jeffrey Bellant to come out and, basically, we’ve been down at this time of the year every year. Usually by October we start ramping back up again. “We retail about 30 a month. It’s actually better than this time last year. “We still go to the auction to acquire (vehicles.) We go two days a week in Columbus, Ohio - Columbus Fair and Manheim Ohio - and various locations as needed. “We do sell at auctions, but we don’t do a lot of wholesaling. If we get a unit that’s been on the lot for 90 days, we’ll take it to the auction as needed. “We do some subprime but no buy-here, pay-here. Subprime is probably only 15 percent. We’re seeing more of a demand for it. “Average retail price is probably in the $15,000 to $17,000 range. That’s typical of last year. “Model-year range is oneto three-year olds. With mileage, we stay pretty much at 35,000 and below. It’s always a challenge to acquire

those vehicles, but it seems in the last year or so, more of those vehicles are available because of leasing. “We have a mix of cars, trucks and SUVs. “Inventory is probably 60/40 – 60 percent domestics and 40 percent foreign. “We have our own detail department, so we do that work in-house. We have one technician that handles all of our check-overs and service after the sale. “Average recon is about $400. “For advertising, we are on CarGurus.com and that’s been one of the best for us. At one time we were on AutoTrader and Cars.com. But because of pricing, we went to CarGurus and we’ve had better luck. We do have a Facebook page and we still do local advertising in the newspaper. It sounds oldfashioned but it’s what’s worked for us. “We sold a 2017 Kia Sedona minivan. It had 20,000 miles on it. We got $22,800 for that.”


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16 • August 21, 2017

USED CAR NEWS

WHOLESALE MARKETS NEW MEXICO Ray Vickers, owner, Farmington Auto Auction, Farmington, N.M.: “We’ve been in business since 1994. We have two lanes and we‘ve been running one. “Volumes have been pretty good, but business and the economy here have not been good. So dealers just haven’t needed much. “We’ve had good volumes in the lanes, but our selling percentages haven’t been good. We’ve been averaging 100 to 125 cars a week, but our percentages have been about 50 percent. That’s down from our typical 60 to 65 percent. “The oil and gas industry has really sufered here. Our coal mine has also cut back. “Our volume is mainly dealer consignment and repos. Repossessions have been just been steady. We’re getting about the same amount as we usually do and they sell. The quality of the repos has gone down, though. They seem to be in

a little worse condition than before. We get those from title loan companies and banks. “The number of dealers has been about the same. They still show up, but they haven’t been as aggressive as they had in the past. “We draw 60-plus and up to 75 when we have a GSA sale. “We had a big GSA sale (Aug. 9). We ran 155 and we sold them all. That’s a mixture of everything. We had lots of cars, like Ford Focuses. We had Jeeps and SUVs – like Durangos and Explorers. We had everything up to three-quarter ton and oneton trucks – lots of those. So it was a good mix. “The volume’s been up this year. They’re giving us more than they have in the past. We sold 1,000 last year and we’re on pace to sell 1,400 this year. “Our online sale (through AWG) has kind of been our savior. Because our auction is of the beaten path, we pay attention to our online

buyers. I think we had 70 bidders logged on for our GSA sale, so we have lots of buyers online. “Overall, our average price in the lane is about $12,000. But that’s because of GSA. If you take GSA out of the equation, it’s about $3,200. “We’re focused on giving the best customers service we can. (After the Lynnway Auto Auction accident), we’ve all been focusing in on safety as well.”

SOUTH CAROLINA Jimmy Rawls, owner, Rawls Auto Auction, Leesville, S.C.: “We’re having a very good year. “We’re running 700 to 1,000 a week. We’re selling about 70 to 75 percent. There’s good crowds here (on sale day). We get about 200 to 300. They’re mostly coming from the Carolinas and Georgia. “GM’s getting more oflease cars coming in, so you probably know. So we’ve been getting an additional

Compiled by Jeffrey Bellant

(number) of those. So that’s diferent. “We’re picking up a bunch of new accounts. “The franchise dealertrade lanes have been doing really good. Fleet consignment is up, too. “Dealers are mostly looking for cars under $10,000 – in the $6,000 to $10,000 range. There’s a lot of stuf in that range. “We also have GSA. We run 150 of those once a month. Those are $5,000 to $7,000. “They were a little late getting started this year. Evidently, they were slow coming in. So we’re running a pretty good number now. “The public comes but they don’t buy a lot. They’re looking to buy a car for $500. “(Trucks always do well) but cars are selling well, too. “I do about two heavy-duty truck sales a year. Those are from South Carolina Electric & Gas. I don’t know when we’re running another one since they’re losing

about $6 billion on a nuclear plant. We might not have anymore. “We have a salvage sale. We run about 30 to 40 every week. “Dealers have been in a good mood. I’m really enjoying it this year. “With the new president, things have taken of pretty good, so far. If we had a tax plan passed it would do even better. “I expect it (to stay positive the rest of the year). There‘s been a pent-up demand of people ready to buy. Now it feels a lot better. The banks are starting to loosen up. “Jobs in our area – in South Carolina – have picked up tremendously. So we’re really depending on the economy (continuing) to get better. “Overall our business is good. We’ve resurfaced 14 acres of asphalt. We’ve got 40 acres (of property) in all. “We’ve also upgraded our electronics and put in new servers.”

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ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES AUGUST 2017

SOURCE: BLACK BOOK

2012 MODELS

2014 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

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

July ‘16 15,900 6,750 7,650 7,700 12,000 6,350 11,000 11,100 12,150 14,650

Jan ‘17 13,000 5,350 6,000 5,950 9,800 5,050 8,950 9,050 9,750 11,700

July ‘17 12,400 5,150 5,875 5,350 9,400 4,850 9,350 8,550 9,600 10,400

July ‘18 10,300 4,375 5,075 4,500 8,125 3,975 7,600 7,275 8,375 9,325

July ‘19 8,600 3,675 4,325 3,600 7,025 3,250 6,200 6,150 7,250 8,200

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

July ‘16 17,950 32,400 9,500 15,000 10,050 15,150 9,200 14,400 14,800 19,900

Jan ‘17 14,950 26,700 7,750 12,650 8,400 13,650 7,500 11,900 12,750 16,750

July ‘17 14,500 24,950 7,500 12,150 8,000 13,000 7,350 12,600 12,400 15,850

July ‘18 12,450 21,125 6,250 10,150 6,725 11,125 6,000 10,400 10,550 13,675

July ‘19 10,550 17,575 5,125 8,475 5,400 9,375 4,775 8,475 8,750 11,800

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 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 Lexus ES 350 4D Luxury Sedan

July ‘16 15,600 16,700 29,200 9,950 8,050 19,200 6,050 7,900 8,400 6,000 9,850 7,550 9,125 17,200

Jan ‘17 12,500 12,250 23,000 8,150 6,700 15,500 4,450 6,400 6,800 4,850 8,200 6,350 7,475 13,600

July ‘17 11,200 11,850 19,000 7,800 6,100 14,200 4,050 6,000 6,400 4,550 7,750 6,500 7,325 13,200

July ‘18 8,900 9,575 14,775 6,700 5,500 11,625 3,525 5,300 5,675 4,050 6,775 5,700 6,425 11,025

July ‘19 7,050 7,850 11,350 5,675 4,875 9,275 2,975 4,575 4,900 3,550 5,975 4,950 5,450 9,125

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 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 Lexus ES 350 4D Luxury Sedan

July ‘16 20,400 20,350 46,900 14,250 11,050 27,800 8,400 10,750 12,450 9,350 12,000 10,800 13,100 23,900

Jan ‘17 17,550 17,250 41,000 12,350 9,650 23,700 6,550 9,550 10,650 8,100 10,650 10,150 12,600 20,700

July ‘17 15,400 16,250 33,000 11,300 9,350 23,200 5,950 9,000 10,350 7,750 10,700 10,000 11,300 20,400

July ‘18 12,375 13,450 25,900 9,800 8,125 18,725 5,050 7,875 9,075 6,675 9,325 8,575 9,825 16,825

July ‘19 9,850 10,875 19,925 8,325 6,925 14,925 4,125 6,750 7,800 5,625 8,000 7,250 8,275 13,675

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 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

JULY ‘16 17,900 30,600 19,750 9,900 18,700 22,500 9,400 13,600 11,250 18,100 16,400 14,900 12,750 12,850 21,950 18,100 24,800 10,100 18,250 18,000 23,400 21,075

JAN ‘17 14,850 27,100 15,900 8,450 17,000 18,200 7,500 11,100 9,450 15,000 13,700 11,900 11,100 10,450 18,650 14,850 24,050 8,150 14,500 16,000 21,300 19,575

JULY ‘17 12,700 25,800 14,900 7,550 15,800 17,000 7,500 10,700 8,750 14,400 13,200 11,400 10,950 9,950 17,100 14,750 23,500 7,600 13,050 14,500 21,950 19,025

JULY ‘18 11,400 21,525 12,625 6,225 14,200 14,425 5,700 9,350 7,250 11,875 11,600 9,950 9,525 8,725 14,800 12,625 21,475 6,550 11,025 13,050 18,425 17,575

JULY ‘19 10,000 18,225 10,675 5,150 12,850 12,500 4,675 8,250 6,175 10,625 10,575 8,825 8,500 7,475 12,975 10,900 19,875 5,575 9,750 12,125 15,750 16,17

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 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

JULY ‘16 23,650 40,900 26,300 13,300 27,800 29,000 13,500 19,500 15,300 25,000 21,600 20,400 16,750 19,050 29,000 21,500 28,900 13,250 23,025 22,900 26,750 23,900

JAN ‘17 22,650 35,500 22,250 11,000 25,800 27,400 11,500 17,350 12,550 21,800 20,000 18,600 14,450 16,600 26,150 19,100 27,600 11,950 19,575 21,000 25,100 22,500

JULY ‘17 21,600 33,500 21,350 10,700 26,500 25,000 11,200 16,600 12,600 21,000 19,000 18,100 12,950 15,250 24,350 18,500 27,150 10,950 18,575 20,600 26,150 22,450

JULY ‘18 18,075 28,450 17,975 8,950 22,975 21,425 9,175 14,175 10,300 17,650 16,175 15,300 11,600 12,950 20,575 15,575 24,825 9,275 15,425 18,075 22,125 20,625

JULY ‘19 14,975 24,225 15,300 7,500 20,650 18,325 7,400 11,975 8,625 15,125 14,300 13,275 10,425 10,825 17,850 13,400 22,850 7,825 13,250 16,500 19,100 19,025

#s

2013 MODELS

2015 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

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

July ‘16 18,500 8,500 8,950 8,800 14,650 8,050 12,600 13,350 15,650 17,900

Jan ‘17 16,200 6,800 7,450 7,350 12,550 6,450 10,450 11,100 13,300 14,550

July ‘17 15,600 6,150 7,350 6,950 11,500 5,850 11,050 10,800 11,650 13,250

July ‘18 12,850 5,225 6,200 5,800 9,950 4,775 8,950 9,150 10,075 11,725

July ‘19 10,600 4,350 5,225 4,600 8,500 3,875 7,300 7,575 8,600 10,175

DOMESTIC CARS Buick LaCrosse Leather 4D Sedan FWD Cadillac CTS 3.6 Luxury 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 200 S 4D Sedan AWD Chrysler 300 S 4D Sedan V6 Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan

July ‘16 19,500 32,900 10,900 16,750 16,250 22,850 10,900 18,700 17,650 23,700

Jan ‘17 16,250 25,400 9,400 13,900 14,900 20,400 9,300 15,250 14,750 19,500

July ‘17 15,800 23,400 8,700 13,150 14,100 18,950 8,650 15,000 13,850 18,900

July ‘18 13,725 20,200 7,475 11,175 11,925 16,275 7,075 12,750 12,025 16,075

July ‘19 11,800 17,050 6,250 9,475 9,725 13,825 5,600 10,675 10,050 13,775

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 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 Lexus ES 350 4D Luxury Sedan

July ‘16 17,700 18,700 37,000 12,550 9,550 21,600 7,450 9,700 11,450 8,250 10,750 9,150 11,500 21,250

Jan ‘17 14,600 14,750 31,500 10,900 8,400 18,900 5,650 8,400 9,550 7,150 9,400 7,950 10,300 18,000

July ‘17 12,350 13,750 26,000 10,100 7,800 17,800 5,150 7,800 8,950 6,350 8,950 7,300 9,200 18,050

July ‘18 9,925 11,225 20,200 8,675 6,850 14,275 4,375 6,825 7,825 5,575 7,925 6,425 8,025 14,850

July ‘19 7,925 9,150 15,475 7,325 5,900 11,375 3,575 5,875 6,725 4,750 6,900 5,600 6,775 12,075

IMPORTED CARS Acura TLX Base 2.4L 4D Sdn BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata SE 4D Sedan 2.4 Lexus ES 350 base 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

July ‘16 24,200 23,850 62,200 16,200 12,550 27,200 33,900 10,050 12,300 14,400 10,850 14,200 12,000 15,050

Jan ‘17 20,700 19,750 51,500 14,100 10,900 25,000 29,400 8,250 10,900 12,400 9,350 12,250 10,700 13,950

July ‘17 18,650 19,000 43,750 13,400 10,650 24,700 29,000 8,000 10,400 12,750 8,750 12,150 10,850 13,000

July ‘18 15,700 15,875 34,500 11,575 9,375 20,175 23,575 6,625 9,275 11,225 7,500 10,675 9,375 11,225

July ‘19 13,000 12,950 26,525 9,800 8,100 16,225 18,900 5,300 7,925 9,550 6,275 9,300 8,000 9,400

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

JULY ‘16 22,650 36,850 24,150 11,950 21,500 26,800 11,500 18,200 15,400 22,500 20,300 19,300 14,700 15,350 25,300 20,700 26,950 11,900 20,450 20,900 25,500 22,750

JAN ‘17 19,400 33,000 19,900 10,050 19,500 24,800 10,000 15,250 13,000 19,400 18,200 16,900 13,000 13,100 22,900 18,000 26,350 10,750 17,600 19,000 24,100 21,550

JULY ‘17 15,300 29,800 18,550 10,050 19,000 22,000 9,500 14,250 11,950 17,400 17,000 15,600 12,150 12,000 20,750 17,650 24,750 9,600 16,400 17,800 24,850 21,500

JULY ‘18 13,525 24,725 15,200 8,175 16,500 18,500 7,650 12,300 9,750 14,625 14,450 13,175 10,550 10,425 17,625 14,775 23,075 8,000 13,650 15,700 20,725 19,625

JULY ‘19 11,675 20,875 12,725 6,700 14,775 15,775 6,200 10,575 8,150 12,750 12,750 11,400 9,450 8,875 15,350 12,600 21,550 6,800 11,775 14,375 17,575 17,975

TRUCKS

July ‘16

Jan ‘17

July ‘17

July ‘18

July ‘19

29,050 57,700 33,100 15,800 29,700 35,500 16,000 23,200 17,050 26,100 24,900 23,000 19,250 22,200 30,950 24,100 30,600 14,800 29,350 24,900 29,950 24,200

25,500 51,000 26,850 12,750 28,000 33,200 13,500 19,850 14,700 25,000 22,000 19,600 16,200 19,650 28,400 22,000 29,650 13,100 25,750 23,000 27,900 23,600

24,650 50,200 25,000 12,100 28,500 34,200 13,500 19,850 14,200 24,200 22,200 19,700 15,250 17,850 27,200 21,800 28,850 12,250 25,400 23,500 28,100 23,800

20,675 41,625 21,175 10,175 25,125 28,675 11,200 16,450 11,800 20,075 19,350 16,975 13,375 15,125 23,125 18,925 26,325 10,475 20,925 20,475 24,025 21,675

17,375 35,225 18,075 8,600 22,750 24,800 9,250 13,900 10,000 17,200 17,500 15,025 12,025 12,600 20,200 16,475 24,175 8,975 17,800 18,650 21,100 19,775

BMW X3 XDrive28i 4D SAV Cadillac Escalade base 4D SUV 4WD 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 Double Cab V6


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20 • August 21, 2017

DISCONNECTED JOTTINGS FROM

USED CAR NEWS

TONY MOORBY

I pulled into a fast food place this week to get my grandson some lunch. I shan’t say who’s chain it was but it was one of those

a small chocolate shake, “Oh, you wanted fries?” she replied. please.” A pause ensued then she “No, no. A ive-piece asked me to speak closer to chicken dinner.” “What size fries?” the speaker. Things were headed downhill in a hurry. Tony Moorby “Can we start over?” I • 50-year veteran of the industry asked. • President from 1997–2000 of ADT “A popover?” she enAutomotive quired incredulously. • Served as ADESA’s executive vice My bottom lip started president of sales and marketing • Moorby & Associates 2006–present to quiver as this repartee • Awarded the Ring of Honor by went back and forth for anNIADA other couple of minutes, at • NAAA Hall of Famer which juncture I signaled for the attention of one of where you pull into a stall I was in a large SUV, so the roller skaters. Eye-to-eye contact with with a menu displayed I craned my neck out of another human rescued next to the driver’s win- the window, something the day with the blame bedow. The ‘hops’ sometimes like a girafe and repeated ing irmly laid upon my acwear roller skates. the order. Next to the de“Welcome to … what licious-looking pictures of cent. I could have got into can I get y’all today?” a their bill of fare is a space a lengthy discussion over who had what accent but tinny voice slurping with depicting a copy of your thought it best to demure a southern drawl extolled order, as understood by the in that, I didn’t want anyfrom a speaker the size of young lady who took it. one messing with my ivea Lilliputian letter box. She It showed a three-piece piece chicken strip dinsounded as though she was chicken dinner. I tried to ner and a small chocolate speaking through a kazoo bring her attention to the shake. covered in a sock! mistake. I inally drove of trium“I’d like a ive-piece “I’m sorry, I ordered a phantly with my prize and chicken strip dinner with ive-piece.” my grandson tucked in

C R O S S WO R D

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

By Myles Mellor

Across 28. Start! 1. Buick crossover 30. Pantry insect 5. Luxury car 32. Lexus model brand letters 8. Earlier suix 33. Old, to a car 9. Popular Toyota buf 10. Former Mazda 34. Alero or SUV Aurora, briely 12. Subcompact 36. Boxster maker crossover SUV 38. Compact SUV from Jeep from Hyundai 16. Military 42. One of Ford’s vehicle oldest cars 18. Drive, in slang 43. Makers of the 19. Compact AMG E Class SUV from Kia sedan, goes with 5 22. Temperature down controller Down 23. Compass point 1. Buick’s small 24. Punto or crossover SUV Panda 2. Auto 25. Compact SUV 3. 70s Austin from Dodge model

Normally, when I’m on the road or on my own, I park the car and go inside and come face to face with a fellow human. Don’t misunderstand me; I love the conveniences we enjoy and I watch our industry with some intrigue as all the new gadgetry improves our customers’ experiences but high touch is still as important as high tech. I know I’m old fashioned – I even still have a Blackberry. And there’s an even greater rub – if I had a smartphone I could order my food with an app and have it ready when I get there or have it delivered. With my luck, I’d order a curry and end up with sushi.

with abandon, allowing me the cherry from the top of his shake for my troubles. I know I’m not alone in my frustration over drive thru windows. It’s even fodder for stand-up comedians. At irst I was tickled pink – one lunchtime during my irst week in this country in 1982 I had some errands to run. I made a deposit at the bank, dropped of some shirts for laundering, had the car illed with gas and picked up a sandwich and never got out of the car! I even bragged on the fact to my folks back in Blighty. But in each case I dealt with a live human being. Today’s modern approach of a disembodied voice of some remote person who could be in India, for all I know, is not as satisfying.

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Solution to this puzzle in the 9/4/17 issue. Call 1.800.794.0760 for a FREE subscription.

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22 • August 21, 2017

USED CAR NEWS

AROUND THE BLOCK

Compiled by Jeffrey Bellant

ROCK & ROLL SALE DRAWS THOUSANDS Auction Hosts

FREEBIRD!: Thousands of dealers and guests enjoyed classic tunes from Southern rock band Lynyrd Skynyrd at DAA Northwest’s annual Rock & Roll Sale in Spokane, Wash.

DAA Northwest offered a record 5,050 units during its annual July 19 and 20 Rock & Roll sale. The auction recently expanded its consignment parking lot to accommodate 5,500 vehicles. “We always work hard to be on our ‘A’ game, but this one took extra, focused effort,” said Gen-

eral Manager David Pendergraft. “On average weeks, we offer 1,800 units. This year’s Rock & Roll Sale produced nearly three times that volume. “Scaling up required some creative thinking and an all hands on deck mindset.” In addition to its regular staff,

the auction brought in over 200 temporary employees to work the event. “We appreciate the support we received from our sister auctions in Kansas City and Seattle as well as our local vendor partners. We couldn’t do it without them all,” said Greg Mahugh, senior vice president of operations for the McConkey Auction Group. Following DAA’s July 19 corporate consignment sale, the auction treated 4,200 dealers and their guests to a live concert and party featuring Lynyrd Skynyrd. “The band really connected with our customers and guests,” said Bob McConkey, president of the McConkey Auction Group. Dealers, remarketing industry executives and Auction Academy members attended the two-day event, which produced 3,600 sold units and an average sale price of $18,000.

‘Summer Slam’ Manheim Baltimore-Washington held its third annual ‘Summer Slam’ sale on July 18. The event featured more inventory, more buyers and more transactions than last year. About 3,000 units were available at the baseball-themed event, which brought more than 2,000 buyers contributing to a 60 percent sale. “Our spirited sale is a great opportunity for dealers to refresh their inventory for the summer,” said General Manager John Eriksen. “We love all the dealer engagement, both in our lanes and online. Prizes were given out, ranging from tickets to Baltimore Orioles games to a signed bat from Orioles Hall of Famer Brooks Robinson. New to this year’s event was a Drive Ready sale geared toward dealers looking to purchase lowmileage, newer-model-year vehicles that are nearly ready to go to the retail lot.

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

MISSED A STORY? VISIT OUR ARCHIVES AT USEDCARNEWS.COM

USEDCARNEWS.COM/UCNDEMO4/INDEX.PHP/2013-01-31-07-20-51/USED-CAR-NEWS


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LOCATION

INDUSTRY EXPERTISE FOCUSED ON HELPING ME EXPAND MY BUSINESS* OTTO HAHNE | CITY OF CARS, INC. | TROY, MI

Being able to count on your floor plan provider is huge, and NextGear Capital has never let me down. They helped me grow my business and have given me opportunities I never would have had without them. It’s no question that through their expert guidance, I had the conidence to open a second location. OTTO HAHNE | CITY OF CARS, INC. Smart. Simple. Fast. | Learn how Otto gets MORE at nextgearcapital.com *This testimonial was received via interview, audio and/or video submission. This testimonial is based on this dealer’s individual experiences, reflecting real life experiences of a NextGear Capital dealer. NextGear Capital does not claim they are typical results that dealers generally will achieve. This dealer’s experiences may not be indicative of future performance or success of any other dealers. Some of the testimonial has been shortened so the whole message is not displayed due to length and/or relevance.


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8/21/17  
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