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November 20, 2017

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Wholesale Prices Continue Moving Upward

Photo by Jeffrey Kowalsky IN CHARGE: Incoming National Auto Auction Association President Warren Clauss, left, shares a moment with outgoing NAAA President Jerry Hinton as they visit the Dearborn Inn in Dearborn, Mich. Clauss takes the reins of the association during the NAAA convention in Palm Springs, Calif. For interviews with the pair, turn to page 8.

Rush - Dated Material

Wholesale prices climbed again in October as the after-effects of this summer’s hurricanes lingered. The Manheim Used Vehicle Value Index reached 136.3, which was a record high for the sixth consecutive month. This was an 8.1 percent increase from a year ago. The Index adjusts auction prices for mix, mileage and seasonality. On a year-over-year basis, all major market segments again saw gains, including midsize cars. SUVs/CUVs, pickups, and vans outperformed the overall market. “Though wholesale market values continue to show strength as

a result of growing retail demand, most of this price strength can be attributed to the recovery following Hurricane Harvey and Hurricane Irma,” said Cox Automotive chief economist Jonathan Smoke. “Replacement demand combined with a reduction in available supply has caused wholesale inventories to tighten. “The impact to the wholesale market was widespread, resulting in abnormal wholesale price gains for another month.” Black Book’s Used Vehicle Retention Index for October increased to 114.6 from 113.9. This is the second straight month-

ly increase for the Black Book Index, dating back to August when it was at 112.6. The Black Book Used Vehicle Retention Index is calculated using Black Book’s published Wholesale Average value on two- to six-yearold used vehicles, as a percent of original, typically equipped MSRP. It is also weighted based on registration volume and adjusted for seasonality, vehicle age, mileage, and condition. During the month, vehicle segments such as compact crossovers, full-size cars, full-size crossovers and full-size pickups were a few of the categories that saw noticeable

retention strength due to increased demand during October. “So far this year, we have seen a very strong performance for used vehicle value retention, driven largely by the surprising value shoppers found in the affordable smaller cars after spring, and the huge demand resulting from hurricane replacements in the fall,” said Anil Goyal, senior vice president of automotive valuation and analytics for Black Book. “Looking ahead in the next two months, we expect the market to decline slightly but still end this year with a better-than-expected strength in used vehicle values.”

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USED CAR NEWS

November 20, 2017 • 3

NHTSA Awards Grant to Spur Recall Repair Rate The federal government hopes to hurry along the recall repair process as massive recalls continue to plague the industry. The National Highway Traffic Safety Administration (NHTSA) awarded a grant to the Maryland Department of Transportation Motor Vehicle Administration to help reach more consumers with the message of repairing open recalls on their vehicles. On average, 70 percent of vehicles recalled are repaired. Improving recall remedy rates is a priority for NHTSA, especially in light of the Takata airbag recall. The FAST Act, the 2015 transportation act, provided grants for up to six states that agreed to notify consumers of open recalls on their vehicles at the time of registration. Maryland was the only state to apply for the grant and will begin the process of developing their pilot program. “This first-in-the-nation grant will serve as an example to the rest of the

country as we continue to work across government to reach consumers in new and creative ways with potentially life-saving information about their vehicles,” said Transportation Secretary Elaine Chao. The $222,300 award to Maryland is part of a twoyear pilot grant program to test the feasibility of providing open recall information to consumers at the time of vehicle registration. The pilot program does not replace the vehicle manufacturer’s obligation to alert consumers of recalls on their vehicles and to provide a remedy free of charge. As part of the pilot program, Maryland has agreed to determine open recalls on all the motor vehicles registered by the state and to notify owners and lessees of the open recalls at the time of registration at no charge. Maryland will also provide owners and lessees with a brief description of the defect, the nature of the recall, and inform the owner or lessee that the remedy should be obtained immediately at

ON THE SMALL SIDE: While recalls of more than a million units draw headlines, there are still plenty of small recalls, such as Chevrolet’s recall of 16 Canyons and Colorados.

the manufacturer’s authorized dealer. At the end of the two-year performance period, the state will provide an evaluation of the notification program. Meanwhile, large recalls continue. Ford Motor Co. is recalling 1,101,107 of model year 20152017 Ford F-150, and 2017

F-250, F-350, F-450, and F-550 Super Duty trucks. The doors on these vehicles may have a bent or kinked actuation cable or the door latches may freeze after water gets into the latch. Either condition can result in the doors opening while driving although they appear to be closed.

Chrysler is recalling 414,134 2012 Jeep Liberty and 2012-2013 Chrysler 200 and Dodge Avenger vehicles. A component within the occupant restraint controller (ORC) may fail and prevent the active headrests from deploying in the event of a rear-end crash.


4 • Novemeber 20, 2017

USED CAR NEWS

NEWS BRIEFS Cars.com Reports Lower Dealer Count

Lexus CPO buyers can also take advantage of free roadside assistance and a free loaner car, as well as four complimentary factory maintenance service visits in their first two years or 20,000 miles of ownership. Drawing on data from the U.S. News Best Used Cars rankings and auto brands’ CPO program parameters, the Best Certified Pre-Owned Program award highlights the CPO program that offers the most peace of mind for buyers.

Cars.com Inc. saw its dealer customer count decline in the third quarter, dipping to 21,307 from 21,465 in the second quarter. Average vehicle listings were 4.9 million, up 6 percent year-over-year. Revenue was $159.9 million in the third quarter, down 1 percent yearover-year. Net income was $21 million. Average monthly unique visitors for Cars.com was up 3 percent yearover-year. But total traffic declined 1 Carvana Loses Nearly $40 Million Carvana Co. retailed 11,719 used percent to 101.7 million. Mobile traffic grew 8 percent year- units in the third quarter for revover-year and accounted for 59 per- enue of $225.4 million. Total gross profit was $20.4 milcent of total traffic compared to 54 percent in the third quarter of 2016. lion. Total gross profit per unit was $1,742. The company still reported a net loss of $39.8 million for the third U.S. News Names Lexus Top quarter. CPO Program Carvana also recently opened a faU.S. News & World Report uncility in Las Vegas. veiled its inaugural Best Certified Pre-Owned Program award. Lexus took home the honor based on its lengthy warranty coverage, CFPB Warns About Longer Loans The Consumer Financial Protechigh level of CPO benefits and the dependability record of its pre- tion Bureau released a report on auto loan trends that found a sharp owned vehicles. The Lexus CPO warranty includes increase in longer-term auto loans. According to the report, 42 percoverage for up to two years with no mileage limit and no deductible. cent of auto loans made in the last SAVANNAH, GA

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year carried a payback term of six years or more, compared to just 26 percent in 2009. The growth of these longer-term loans has largely come at the expense of five-year loans, which declined over the same period. The CFPB found that six-year auto loans are riskier – they cost more, are used by consumers with lower credit scores to finance larger amounts, and have higher rates of default.

KAR Reports Improved Results KAR Auction Services Inc. reported higher revenue and net income in the third quarter. KAR reported revenue of $843 million in the third quarter as compared with revenue of $789.6 million for the same quarter of 2016. Net income for the third quarter increased to $62.8 million, as compared with net income of $54.4 million in the third quarter of 2016.

ing a difference through community service, Motorcars Honda will receive $10,000 to fund a sustainability project, as well as an energy audit from the Cox Conserves team. The Cleveland Heights, Ohio, dealership stood out among this year’s contenders for its numerous conservation efforts across carbon, water and waste. The dealership installed the largest singular solar array at a dealership to become the first carbon-neutral dealership in the world. The solar array generates 50 to 70 percent of the dealership’s energy needs. To conserve water, Motorcars Honda uses recycled water in its Rainforest Car Wash. And the dealership implemented a recycling program, which they encourage staff and customers to use. In 2016, the dealership hosted a Solar Car Derby for kids in the community.

Cox Salutes Store for Sustainability Cox Automotive recently presented the third annual Leader in Sustainability Award to Motorcars Honda. For their leadership in promoting green business practices and mak-

PAGE 21

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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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

November 20, 2017 • 5

CarMax Shuffles Execs REMARKETING ARTIST OR SCIENTIST?

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CarMax Inc. shuffled its top executives, placing a renewed focus on operations. Cliff Wood plans to retire as executive vice president and chief operating officer by the end of the summer of 2018 and will be succeeded by Ed Hill, currently CarMax’s executive vice president of strategy and business transformation. Hill was promoted to this position in 2016. He joined CarMax in 1995 as director of service operations and progressively advanced to senior vice president, assuming leadership for CarMax’s corporate strategy in 2012. Prior to joining CarMax, he served in operational roles for several technology companies. CarMax also announced that, effective Nov. 1, two additional executives will be promoted. Darren Newberry will be promoted to senior vice president of store operations, and Joe Wilson will be promoted to senior vice president of store strategy and logistics. Newberry was promoted to vice president of regional sales in 2016, responsible for the field sales organization through the 11 CarMax regions. He joined CarMax in March 2004 as location general managerin-training in the Los Angeles region and was promoted to location general manager of the Duarte, Calif. store in 2006. He was promoted subsequently to positions of increasing responsibility, including regional vice president general manager of the Baltimore region in 2013 and the Los Angeles region in 2014. In his new role, he will lead the field operations for the sales, service and merchandising organizations. Wilson was promoted to vice president of merchandising operations in 2016. He began his career at CarMax in May 1995 as a buyer-in-training at the Raleigh, N.C. store, where he was subsequently promoted to buyer and then senior buyer. Wilson later served as purchasing manager at two CarMax stores in southern Florida before being promoted to regional vice president of merchandising. He was promoted to assistant vice president of auc-

tion services and merchandising development in 2008 and then vice president of auction services and merchandising development in 2013. In his new role, he will lead field strategy, including auction business and logistics. In other company news, CarMax recently celebrated the grand openings of two stores in the West. The company opened its fifth store in the San Francisco Bay Area. The store is located at 401 Serramonte Blvd. in Colma and has the capacity to stock approximately 340 used vehicles. CarMax opened its first Bay Area store in Pleasanton in 2016 and since that time has donated more than $150,000 throughout the region. In celebration of the Serramonte store grand opening, CarMax and The CarMax Foundation awarded $16,000 in donations and grants to the Boys & Girls Clubs of North San Mateo County. Support for this organization came at the recommendation of the Serramonte CarMax associates. CarMax also invested approximately $95,000 to build a playground in the Bay Area through a partnership with Kaboom. The playground was unveiled at Park Elementary School in the Hayward Unified School district. Park Elementary is a school where the majority of students are eligible for free or discounted lunch. CarMax associates in the Bay Area volunteered their time to help build the playground and The CarMax Foundation also presented Park Elementary School with a $10,000 grant. CarMax Inc. is celebrating the grand opening of the company’s third store in Las Vegas and fourth location in the state of Nevada. The newest store is located at 4900 North Rancho Drive and has the capacity to stock approximately 340 used vehicles. In celebration of the Centennial store opening, CarMax and The CarMax Foundation awarded $15,000 in donations and grants to the YMCA of Southern Nevada’s Centennial Hills Community Center. Support for this organization came at the recommendation of the Centennial CarMax associates.

OSHA Fines Lynnway Learn more: 888-683-2272 WWW.AUTOIMS.COM

The federal Occupational Safety and Health Administration (OSHA) cited Lynnway Auto Auction Inc. for electrical, struck-by, and other hazards at its auto auction facility in Billerica, Mass. On May 3, OSHA inspected the facility after five people were struck by a sport utility vehicle and died as

a result of their injuries. The agency issued 16 citations to the company for motor vehicle hazards, blocked exit routes, violations of the hazard communication standard, and recordkeeping deficiencies. Lynnway faces proposed penalties totaling $267,081.


6 • November 20, 2017

USED CAR NEWS

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The Indiana Independent Automobile Dealers Association named Grote Automotive as its 2017 Joe Krier Quality Dealer of the Year. The award was presented to Fred Grote at the association’s 30th Anniversary Golf Tournament and Awards Day held at Ironwood Golf Club in Fishers, Ind. The Quality Dealer of the Year is chosen based on several criteria. The dealership and dealer must be consumer oriented, and the dealer must have a record of good business decisions based on honesty and integrity. Also, the dealership and dealer must represent themselves as a civic leader in their community. Grote Automotive is located in Fort Wayne. It was started by Fred and his wife, Jackie, in 2007. Fred Grote had successfully managed several dealerships for other dealers throughout his career and finally decided he wanted to create a different experience for the customer. Grote wanted a dealership that specialized in special financing that helped those people who may have slipped through the cracks.

In addition to the Quality Dealer of the Year award, Grote Automotive was also named one of Indiana’s Top 100 Best Places to Work for 2017 and No.1 in Fort Wayne. The dealership was also named to Inc. Magazine’s list of the Nation’s Top 5,000 Fastest-Growing Private Companies. The dealership and the Grote family give generously to the community. Fred and Jackie Grote’s generosity began early when they decided to become foster parents, fostering over 30 children and adopting four of them as their own, with two of them involved in the business. Grote Automotive sold 2,000 vehicles last year and Grote attributes the success of his dealership to his team of dedicated staff and the loyal customers. Grote Automotive will represent Indiana at the National Independent Automobile Association Convention in Orlando, Fla. in June 2018. They will compete with Quality Dealers from other states for the National Quality Dealer of the Year title.


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8 • November 20, 2017

USED CAR NEWS

NAAA INCOMING PRESIDENT WANTS TO ATTRACT EMPLOYEES (Warren M. Clauss is the incoming president of the National Auto Auction Association. He is the general manager at ADESA Buffalo.) UCN: What is your background? Clauss: I was born and raised in Buffalo, New York. It’s kind of neat to live and work in your hometown for your whole life. I went to St. Bonaventure University and graduated in 1984 with a bachelor’s degree in business administration. I had a major in accounting and a minor in computer science. I went into public accounting and stayed in that field until 1992, when ADESA opened its auction. I became the controller in 1992 and the assistant general manager in 1994. I’ve been the general manager since 1996. It’s been a pretty good run so far. We just had our 25th anniversary and I’m still there. UCN: There have been a few accountants in top auction positions. What is the connection? Clauss: In accounting, you can learn about all kinds of industries. You learn a lot of aspects of different businesses. That lends itself to our business because it’s multi-faceted and peopledriven. One of the firms I was with did a lot of business with the

local car dealers. We were the GMAC auditing firm of choice and we did compliance reviews for one of the local banks. I learned about that side of the business. A local group opened the auction, with Mike Hockett funding it. I became the controller. UCN: What are some of the challenges the auctions are facing at various levels politically? Clauss: We’re keeping our eyes and ears on safety recalls, the CFPB. We’re trying to make sure there’s not some swoosh of a pen that affects us all, both on the retail and wholesale side. UCN: What have you learned in the past year? Clauss: We have a lot of wonderful people in our industry. We share the same issues, whether you’re a large sale, small sale, chain sale or independent. We all are

fighting the same battles.

You listen to what we as an industry need to do. ADESA UCN: What do you hope will benefit, Manheim will to accomplish as presi- benefit, the independents dent? will benefit if we all come up Clauss: I would like to with a common cause. continue the safety initiative that this industry has put in UCN: What can NAAA do place. for the dealers? As for starting something, Clauss: We have a great I’m looking at the hiring, opportunity to help our recruiting and retaining of dealers source their invenemployees, specifically the tory. There’s a lot of vehicles skilled technicians. We need coming back off-lease. But to look at what we can do as with upstream sales, it’s a an industry to work with the question about how much local schools and the local of that will get to the bricktrade schools to make sure and-mortar auction. I’m we have auctions coast-to- sure we’ll get our fair share. coast that are looking for Our industry is prepared talent and we have career for the volume. We have a paths the general commu- great system set up. In fact, nity might not be aware of. if the auction process is fed properly, it keeps moving. UCN: How will you balance the needs of the indeUCN: What is the NAAA pendent auctions against doing to prevent flood cars the needs of the chains? from getting into that sysClauss: When you get in- tem? volved with NAAA, the hat Clauss: We have great of your employer goes off. partners in Auction Access

that provide VIN decoding for us. It helped during Katrina and Sandy, and the technology is even better now. Our members get an inspection report on a vehicle that was in a flood area, whether it was flooded or not. UCN: Why did you want to be NAAA president? Clauss: My first convention was in Toronto. I’ve been on many committees. I’ve been Eastern chapter president. I think it’s time to give back. UCN: Any message to the members? Clauss: I’m ready, willing and able for the challenge and if there’s anything our members need, I’m all ears.

OUTGOING PRESIDENT SEES STRENGTH IN INDUSTRY (Jerry Hinton is the outgoing president of the National Auto Auction Association. Hinton is the general manager of ADESA Portland in Portland, Ore.) UCN: What has been the best part of your tenure as NAAA president? Hinton: It’s been wonderful to be able to travel the

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country and visit all of our customers and the other auctions. While we’re all the same in many ways, we’re all different in how we adapt to different work environments. It was very good to get out there. The industry’s big asset is the people. They are tenacious. They have grit. We saw that recently with the

flooding in Houston and the hurricane in Florida. We saw that last year in Louisiana with Oak View Auto Auction. That auction was six feet under water and still had a sale the next week. UCN: What was your biggest surprise as president? Continued on page 12


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Manheim Atlanta December 7 404-762-9211

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Manheim New Jersey December 13 609-298-3400

Manheim Southern CA December 21 909-822-2261

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*The tradename “Subaru Motors Finance” and the Subaru logo are owned / licensed by Subaru of America, Inc. and are licensed to JPMorgan Chase Bank, N.A. (“Chase”). Retail/ Loan and lease accounts are owned by Chase. *The Jaguar word mark, the Jaguar logo, and Jaguar Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license. The Land Rover word mark, the Land Rover and Oval logo, and Land Rover Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license. Retail / Loan and lease accounts are owned by Chase. The tradename "Mazda Capital Services" as well as the Mazda and Mazda Capital Services logos are owned by Mazda Motor Corporation or its affiliates and are licensed to Chase. Retail / Loan and lease accounts are owned by Chase. ©2017 JPMorgan Chase Bank, N.A. Member FDIC (17-012) 12/17


10 • November 20, 2017

USED CAR NEWS

NABD Gives Posthumous Awards

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ORLANDO, Fla. – Two industry pioneers who died earlier this year were posthumously inducted into the National Alliance of Buy-Here, Pay-Here Dealers Hall of Fame during a recent conference. Stan Schwarz, co-founder and CEO of PassTime, a starter-interrupt and GPS company, and finance industry veteran Rick Potter, CEO of CAR Financial Services, were honored. Ingram Walters, a longtime North Carolina dealer and host of the NABD conference, made the presentation honoring the two men. “Schwarz was truly an authentic first edition,” Walters said. “If you knew this guy, you liked this guy.” Walters compared him to a yellow lab – always happy. “He was always in a good mood and continually projected a sunny optimism about the future,” Walters said. “He’s supposed to be here today, walking around like he always did.’” Schwarz’s son, Ryan, accepted a trophy on behalf of his father. Walters said Potter had been at every NABD event and his absence is a void that will be hard to fill. “He was always the smartest guy in the room and he was as genuine as he was reassuring,” Walters said.

“He was the voice of reason.” Walters said Potter’s years in the industry were “marked by a kindness, a simplicity and goodness of character that marked all his life.” Walters said Potter was direct and firm in what he said. “He lived his life so that his values were apparent,” he said. Walters said Potter was a man with immense integrity, absolute independence and unquestionable honesty. When Walters was told that Potter had lost a battle with cancer, he disagreed with that assessment. “The battle wasn’t with cancer,” Walters said. “The battle was just getting through this life. The battle is raising positive kids in a negative world. The battle is maintaining a marriage. The battle is making payroll. “That’s the true battle and that battle Rick Potter won.” NABD founder Ken Shilson also praised Potter. “Rick Potter was my friend,” Shilson said. “He was one of the five smartest guys that I ever knew in this business. But his character and integrity were even a higher quality than his knowledge. He trained so many people in this business and taught me so much. “I’ll miss him tremendously.” Potter’s son, Adam, accepted the award on his father’s behalf.

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12 • November 20, 2017

USED CAR NEWS

Hinton – Continued from page 8 largest city in Oregon, with about 140,000 people. I was appointed by the mayor to be on many committees with joint-jurisdictional authority, such as transportation and infrastructure. These have a direct connection to our industry and I was able to provide that viewpoint.

Hinton: Even though we’re an industry that will be around for 70 years the next year, how quickly things can change. I’ve always been impressed by the industry’s ability to wrap its arms around challenges. What we’ve really seen over the past few years is the cohesiveness of all the players. While we scratch and fight for consignment and market share, we come together on many topics, ranging from safety to giving back to the community to lobbying.

70 Years Can’t Be Wrong!

UCN: Any advice for Warren? Hinton: Warren is a smart guy. He listens and that’s the most important element of service. He listens to people’s needs and builds around that. And with Frank Hackett, who has been a great advocate for our association for 13 years, the association is in great hands.

UCN: You serve a city councilman in your hometown. Has your experience in local government helped you in your position as NAAA president? Hinton: Yes. Rushton is the fourth

GM Loses Recall Suit SANTA ANA, Calif. (AP) – General Motors has agreed to a $13.9 million settlement with Orange County, Calif., after prosecutors accused the auto giant of concealing serious safety defects to avoid costly recalls and part replacements. The lawsuit, filed in 2014, accused GM of deceptive business practices and unfair competition. It alleged the automaker marketed its brand as safe and reliable while failing to disclose defects including power steering, air bag and brake problems. As a result of the failures, at least 124 people died and 275 were injured, according to the Orange County Register. Earlier this month, GM agreed to pay $120 million to resolve claims from 49 states and the District of Columbia over faulty ignition switches. The California Attorney General’s Office received $7 million in the settlement. In a statement obtained by the Register, the company said: “GM has reached a constructive settlement with Orange County to resolve claims filed by the county district For Cars, Trucks and Vans

attorney regarding the company’s advertising of vehicles that were subject to certain recalls in 2014, including the ignition-switch recall.” Prosecutors said GM trained its staff to never use the words “defect” or “stall” and routinely chose the “cheapest part supplier without regard for safety.” The lawsuit said the company also discouraged employees from addressing safety issues, according to the newspaper. Over five months in 2014, GM was forced to recall 17 million vehicles in 33 recalls for various defects, officials said. “Since 2014, GM has taken important steps to help ensure the safety of its vehicles, including a new organizational structure dedicated to global vehicle safety and a robust Speak Up for Safety program,” the company’s statement added. “We must protect our consumers from businesses that put profits over people by keeping cars on the road safe and avoiding preventable accidents,” District Attorney Tony Rackauckas said.

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Thank you! We wish you success in all things. - Your America’s Auto Auction Team America’s Auto Auction Atlanta 444 Joe Frank Harris Parkway Cartersville, GA 30120 Phone: 770.382.1010 Fax: 770.382.1080

America’s Auto Auction Chicago 14001 South Karlov Ave. Crestwood, IL 60445 Phone: 708.389.4488 Fax: 708.389.4558

America’s Auto Auction Jacksonville 11982 New Kings Road Jacksonville, FL 32219 Phone: 904.764.7653 Fax: 904.764.9528

America’s Auto Auction Toledo 9797 Fremont Pike Perrysburg, OH 43551 Phone: 419.872.0872 Fax: 419.872.0748

America’s Auto Auction Austin / San Antonio 16611 South IH 35 Buda, TX 78610 Phone: 512.268.6600 Fax: 512.295.6666

America’s Auto Auction Dallas 219 N. Loop 12 Irving, TX 75061 Phone: 972.445.1044 Fax: 972.591.2742

America’s Auto Auction Lancaster 1040 Commercial Avenue East Petersburg, PA 17520 Phone: 717.569.5220 Fax: 717.569.3109

America’s Auto Auction Tulsa 8544 East Admiral Place Tulsa, OK 74115 Phone: 918.832.1050 Fax: 918.832.1676

America’s Auto Auction Greenville 2415 Hwy 101 South Greer, SC 29651 Phone: 864.801.1199 Fax: 864.801.1084

America’s Auto Auction North Houston 1440 FM 3083 Conroe, TX 77301 Phone: 936.441.2882 Fax: 936.788.2842

America’s Auto Auction Baton Rouge 3960 Blount Road Baton Rouge, LA 70807 Phone: 225.778.3737 Fax: 225.778.4030 America’s Auto Auction Birmingham 1046 AE Moore Drive Moody, AL 35004 Phone: 205.640.4040 Fax: 205.640.3071 America’s Auto Auction Bowling Green 555 Bluegrass Farms Blvd Bowling Green, KY 42104 Phone: 270.781.2422 Fax: 270.781.5361

America’s Auto Auction Harrisburg 1100 South York Street Mechanicsburg, PA 17055 Phone: 717.697.2222 Fax: 717.697.2234 America’s Auto Auction Houston 1826 Almeda-Genoa Road Houston, TX 77047 Phone: 281.819.3600 Fax: 281.819.3601 America’s Auto Auction i 94 12000 Norton Road Parma, MI 49269 Phone: 800.343.3182 Fax: 517.531.4114

America’s Auto Auction Pensacola 6615 Mobile Hwy. Pensacola, FL 32526 Phone: 850.944.1945 Fax: 850.944.8482 America’s Auto Auction Pittsburgh 55 East Buffalo Church Rd Washington, PA 15301 Phone: 724.225.1777 Fax: 724.225.7223 America’s Auto Auction Saint Louis 721 S 45th St. Centreville, IL 62207 Phone: 618.332.1227 Fax: 618.332.1228

America’s Auto Auction Virginia 656 South Military Hwy Virginia Beach, VA 23464 Phone: 757.487.3464 Fax: 757.487.0514 America’s Auto Auction West Michigan 4758 Division Ave. S Wayland, MI 49348 Phone: 800.577.2886 Fax: 616.877.2040

21

Auction Locations

It’s not just an auction... It’s America’s Auto Auction. | www.AmericasAutoAuction.com


14 • November 20, 2017

USED CAR NEWS

PEOPLE IN THE NEWS Manheim Names General Managers Manheim announced the selections of Noel Kitsch as general manager of Manheim Georgia and Joey Satfield as general manager of

Kitsch Manheim Fort Myers. Kitsch joined Manheim in 2001 as a dealer sales representative and went on to various roles with increasing responsibility within the company. He was most recently the senior assistant general manager at Manheim

Central Florida. Kitsch has a proven record of building strong customer relationships, including acting as both the assistant general manager and dealer services manager at Manheim Orlando as well as serving in the assistant general manager role at Manheim Dallas. Satfield joined Manheim in 2013 as a field sales representative at Manheim Lakeland. He most recently served as assistant general manager at Manheim Kansas City, where he worked in partnership with clients to help them take advantage of the full line of Cox Automotive products and services to improve their business.

of auction systems. In this role, Warpool will help develop and drive the strategy of continued enhancement and evolution of Edge auction systems.

live-bid event online auction platforms, vehicle inspection/damage estimation and digital imaging systems. Warpool began her auction career in 1992 with ADT Automotive. She is recognized as an architect of enterprisewide technological and operational solutions focused on modernizing legacy systems, standardizing operational processes and innovating digital products and services.

TradeRev Names Execs

Warpool

Over the course of her 25-year automotive remarketing career, including the last 17 with Manheim/Cox Automotive, Warpool’s roles have included senior director of vehicle soAuction Edge Hires lutions, operational exWholesale Tech Vet cellence, product stratAuction Edge has egy, and technology. named Julie Warpool Warpool is an inventor, as senior vice president with several patents for

TradeRev announced several sales team promotions and additions. The moves come on the heels of the recent acquisition of TradeRev by KAR Auction. Keith Crerar, executive vice president at TradeRev, currently oversees sales and operations in the United States and will take on the additional responsibilities of leading

Independently owned and operated Fleet lease, bank, inance companies, and credit union specialist

Crerar commercial accounts sales and account management for TradeRev’s U.S. and Canada markets. With more than 15 years of automotive industry experience, Crerar previously served as vice president of dealer services for ADESA, a business unit of TradeRev parent company KAR. When KAR acquired Openlane, a leading Internet-based businessto-business automotive remarketing company in 2011, Crerar assumed responsibility for the online field sales team leading the team

through the acquisition before being promoted to regional dealer sales director for both ADESA and Openlane. TradeRev also announced the promotion of Will Farmer to the role of executive director of dealer sales for the U.S. markets, reporting to Crerar. Farmer will focus on national sales growth and management of TradeRev’s five regional sales teams. He previously served as southeast regional director for TradeRev. Additionally, TradeRev has hired Vince McNeal to serve as executive director of commercial sales for TradeRev’s U.S. and Canada markets reporting to Crerar. He will continue to oversee a number of KAR commercial clients, as well. Since 2013, McNeal has served as executive sales director at ADESA.

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16 • November 20, 2017

USED CAR NEWS

Chrysler Partners with Waymo on Driverless Cars DETROIT (AP) – A selfdriving car company created by Google is pulling the human backup driver from behind the steering wheel and will test vehicles on public roads with only an employee in the back seat. The move by Waymo started Oct. 19 with an automated Chrysler Pacifica minivan in the Phoenix suburb of Chandler, Arizona. It’s a major step toward vehicles driving themselves without human backups on public roads. The company also said it would launch a ride service to compete with Uber and Lyft. Waymo, which is owned by Google’s parent company Alphabet, is in a race with other companies including Delphi, General Motors, Intel, Uber, Apple and Lyft to bring autonomous vehicles to the public. The companies say the robot cars are safer than human drivers because they don’t get drowsy, distracted or drunk. Google has long stated its intent to skip driver-assist systems and go directly to fully autonomous driving.

The Waymo employee in the back seat won’t be able to steer the minivan, but like all passengers, will be able to press a button to bring the van safely to a stop if necessary, Waymo said. Within a “few months,” the fully autonomous vans will begin carrying volunteer passengers who are now taking part in a Phoenix-area test that includes use of backup drivers. The company says the selfdriving ride service will be the first application of the technology. “We want the experience of traveling with Waymo to be routine, so you want to use our driver for your everyday needs,’’ Waymo CEO John Krafcik said in prepared remarks announcing the test at a conference in Portugal. The company intends to expand the testing to the entire 600-square-mile (1,500-square-kilometer) Phoenix area and eventually bring the technology to more cities around the world. It’s confident that its system can handle all situations on public roads without hu-

IN THE DRIVER’S SEAT: Chrysler Pacificas without drivers will become a more common sight in Arizona cities thanks to a partnership with the automaker and Waymo.

man intervention, Krafcik said. “Our system runs thousands of checks on itself every second,’’ he said. “With these checks, our systems can instantly diagnose any problems and pull over or come to a safe stop if needed.’’ The company also says it has redundant braking,

steering, power and computing systems so it never has to rely on a human driver. Sam Abuelsamid, senior analyst for Navigant Research, says Waymo’s tests without a human backup are the first to his knowledge on public roads at normal speeds. The company picked Phoenix because weather condi-

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18 • November 20, 2017

USED CAR NEWS

RETAIL MARKETS GEORGIA Sony Santana, general manager, Mi Carro Auto Sales, Smyrna, Ga.: “We’ve been in business 11 years. We have one location. “Right now, we have around 30 vehicles. That’s typical to last year. We’re selling about 10 a month, about a third. “Mostly we get our vehicles from Manheim and ADESA auctions. We also sell at auctions, but rarely. “About 95 percent of our business is buy-here, payhere. The rest will be outside finance. “Average retail price right around $6,500. “Average down payment is about $1,200. My average term length is around 18 months. “With payments, we go with what the customer is comfortable with. We don’t (offer) a set price for payment and if they don’t take it, say ‘go somewhere else.’ We try to be friends with the customer. We try to connect with them.

“We don’t really care about how long the term is. As long as the down payment is good and the customer can afford the payment then it’s good. Just don’t miss the payment. That’s our biggest thing. Never default on it. “We don’t use starter-interrupt/GPS. At one point we did it, but we’re not doing it anymore. We were spending the extra money and realized that we didn’t need it. Our repossession ratios were not to a point where (the GPS) made sense. “We really haven’t had any lost vehicles. “Average model year is 2007. Average mileage is around 110,000. “We mostly have cars right now, but we’re about to change into SUVs, compact SUVs and some trucks. We are seeing that those are in the most demand. So we’re going to go there. We’re looking at more SUVs than trucks. “We carry mostly imports, about 75 percent. “The average recondition-

ing is about $400. Of course, we have some exceptions when we overlook something that we shouldn’t. “Right now we advertise more on Craigslist than anything else. “I recently sold a 2012 Chevrolet cargo van – a commercial vehicle. That had around 147,000 miles, a lot for the year. It sold for $14,000. We have a lot of demand for those types of vehicles because of the construction in Miami and Houston.”

MINNESOTA Colleen Lannon, president, Velishek Auto Sales, Prior Lake, Minn.: “We’ve been in business since 1972. We have just one location. My dad, Dave, started it. My brother, Tim, and me are taking over. “Right now we have 120 vehicles on the lot. We like to sell between 50 and 60 a month. Those numbers are real similar to last year. They’re about the same. “We get inventory from auctions, of course. We use

Compiled by Jeffrey Bellant Manheim and ADESA auctions. We get some from trade-ins, rental companies and we buy some outright from our local people. We get some from other dealers, too. “We do sell at auctions, but not too many, maybe five a month. Those are trade-ins we took in. “We don’t do any buy-here, pay-here or subprime. It’s just straight retail. “I would say average retail price is about $12,000. “Average model year is probably around 2012. The later model years we’d have to be so competitive on, since we have a lot of the big new-car stores around us. “We specialize in low mileage cars, so the average is around 50,000. “We carry a little bit of everything (cars, trucks, SUVs, minivans). It’s domestics mostly here. “Reconditioning has gone up. That’s between $1,200 and $1,500 (per vehicle). I want to say mechanical is the biggest cost, but there is

bodywork, too. But if a car has lower miles – a rare vehicle you can’t find out there – then we’ll pay for the (extra reconditioning). “We have a two-bay auto mechanic shop. So a lot of the reconditioning work we do ourselves, but we do not do the bodywork. “We also will work on customer’s cars. My brother handles that portion of the business. “We do a lot of internet advertising. We use Autotrader, Cars.com, Craigslist and CarSoup. We put the cheaper cars on Craigslist, not the later models. “We no longer do newspaper. We quit that this last year. We also quit doing radio about five years ago. We don’t do TV. “Just yesterday my guy sold a 2007 Jeep Compass for $6,995. It had 117,000 miles. “It’s been a really good year. “I think when Trump got in, we saw numbers just climb. There are a lot of positive customers.”

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USED CAR NEWS

November 20, 2017 • 19

WHOLESALE MARKETS GEORGIA Danny Acord, president, South Georgia Auto Auction, Albany, Ga.: “We’ve been in business 22 years. We run two lanes. “Inventories are down. We run close to 200 cars a week typically, but lately it’s been down in the 130s. “There are several theories about the (decline). We think we’ve had some automobiles that have left here because of the hurricanes in Florida and Houston. “The new-car sales have not been strong around here. One thing’s for sure. You don’t have a used car to sell unless someone has sold a new one. “Sales percentages have been in the 38 to 60 percent, depending on the week. “We’re pretty close to a 75/25 mix between dealer consignment and commercial cars. That’s pretty typical. “The fleet and repo volume comes and goes. Repos are strong. They are definitely up for us. We always

seem able to sell those cars. “I think the last time I checked the average price across the block is $3,200. We’re up about $500 from last year. “Our buyer base is as good as it’s ever been. It’s just a matter of finding the inventory. We’ve got people that are showing up here that didn’t come a year ago. They are sticking out their arms farther to find cars because I think everyone is having issues with inventory. “(Feedback from dealers) is all over the board. Newcar dealers are really complaining (about retail sales). This time of year, everybody starts waiting on that tax season, at least my buyers are. We’ll take what we can get here. “We’ve gotten a steady flow of Texas (buy-here, pay-here) dealers flowing through here in the last two months doing some buying. “We’re just getting ready for our big Christmas sale on Dec. 14.”

WASHINGTON Bob McConkey, president, McConkey Auction Group and DAA Northwest, Spokane, Wash.: “This month is our 25th anniversary. It’s a big milestone for us. “We run 10 lanes and we’re running 1,600 to 1,700 every week. We also do a promotional event every month and those volumes have been in the 3,000 to 3,200 range. “Volumes are fairly comparable to this time last year. In fact, our volumes are up probably 5 percent over last year “I think it’s because there is more off-lease volume in the marketplace. We’ve also solidified ourselves as a truck market and those truck volumes are stable. They are starting to come down a little bit, but we’re replacing them with good rental car volume and good off-lease volume. “The dealer volume is flat. “We also have Ford and Kia factory sales.

“The Spokane auction is 30 percent what we call institutional business, 70 percent dealer business. “I don’t have it broken down (between institutional and factory) specifically, but I would say our factory business is probably less than 10 percent – maybe 6 percent, with the rest being primarily off-lease, repo and a lot of rental volume. “The mix has stayed pretty stable. We feel that for this location that’s our optimum mix. We like the 70/30. We don’t want to get too dependent on the fleet business. “Year-to-date our (conversion rate) is at 60 percent. “Our client is Harley Davidson Financial and we handle the whole northwest region for them. We also have other repossessions and a pretty sizable dealer consignment of motorcycles. So we do a monthly event and it runs 125 to 200 units. “It’s a fun business because it’s different. It’s a

Compiled by Jeffrey Bellant great niche for us. “Our monthly RV sale has been stable. It’s maybe 125 to 150 per month, primarily repos and some dealer consignment. “We use Auction Edge and through Edge Multi-List we have access to OVE, SmartAuction and Openlane. “Participation is great. We do a lot of online business. We’re up over 25 percent selling online. Every vehicle in the sale has a condition report and photos. We sell a lot of dealer cars online. “It’s not just the fleet cars. Those numbers are not uncommon at all three of our sales. “It’s the expectation that customers on the buy and sell side have these days. “Our average overall sale price year-to-date is $13,500. “The last couple of years have been a great run. I don’t know that we’ve peaked, but I think there is going to be an adjustment in the market next year and we’ll be ready for it.”


ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES NOVEMBER 2017

SOURCE: BLACK BOOK

2012 MODELS

2014 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

DOMESTIC CARS Buick LaCrosse 4D Sedan Cadillac CTS 3.6 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 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

Nov ‘16 10,450 14,200 5,650 6,400 6,350 10,250 5,400 9,700 9,750 12,500

May ‘17 9,500 12,600 5,400 6,000 5,700 9,550 4,900 8,900 8,700 11,100

Nov ‘17 8,750 11,000 4,650 5,150 4,800 8,700 4,500 8,450 7,800 9,150

Nov ‘18 7,800 9,375 3,775 4,325 3,975 7,500 3,650 7,000 6,750 8,450

Nov ‘19 6,825 7,925 3,225 3,800 3,250 6,525 3,050 5,900 5,750 7,550

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

Nov ‘16 15,800 27,800 8,100 13,450 8,800 14,000 8,000 12,700 13,350 17,500

May ‘17 14,350 25,350 7,950 12,550 8,350 13,550 7,650 13,050 12,800 15,900

Nov ‘17 14,250 22,700 6,550 11,950 7,550 13,100 6,950 11,500 11,650 14,900

Nov ‘18 11,925 19,575 5,475 9,475 6,050 10,375 5,525 9,675 9,825 12,925

Nov ‘19 10,175 16,425 4,550 7,925 4,950 8,775 4,500 8,100 8,200 11,200

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

Nov ‘16 13,750 13,650 25,000 8,550 7,200 15,500 17,500 4,900 6,900 7,300 5,150 8,850 6,700 8,175

May ‘17 11,400 11,400 20,000 7,950 6,600 13,400 14,900 4,200 6,250 6,650 4,650 8,050 6,600 7,575

Nov ‘17 10,850 11,150 17,750 7,300 5,650 12,750 13,150 3,950 5,000 5,400 4,200 7,250 6,150 7,025

Nov ‘18 8,650 8,950 13,575 6,225 5,050 10,600 10,650 3,250 4,325 4,675 3,800 6,350 5,300 5,775

Nov ‘19 7,025 7,300 10,575 5,350 4,475 8,750 8,575 2,750 3,775 4,100 3,350 5,625 4,625 4,900

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

Nov ‘16 19,000 18,300 43,000 12,750 10,150 22,200 24,700 7,000 9,750 10,850 8,300 11,150 10,600 13,150

May ‘17 15,850 16,350 35,500 11,850 9,850 20,300 23,300 6,150 9,650 11,000 8,250 11,200 10,300 12,250

Nov ‘17 14,950 15,000 29,750 10,550 9,100 18,700 22,200 5,950 8,900 10,450 7,700 10,150 9,600 9,850

Nov ‘18 12,025 12,575 23,600 9,200 7,400 15,500 17,625 4,675 7,425 8,725 6,325 8,750 7,950 8,775

Nov ‘19 9,800 10,150 18,375 7,900 6,350 12,700 14,025 3,850 6,250 7,350 5,375 7,525 6,775 7,450

TRUCKS CARS 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

Nov ‘16 15,700 27,600 16,950 8,850 17,300 19,700 7,900 12,100 9,850 16,000 14,900 13,200 11,450 11,350 19,750 16,050 24,800 8,950 15,300 16,400 22,250 20,275

May ‘17 13,450 25,700 14,700 7,600 16,500 16,400 7,300 10,600 8,650 14,500 13,300 11,300 11,350 10,250 16,850 14,950 23,400 7,750 12,950 14,200 21,700 18,825

Nov ‘17 12,100 24,200 13,800 7,100 15,500 16,300 7,000 10,000 7,550 13,500 12,300 10,300 10,800 9,400 15,800 13,700 22,950 6,900 12,350 14,500 20,700 17,975

Nov ‘18 10,625 20,125 11,575 5,800 14,100 13,975 5,100 8,850 6,350 12,150 10,800 9,225 9,350 8,050 13,925 11,675 21,250 5,850 10,675 13,125 18,250 16,725

Nov ‘19 9,450 17,025 9,925 4,875 12,725 12,150 4,225 7,800 5,475 10,775 9,950 8,275 8,375 7,025 12,350 10,150 20,050 5,050 9,425 12,125 15,925 15,550

TRUCKS CARS 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

Nov ‘16 22,900 37,200 23,350 11,700 26,400 28,000 12,300 18,450 13,250 23,000 20,800 19,300 14,800 17,350 27,250 19,850 28,200 12,200 20,275 22,000 25,700 22,800

May ‘17 23,650 34,600 22,150 10,650 26,600 26,900 11,700 17,000 12,200 22,100 20,300 18,800 13,900 15,800 24,700 18,600 27,650 11,600 19,125 21,300 26,650 22,850

Nov ‘17 19,700 31,500 19,600 10,500 26,000 25,400 11,000 15,600 12,700 20,500 19,000 18,400 13,400 14,650 22,950 18,550 26,550 10,250 17,775 21,000 25,150 20,950

Nov ‘18 16,875 26,450 16,725 8,325 22,775 21,450 8,275 12,925 10,025 17,625 16,350 15,425 11,425 12,275 19,875 15,375 24,825 8,550 15,000 18,100 22,400 19,725

Nov ‘19 14,125 22,550 14,375 7,075 20,550 18,350 6,675 11,050 8,375 15,050 14,425 13,350 10,300 10,425 17,375 13,150 23,250 7,275 12,900 16,500 19,675 18,375

#s

2013 MODELS

2015 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

DOMESTIC CARS Buick LaCrosse 4D Sedan Cadillac CTS 3.6 4D Sedan Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 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

Nov ‘16 13,950 17,200 7,250 7,900 7,750 13,150 6,950 11,200 11,550 15,000

May ‘17 12,600 15,800 6,700 7,550 7,300 12,350 6,250 11,050 11,150 13,850

Nov ‘17 10,150 13,900 5,500 6,250 6,300 11,150 5,350 9,900 9,650 11,850

Nov ‘18 9,175 11,825 4,500 5,325 5,100 9,250 4,375 8,250 8,250 10,575

Nov ‘19 7,975 9,825 3,825 4,575 4,150 7,950 3,650 6,950 6,925 9,350

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

Nov ‘16 16,700 27,500 9,950 14,850 14,800 21,000 9,800 16,000 15,250 20,250

May ‘17 15,600 23,800 9,200 13,450 14,500 19,650 9,100 15,750 14,550 19,300

Nov ‘17 15,800 21,150 7,900 13,000 13,750 18,750 8,500 14,000 13,650 18,000

Nov ‘18 13,350 18,500 6,550 10,550 10,975 15,100 6,675 11,675 11,225 15,425

Nov ‘19 11,500 15,775 5,550 8,950 9,075 12,875 5,400 10,100 9,400 13,250

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

Nov ‘16 16,050 16,000 33,500 11,250 8,900 19,850 19,900 6,100 8,700 9,850 7,350 9,900 8,350 11,000

May ‘17 12,550 14,150 28,000 10,500 8,300 17,950 18,300 5,400 8,450 9,600 7,000 9,450 7,750 9,900

Nov ‘17 12,150 12,400 23,500 9,350 7,350 16,350 16,400 4,900 7,300 8,150 5,800 8,300 7,150 7,700

Nov ‘18 9,775 10,375 18,250 8,050 6,300 13,600 13,375 3,950 6,275 7,100 5,050 7,325 6,000 7,000

Nov ‘19 7,975 8,475 14,175 6,900 5,450 11,150 10,650 3,275 5,300 6,050 4,400 6,425 5,250 5,975

IMPORT 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

Nov ‘16 22,100 20,500 55,000 14,900 11,400 25,800 30,400 8,800 11,100 12,600 9,800 13,250 11,200 14,500

May ‘17 19,500 19,700 46,500 13,900 11,150 24,600 29,000 8,650 11,250 13,600 9,450 12,550 11,150 13,750

Nov ‘17 17,300 17,250 36,250 12,350 10,600 22,500 26,700 7,250 10,250 12,650 8,650 11,900 10,550 12,100

Nov ‘18 14,550 14,550 30,000 10,650 8,800 18,750 21,950 5,825 8,600 10,525 7,100 10,100 8,775 9,850

Nov ‘19 12,125 11,875 23,525 9,175 7,575 15,150 17,600 4,750 7,250 8,825 5,975 8,825 7,500 8,325

TRUCKS CARS 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

Nov ‘16 20,250 34,100 21,200 10,750 19,800 25,500 10,400 16,450 13,600 20,500 19,100 17,900 13,350 13,850 23,550 18,500 26,950 11,150 18,400 19,500 24,700 22,150

May ‘17 16,650 30,100 18,850 9,900 19,200 23,500 9,700 14,450 12,050 17,900 17,000 16,100 12,550 11,800 21,300 17,850 25,550 10,250 16,850 17,400 25,350 22,000

Nov ‘17 14,700 27,800 16,950 9,200 17,500 20,000 8,600 13,050 10,850 16,000 15,500 13,800 11,850 11,300 19,800 16,500 24,700 8,900 15,350 16,800 23,550 20,450

Nov ‘18 12,550 23,275 14,050 7,375 16,025 18,125 6,500 11,225 8,850 13,975 13,750 12,125 10,400 9,825 17,075 13,675 22,975 7,425 13,175 15,575 20,725 18,875

Nov ‘19 10,975 19,625 11,900 6,175 14,400 15,475 5,350 9,750 7,525 12,250 12,225 10,625 9,325 8,475 14,950 11,725 21,850 6,325 11,375 14,250 17,925 17,450

TRUCKS CARS 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

Nov ‘16 26,450 52,900 29,600 13,650 28,500 34,200 14,000 21,250 15,300 25,500 23,200 21,000 16,750 20,700 29,350 22,000 29,550 13,750 27,250 23,800 28,800 23,900

May ‘17 25,250 50,200 25,250 12,200 28,700 34,200 13,300 19,550 14,800 25,000 22,000 19,600 15,550 18,200 27,850 22,500 29,200 12,850 25,500 23,000 28,250 24,150

Nov ‘17 23,350 45,000 23,300 11,700 27,400 32,900 13,000 19,800 14,300 23,500 21,500 20,500 15,150 16,500 25,800 21,750 28,000 11,600 24,600 23,000 26,700 21,700

Nov ‘18 20,150 38,675 19,700 9,500 24,575 28,250 9,750 16,075 11,425 19,350 19,800 17,700 13,100 14,075 22,375 18,200 26,100 9,850 20,425 20,225 24,475 20,725

Nov ‘19 16,950 32,850 16,975 8,150 22,375 24,450 8,150 13,750 9,675 16,600 17,775 15,500 11,825 11,975 19,700 15,800 24,425 8,500 17,375 18,425 21,850 19,100


USED CAR NEWS

November 20, 2017 • 21

DISCONNECTED JOTTINGS FROM I’m due for a dental appointment soon. It’s a visit that doesn’t have to fill you with trepidation these days – it’s not even a painful ex-

TONY MOORBY

Gun and Southern Living, all crisp and new, beckon amid the ormolu trimmings of the furniture. There’s even a bookcase with important-

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

perience, just painfully expensive. At our dentist’s office, the reception area – it’s not called a waiting room anymore – is superbly and tastefully decorated in leather and linen club chairs and sofas with up-to-date and interesting magazines handily spread across antique coffee tables. No more the aged copies of Readers’ Digest, sticky and dog-eared from hundreds of germy maulings. Road and Track, Garden and

looking tomes if you think you’re going to tarry a while. An inviting walkway beckons you to sleek, modern open rooms – no doors here – decorated in relaxing, dark hues and windows overlooking the treetops. The dental hygienist, a relative newcomer to the trade, is as well schooled in up-selling the services of the firm as any car dealership employee in the “rust and dust” department. All this as you lay defenselessly recum-

bent in a machine that they still refer to as a chair. It’s no such thing. It will bend and stretch you to be able to watch the ceiling-mounted television while she tries to find as many ways to relieve you of your earnings. All this, with a mouth full of probing accouterments while they engage you in conversation. Then the dental assistant comes in for backup before the dentist does whatever is necessary to fill the coffers of the growing practice. The exit, through ‘Billing’ allows no protest from a numbed mouth that will send coffee cascading over your shirtfront for the next hour. The old days were very different. In the ‘50s, our dentist’s waiting room and office were once her front parlor and a bedroom at the top of the stairs. The trip from one to the other was as gloomy as a trip to the gallows, pain being as sure a part of the looming procedures. Her house was a double-

C R O S S WO R D 36. Price for services 37. Drive without engaging the engine 41. Website ranking technology, abbr. 42. Wood for trim 44. Shiting sharply 45. Indy locations 46. 200 and 300, e.g. 47. Additional items when buying a car Down 1. Subaru SUV 2. Vue and Aura, for example 3. It was an executive car from Kia 4. Request 5. Lotus two seater 6. Bay of Naples isle or former Ford 7. Cross-country as vehicles, 2 words

with running water for the disposal of the rinse which sat in a cut glass with pink water that effervesced with the addition of a little tablet. It tasted of the dentist’s perfume that came as close as her sparsely black-haired chin when she probed with one of those little mirrors and that sharp proboscis that stuck in your gums or found that dreaded exposed nerve that triggers your fingernails into your thighs. Extractions were done there and then. Syringes the size of baby bottles had needles like drainpipes. The only thing worse was the crunching as the tooth made its exit with pliers that looked like they came from my garage. All that pain and suffering came for “free” on the National Health Service, but on reflection, perhaps today’s visits are worth every penny.

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. Buick convertible 5. Buick SUV 8. Subaru SUV 9. Chevy sedan 12. Mr. 13. Give it a go 15. It may cause a repaint 17. Lotus coupe 18. Managed 20. Auto body concern 22. NASCAR racers 25. Sedona and Rio 26. Displaying at an Expo perhaps 29. Word before Pedro and Juan 30. Subaru coupe 32. Title word from a 2008 Clint movie 34. Engine strength measurement 35. Honda ___V

fronted Victorian edifice, as suited to any horror movie as Stephen King could conjure. The wide and heavy front door creaked like voices from the basement. The house smelled faintly of bayberry but did nothing to alleviate the sense of impending doom. My twin brother and I were bribed into visits with the promise of a Swiss bun from the ABC Bakery around the corner. She had an assistant, a woman with whom she had lived for many years and akin to Nora Clegg, the Russian KGB lady from the James Bond novels. She assisted by running the aging machinery that whizzed and made grinding noises from a belt-driven drill, operated by an accelerator advanced or slowed by her foot. In amongst the cream colored devices was a small round, white sink, a spout

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22 • November 20, 2017

USED CAR NEWS

AROUND THE BLOCK EVENT RAISES CASH FOR HURRICANE RELIEF

GULF FUNDRAISER: Rich McCabe of Royal Administration in Hanover, Mass., made the winning auction bid for this golf car to support hurricane relief.

Industry groups partnered together last month to auction off a golf car that raised $8,100 for hurricane relief. The golf car was donated by Manheim with the proceeds to the National Independent Automobile Dealers Association Foundation’s Emergency Relief Fund,

said NIADA CEO Steve Jordan. “We created this emergency relief fund and raised over $150,000 (at press time) to support members of the dealer community who were directly affected by those hurricanes. “We appreciate Manheim supporting the industry in this way.”

The 2017 golf car came with an eight-volt battery, flip-down rear seats, LED “ultimate headlights,” 12-inch wheels, and an 18-month warranty. “It has a high speed of 19 miles per hour,” Jordan said. Before the auction, he made a prediction on the final bid that was spot on. “I would say the over/under is $8,000,” he said. Rich McCabe of Royal Administration based in Hanover, Mass., made the winning bid for the golf car. “I wanted to support the hurricane victims,” he said. “We had gone through a hurricane back in Massachusetts. We also have a house in Florida, so we understand (the threat of storms). “I also have some friends in the Keys who had terrible damage and lost a lot of things. It was really bad.”

Compiled by Jeffrey Bellant

Auction Honors 20-Year Staffer An employee has been honored for joining State Line Auto Auction’s Twenty Year Club. Ed Garrity was recognized at the start of the auction by the Barber family, which congratulated him for his 20-year anniversary as a State Line employee. As is customary, Ed received a ship’s brass clock to mark the event. “Ed has been a very valuable part of our body and paint shop crew from the time he started here in August of 1997,” said Jeff Barber, State Line’s president. “For many years now, Ed has been our primary dedicated paint technician, and his skills are nothing short of remarkable. “Our crew in the body shop is very critical to State Line’s success. They are close-knit and very cooperative with one another, and Ed Garrity is the final touch that makes their work so valuable. We congratulate Ed on this milestone...”

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


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©2017 BMW Financial Services NA, LLC. MINI Financial Services is a division of BMW Financial Services NA, LLC. The BMW and MINI names, model names and logos are registered trademarks. BMW Group Financial Services is located at 300 Chestnut Ridge Road, Woodcliff Lake, NJ 07677.

11/20/17