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December 4, 2017

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Tech, Salespeople Drive Buyer Satisfaction

SATISFIED CUSTOMER: The Lincoln brand is doing what it takes to satisfy its customers. Respondents to recent J.D. Power surveys ranked Lincoln the highest in sales satisfaction among luxury brands and its captive finance arm as the highest luxury-brand finance provider.

Today’s consumers want the ability to shop for and inance a vehicle online, but they still want the personal touch of interacting with a salesperson. That’s the inding of a pair of new surveys by J.D. Power. The digital inance application channel generates signiicantly higher levels of overall satisfaction among both mass market and luxury customers, according to the J.D. Power 2017 U.S. Consumer Financing Satisfaction Study. However, there were a couple of catches. One is that while consumers might prefer digital inance applica-

tions, they get inanced more quickly when applying at the dealership. Just 30 percent of customers applying online received a credit decision within 15 minutes vs. 46 percent who illed out a paper application with a dealer. The other is a lack of consistency. The top-performing mass market and luxury lenders rate signiicantly higher than the lowest performers (8.75 vs. 7.93 and 8.85 vs. 7.54, respectively, on a 10-point scale) in the most heavily weighted website attribute in the study: range of services that can be performed online. “With such erratic approaches to digitalization, many auto lend-

ers are failing to successfully capitalize on tremendous cost-cutting opportunities that have proven to boost customer satisfaction,” said Jim Houston, senior director of automotive inance at J.D. Power. “With some lenders varying widely on ease-of-use satisfaction scores for their digital oferings, a huge opportunity is going unmet by many.” Lincoln Automotive Financial Services ranks highest among luxury brands, with a score of 890. Lexus Financial Services (875) ranks second and Acura Financial Services (869) ranks third. Lincoln’s sister company, Ford Credit, ranks highest among mass

market brands, with a score of 857. BB&T/RAC (855) ranks second and Honda Financial Services (855) ranks third. Another recent J.D. Power survey, the 2017 U.S. Sales Satisfaction Index Study, inds salespeople remain crucial to the sales process even as the inluence of technology grows. “While customers are preparing themselves online with the best information and negotiation tactics, they still prefer to interact with a salesperson or product specialist prior to buying a vehicle,” said Chris Sutton, vice president of the automotive retail practice at J.D. Power. Continued on page 3

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USED CAR NEWS

December 4, 2017 • 3

Satisfaction Requires Mix of Old, New – from page 1 Lincoln and MercedesBenz rank highest in sales satisfaction among luxury brands, each achieving a score of 830. This is the irst time Lincoln ranks highest. Mercedes-Benz previously ranked highest in 2014. Ininiti ranks third with a score of 821, followed by Porsche at 818. Buick ranks highest in sales satisfaction among mass market brands for the second consecutive year, achieving a score of 808. Mini ranks second with a score of 803 and GMC ranks third with a score of 793. One of the best ways for a salesperson to improve customer satisfaction is by educating buyers on the technology that comes with the car. Forty-one percent of mass market buyers and 33 percent of luxury buyers want to completely learn about a vehicle’s features and controls during the delivery process. Additionally, 65 percent of

shoppers who have a sales consultant show them how to use features on their personal smartphone say it was a “very efective” tool and subsequently are more conident using apps and websites for vehicle interaction and maintenance. Communication during the entire shopping process continues to drive satisfaction. “Dealers can’t control a customer’s pre-purchase activities, but they should be prepared to positively inluence areas that will affect a customer’s likelihood to buy as well as their level of satisfaction,” Sutton said. “An example is to post photos of actual inventory to their website or engage with shoppers via text messaging or phone calls.” After the purchase, 80 percent of mass-market buyers and 87 percent of luxury buyers indicate they were contacted by the dealership. But only 32 percent of massmarket buyers and 51 percent of luxury buyers receive

INFORMED CONSUMER: A representative from Don Sanderson Ford in Phoenix explains the features of a new car. The dealership employs a four-person team that provides tech lessons at customers’ homes.

a second follow-up explanation of vehicle features. That second follow-up improves satisfaction by as much as 100 points (on a 1,000-point scale) between both mass market and luxury buyers. Other indings from the surveys: High-ranking mass market

and luxury lenders perform highest on time given to make irst payment, allowing an average lead time of 21.2 days for mass market customers and 18.4 days for luxury customers prior to irst payment due date. Mass market customers paying by hard-copy check are signiicantly less satisied

than those using autopay (800 vs. 851, respectively, on a 1,000-point scale). The majority of new vehicles don’t have problems, but when they do the result is a negative efect on satisfaction. Dents, dings and scratches upon delivery can make satisfaction dip by 198 points.

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4 • December 4, 2017

USED CAR NEWS

NEWS BRIEFS Auto Finance Originations Rise Auto inance originations rose in the third quarter, but delinquencies and defaults also increased. Auto inance originations reached $150.6 billion, according to the Federal Reserve Bank of New York. That is up slightly from the second quarter and marks the second highest level in more than a decade. The percentage of auto inances more than 90 days delinquent rose to 2.4 percent from 2.3 percent in the second quarter, the New York Fed reports. Auto inance defaults rose in October to 1.11 percent of total outstanding credit from 1.05 percent in September, according to the S&P Dow Jones Indices and Experian. This is the fourth consecutive monthly increase, rising from 0.82 percent in June.

Firms Offer Online Guarantees Dealers buying and selling online now have more protections for their

transactions. DealShield’s DS360 Return Guarantee is now available to subscribing dealers at Big Valley Auto Auction, Corpus Christi Auto Auction, Greater Milwaukee Auto Auction, Houston Auto Auction and San Antonio Auto Auction. Through DealShield’s integration with Edge ASI, Auction Edge’s auction management software, clients can now have the same experience they have at Manheim operating locations. DealShield’s DS360 Guarantee allows a dealer to return a vehicle purchased at wholesale auctions for any reason within 21 days and 360 incremental odometer miles for a full refund of the vehicle purchase price and buy fee. Ally Financial announced that ClearGuard, which provides protection coverage of up to $2,500, is now standard on all eligible vehicles dealers sell through SmartAuction, Ally’s online wholesale vehicle auction platform.

GETTING IT STRAIGHT The Auctions Across America section inserted into the Nov. 20, 2017 issue included an ad in the center spread

for Brasher’s Auto Auctions. The group was purchased by ADESA last year. We regret the error.

There is no fee for auto dealers to post a vehicle on SmartAuction, but once it sells, a standard $200 fee is charged and ClearGuard is automatically included. Nearly all dealer-owned passenger cars and trucks with a sales price of less than $75,000 are eligible for the ClearGuard coverage. With ClearGuard, all arbitration claims up to $2,500 would be covered. Standard arbitration guidelines apply to all ineligible vehicles and claims over $2,500. SmartAuction worked with the Ally Insurance team to develop the ClearGuard protection product.

Car-Mart Reports Improved Earnings, Flat Revenue America’s Car-Mart reported net earnings of $6 million for the quarter ended Oct. 31, up from $5 million for prior year quarter. Revenues were $149 million compared to $150 million for the prior year quarter. The current quarter includes a $1.7 million increase in interest income and same-store revenue increase of 0.6 percent. Sales volume productivity was lat with 28.4 retail units sold per store per month. Average retail sales price de-

creased $73 from the prior year quarter to $10,418. Gross proit margin percentage increased to 42 percent from 41.4 percent for the prior year quarter. Collections as a percentage of average inance receivables decreased to 12.2 percent from 12.6 percent for the prior year quarter. The weighted average contract term increased to 32.5 months from 31.7 from the prior year quarter and decreased from 32.6 for the July 31 quarter. Net charge-ofs as a percent of average inance receivables were 7.5 percent, down from 7.7 percent for prior year quarter. Accounts over 30 days past due decreased to 4.1 percent from 4.8 percent at Oct. 31, 2016. Average percentage of inance receivables current was 80 percent, lat from Oct. 31, 2016. Provision for credit losses was 29.7 percent of sales.

PAGE 13

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Vol. 23 • No. 17 Used Car News is published the irst and third Monday of each month. Subscribers: We print advertisements as sent to us by auctions and other advertisers. It is not possible to verify the correctness of listed vehicles in auction ads. Most lists are partial and all lists are subject to last minute changes by auto auctions, so before travelling a long distance for a particular auto auction event, contact the auction by telephone for a fax of vehicles in the sale. Used Car News assumes no guarantees or liabilities concerning the accuracy of any advertisements. All Rights Reserved.

Reproduction in any form is prohibited without the written consent of the publisher. OUR ADVERTISING APPROVAL POLICY Payments from irst time advertisers must accompany the insertion order. Distribution is guaranteed by the USPS. he advertising reservation deadline is 12:00 noon hursday, 11 days prior to the issue cover date. Ad materials are due by 5 pm Friday, 10 days prior to issue cover date. For advertising speciications please email colleen@usedcarnews.com.

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USED CAR NEWS

December 4, 2017 • 5

CFPB Fines Firm for Misleading Creditors The Consumer Financial Protection Bureau (CFPB) took action against Xerox Business Services, LLC, now called Conduent Business Services, for software errors that led to incorrect consumer information about more than 1 million borrowers being sent to credit reporting agencies. The company also failed to notify all of its auto inance clients about known laws in its software that led to the errors. The consent order requires Xerox to pay a $1.1 million civil penalty, explain its mistakes to its inance clients, and ix its faulty software. Xerox Business Services operated and customized a third-party software application for ive auto creditors. The software automatically generated and transmitted information about borrowers’ auto loans to consumer reporting agencies. Lenders use information furnished to the consumer reporting agencies when considering whether to issue a loan and on what terms, so it is essential the information is accurate. Widespread defects in the i-

nance-servicing software that Xerox used led creditors to report inaccurate information about consumers’ performance on their contracts. In 2016, its reports for more than one million of the auto creditors’ 6.4 million customer accounts had one or more errors. Xerox had acquired the rights to this software from its creator, an independent software developer. When creditors asked for certain features, Xerox would modify the software’s source code. Between 2004 and 2010, one modiication was supposed to enable three of Xerox’s clients to provide consumer data in the Metro 2 Format. Metro 2 is the standard industry format used for furnishing this information in a uniform way to credit reporting agencies. However, Xerox’s modiications were based on a lawed, unreleased version of Metro 2 source code that led to the reporting of incorrect consumer information. This violated the Dodd-Frank Wall Street Reform and Consumer Protection Act.

Suit Claims Fundraising Fraud A Kansas auto dealer has been sued by the state for violating state consumer protection laws and is temporarily banned from doing business. Justin Bogina and his business, Auto Acceptance Center Corp., of Topeka, have been temporarily ordered to refrain from conducting business related to the sale of property or services within the state of Kansas. The state’s attorney general iled a lawsuit against Bogina and his company alleging multiple and recurring violations of Kansas consumer For Cars, Trucks and Vans

protection law over the past several years and continuing to the present. Among the allegations is that in 2014 Bogina advertised he would donate $100 per vehicle sold during a speciic time period to the memorial fund established for Topeka Police Corporal Jason E. Harwood, who was killed in the line of duty on Sept. 7, 2014. However, the defendants did not track the sales for the purpose of making the donation, and no donation was made until April 2016, after the attorney general’s oice launched its investigation.

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6 • December 4, 2017

USED CAR NEWS

PEOPLE IN THE NEWS Oregon Auctioneer Wins Bernie Hart Award National Auto Auction Association President Jerry Hinton presented Dean Fumasi with the NAAA Bernie Hart Memorial Auctioneer Award. Fumasi has been an auctioneer since 1986. In 1996, he began working for Brasher’s at its

Dean Fumasi two auctions in Oregon. ADESA, the wholesale auction business unit of KAR Auction Services Inc., acquired the

eight-auction Brasher’s Group in 2016. The Bernie Hart Memorial Auctioneer Award honors “the most visible person in the auction industry.” It is named after longtime NAAA Executive Director Bernie Hart of Lincoln, Neb., who served the association for more than 30 years before retiring in 1988. Fumasi said he never considers being an auctioneer “work.” “I really love what I’m doing,” said Fumasi, who recently celebrated his 60th birthday. “I have always told my kids, if you can ind something you love to do, it’s never work. There’s nothing better than having a job you love and being able to be paid well for it.” Hinton, who is general manager of ADESA Portland, has worked with Fumasi for more

than 20 years and ESA in 2015, was innominated him for the ducted at NAAA’s 69th award. annual convention. Angelicchio served in NAAA Inducts Former various executive posiPresident into Hall of tions at NAAA, includFame ing president, chairDave Angelicchio man of the board and has become the new- treasurer. Membership in the est member of the National Auto Auction As- Hall of Fame, estabsociation Hall of Fame. lished in 1968, recindividuals The recently retired ognizes chairman and chief ex- whose long-term service to the auto auction industry and NAAA has contributed improvements to remarketing as a whole, has worked with the trade organization to beneit its members and has consistently followed the high standards of the association’s Code of Ethics. NAAA represents more than 340 auction Dave Angelicchio members and 100 associate members in North ecutive oicer of Pitts- America. burgh Independent NAAA Honors Brasher Auto Auction, which was acquired by AD- as Pioneer

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in the wholesale motor vehicle industry and/ or NAAA, recognizes an individual who has innovated or enhanced methods of improving services to remarketers through NAAA member auctions; has championed NAAA member auctions as providing services for motor vehicle remarketers unavailable from any other source; and has consistently followed the standards of the NAAA Code of Ethics. The NAAA represents more than 340 auction members and 100 associate members in North America. Brasher was also one of the founders of the ServNet Auction Group in 1987. Brasher has the distinction of being the irst son of a former NAAA president and Hall of Fame member to hold the same oice and join that group, joining his father Frank, in those ranks.


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8 • December 4, 2017

USED CAR NEWS

GIVING AUCTION OF THE YEAR CHALLENGES OTHERS Charleston Auto Auction, a member of the XLerate Group, was named the National Auto Auction Association’s 2017 “Auto Auction of the Year for Excellence in Community Service.” The Moncks Corner, S.C., business was chosen “for its depth of commitment in going beyond inancial support to an active role in making a local high school principal’s dream of a residence for homeless students a reality.” The auction ultimately raised money to help build a house and provide shelter for young adult males in their junior and senior years for a local high school. A video announcing the award at the NAAA ceremony showed some of the work Charleston Auto Auction has done in its community and interviewed people involved with the auction. Charleston County School District nominated the auction to be honored for its work addressing the prob-

one for the top honor,” said NAAA President Jerry Hinton. “But the whole-hearted commitment Charleston Auto Auction made to helping homeless teens in their community — who were sleeping on benches at the mall and had no idea where they’d get their next meal — have a safe place to live and

lem of homeless students at R.B. Stall High School. Kim Wilson, principal at the time, had a vision of a stafed house 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). “The public spiritedness of the four chapter inalists was inspirational, making it a challenge to choose just

study so they could graduate was truly touching.” General Manager Laura Taylor accepted the award on behalf of the auction. “We are so privileged to be part of this organization with such general and kind-hearted people,” she said. She praised the NAAA and the staf before discussing a goal the auction has for this project.

GIVE AND GET: Above, Charleston Auto Auction general manager Laura Taylor accepts a check from Doug Rodriguez, president of the Southern chapter of the National Auto Auction Association. Below, Taylor presents a check to Sharon Armstrong, left, and Kim Wilson of the Charleston County School District, while staff looks on.

“One of the goals we have set forward is that we have homes in every state,” Taylor said. She said so many of these children fall out of the social system and no one is aware of it unless someone brings it to their attention. “When you turn 17-yearsold, you are no longer under Social Service guidelines,” Taylor said. She said it’s also more dificult for young men to ind a home in these scenarios than young women. “So they sleep on park benches, they sleep at a coach’s house, they sleep at a friend’s house or they sleep in their car. “That’s just absolutely ridiculous in the society that we have.” Taylor also asked industry members to support Project H.O.M.E., which she is sure will happen. “You’re the most compassionate people that I know and this is the most compassionate industry that I know,” Taylor said. “We would like to see at least one or more homes in every state. “That’s the challenge that I put forth to you guys.” After a news story about the proposed project aired on local TV, Wilson got an email from Jason Moritz, Charleston Auto Auction’s assistant general manager, that said, “Looking forward

to 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,” said Wilson, now the executive director for the school district’s secondary education community. Taylor said once she’d seen the news story, there was no question that they would support it. “We just knew this was the thing we would do,” she said. 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 begin construction with the goal of housing students this fall. Charleston Auto Auction supports numerous causes, from Wounded Warriors to Habitat for Humanity, along with a local orphanage and local ire department, Autism awareness, a local food pantry and other charitable eforts. The award includes a $20,000 check payable to

NEXT ISSUE: YEAR IN REVIEW

a charity of the auction’s choice along with a large crystal cup. The auction will also be featured in NAAA’s On The Block magazine and the 2018 membership directory. Charleston Auto Auction had previously won a $5,000 check for charity as one of four regional inalists chosen earlier this year to receive the NAAA Chapter Auction of the Year Award, which recognizes outstanding public service of the Eastern, Midwest, Southern, and Western chapters. The inalists, in addition to the Southern Chapter’s Charleston Auto Auction, included the Eastern Chapter’s ADESA Winnipeg, a two-time regional winner; Midwest Chapter winner Clark County Auto Auction in Jefersonville, Ind.; and Western Chapter’s Metro Auto Auction of Phoenix. NAAA established the annual awards in 2016 to recognize the many charitable acts auctions already perform and to encourage even greater volunteer involvement. Hinton praised all of the regional winners for their eforts in helping others. “Their energies, imagination, dedication and fearlessness have brought great purpose to their lives and to others, ” Hinton said.


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10 • December 4, 2017

USED CAR NEWS

RETAIL MARKETS MARYLAND Tom Hodges, president, Tom Hodges Auto Sales Inc., Hollywood, Md.: “We’ve been in business 27 years and have one location. “We acquired a Mitsubishi franchise a year ago, so we also do business as Tom Hodges Mitsubishi. “But we primarily sell used cars. We keep about 90 used in inventory. That’s typical. “We sell 52 a month on average. “About 25 percent of our inventory comes from auto auctions like ADESA, Manheim and places like Bel Air. About 20 percent are tradeins. The new cars get a few trade-ins. “We also do a drive-up appraisal like CarMax. We’ll get 20 percent of our inventory right of the street. “Then we get the rest from other new-car dealers. At one time, I would get 80 or 90 percent of our inventory from new-car dealers. “It’s all retail inancing here, with just a few inhouse deals mixed in. Sub-

prime is about 35 to 40 percent of our business. “Average sale price is about $13,500. Average model year is a 2012. Average mileage about 60,000, probably. “Typically, we’ll have about 25 pick-up trucks, 25 to 30 SUVs, 25-30 cars and a few minivans. I’m probably a little short on minivans right now. “I like imports but we’re normally pretty balanced between domestics and imports. At auction I like to buy the of-lease cars. “I’m paying a ton on reconditioning. I’ll probably spend $1,200 a car. “Maryland has one of the toughest inspection (requirements) in the nation. I also don’t want a customer having to replace something in the irst year. “We do all the work here. We have eight techs, two advisors, a service manager, parts manager and 10 bays. “We also do outside work. We have a tire and service center. “We use most of what ev-

eryone else is using in marketing and advertising. We use radio, TV and some of the cable stuf. We use two local newspapers. We use CarGurus, Cars.com, and AutoTrader. “We’re doing more advertising in the last year and our sales are up, so I’m convinced it’s efective. “We recently sold a 2011 Hyundai Genesis. It had 55,000 miles. We sold it for $11,900. “I still think the bank will get a little more conservative going forward. I think we may have peaked a little bit based on all the things I hear. “For us as a company, we’ve grow some last year when we got a new building, We’re up about 35 percent in sales if you include the newcar sales.”

“I’m carrying 15 to 18 vehicles. That’s about the same as this time last year. It hasn’t really changed. “I sell about a dozen per month. “We get vehicles from all over the place. We get them from private owners, auctions, dealers, (etc.). It’s been more diicult in getting them from dealers – more diicult. “Very rarely will I sell at wholesale. Only if something’s been sitting here for a long time, but usually we’ll do what we have to do to move them. “We sell through bank inancing and we do some subprime. For bank inancing, we use local banks. Subprime is only about 2 percent. “I’m a little (diferent) in that I might have some cheaper stuf and some exPENNSYLVANIA pensive stuf. So I might George Mermon, owner, have cars that are $10,000 Mermon Motors, Tam- and stuf that’s $50,000. aqua, Pa.: “(My average price) would “I’ve been in business since be $15,000 to $25,000. 1985. I have one location. “We try to have stuf that

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Compiled by Jeffrey Bellant has decent miles, in that 50,000 to 60,000 miles range. Average model year would be anywhere from 2016 back to 2010 or 2009. Our trucks might be a little older. “We carry about 50/50 domestics to imports. “I like to carry more trucks because I think it’s easier to sell a truck than the SUV, since everybody has SUVs. “Forty percent of what I carry is SUVs and 60 percent is trucks. “We do reconditioning ourselves, so it’s hard to say what the average cost is, anywhere from $250 and up. “We just do our own cars. We don’t do outside work. “For marketing and advertising, we have our website and we do some stuf with Craigslist. We also have some print publications that we use and our local newspaper. We also use Carsforsale.com and they’re not too expensive. “We just delivered a 2011 BMW 328i xDrive. It had 50,000 miles. I got $15,900.”


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12 • December 4, 2017

USED CAR NEWS

WHOLESALE MARKETS CALIFORNIA Justin Sogomonian, vice president, All Valley Dealer Auto Auction (AVDA), North Hollywood, Calif.: “We have been in business 31 years. “Right now, we have two sales. We run three lanes on Friday and two lanes on Tuesday. We’re planning on opening a fourth lane next year for Friday. We already have the lane, computers and blocks set up. “We’re running about 600 to 650 on Friday and about 300 on Tuesday. We’re trying to reach 1,000 a week. “Volume is a little low and the sales percentage is high this time of the year. Toward the end of the year, the volume gets a little higher but the sales percentage dips a little bit. “This year’s been a little weird in that we didn’t see a big drastic change. (One recent) Friday sale felt like a tax season sale where we sold 68 percent. I think people may be thinking, ‘let’s load up for the new year.’

“We always try to stay at the 60 percent sales percentage range. During tax season we can be in the 70s and even 80 percent if you can believe it. “Our average is right around $9,400, near $10,000. We used to be a little lower, around $7,000. But the past few years, we’ve been getting the highline cars, not even the super highline, but the $20,000 to $30,000 type cars. “Our franchise dealership cars make up about 70 percent of our (volume). Our mom-and-pop dealers make up about 10 percent. The rest are from banks, credit unions, repos and companies that buy cars of the street. WeBuyCars.com brings a lot of cars and their sales percentage is always in the 90-percent range. “The money is still good on guaranteed, clean cars. “Our Friday sale is our bread-and-butter sale. About seven or eight years ago, we started to do the Tuesday sale. But Friday

is the larger sale. The one thing I’ve seen on Tuesday is that dealers seem to have a little more money. The cars are a little more expensive. “We have actually sold over 100 cars this year at $100,000. We sold one Lamborghini this year at $375,000. “We also do a classic sale every other week. “I’m very conident that we’re going to end the year right and that next year is going to be better than this year.”

INDIANA W.J. “Buzz” Cotton, president/owner, Dyer Auto Auction, Dyer, Ind.: “The auction has been in business since 1947. We celebrated our 70th anniversary this year. I bought it in 1997. “We run eight lanes. Volumes are of. We’re running between 700 and 800. “Our biggest problem right now is our dealer con-

Compiled by Jeffrey Bellant

signment. New-car sales in our area are tough. “Our conversion rates are over 60 percent. It’s a good trading sale. They’re very comfortable with each other. They know who to stay away from. In this business, you can only lie once, not twice. “We’ve always been that way. But our conversion rates are good enough. I just need more cars and keep those same conversion rates. “We’re 55/45 with dealer consignment to leet-lease. It’s a good mix, but I’d like to get a much higher-end lease car, but it’s tough. I have a lot of competition with Manheim, ADESA and America’s Auto Auction. I’m pulling in more of the titleloan companies. My son, Jason, does a great job and works his butt of. “Retail guys in the lanes are almost staggering. They don’t know what’s hit them.

They’ll come in after the weekend and say they’ve had a good weekend. Then they say it died Monday. “We have simulcast in our lanes through Edge. It’s a slow growth process. It’s a little tougher for me since we have the $4,000 to $5,000 car average. But I’m happy with what we do. All of our cars are pictured and put up on Simulcast. “We do some local municipality sales. You’ll have dump trucks, snow plows or pieces of equipment. Nothing super large. “I think we have challenges ahead of us. We’re supposed to have a huge inlux of rentals and I think that will destroy the price of trade-ins. “But I hope there’s business for everyone. There’s supposed to be so much that the independents are going to get quite a bit since the big guys won’t be able to handle them all.”

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USED CAR NEWS

December 4, 2017 • 13

DISCONNECTED JOTTINGS FROM Thanksgiving has come and gone as quickly as the rest of the year and I’m looking forward to winter about as much as I do to

TONY MOORBY

ter, sage and white wine, à la Martha Stewart and absolutely pooh-poohed the idea of frying one as being messily backwoods.

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

leftover turkey. Heck, I don’t even much like it served hot and fresh with gravy, but I do like all the trimmings. I’d rather go to all the culinary trouble to do something I really enjoy. But the company is always a reward in itself and everyone seemed to enjoy the occasion of being together. I’ve always adopted the same ritual for roasting our turkey with a baste of but-

That was until last year when one of my daughters was given an electric turkey fryer as a gift. I was sure it would be consigned to the garage to forever gather dust, ending up as a future, novel curiosity. Last year, my son persuaded me to give it a try (I had beef tenderloin for back-up) and it was the best turkey ever. I still don’t like it that much but it wasn’t greasy, as I had made up my mind

it would be, it was evenly cooked throughout and exotically moist. It carved more easily than any roasted bird and I promised I’d never roast another one. There has to be a downside. It resides in returning the cooking contraption to its pre-cooking pristine stainless steel (there’s no such thing, by the way) shininess after expelling two and a half gallons of used peanut oil – that stuff gets everywhere. It’s enough work to give you an appetite for turkey sammies. Of course, Thanksgiving isn’t celebrated in England, although harvest-time is celebrated within the church. Christmas is time for turkey consumption. In any measure, it matches the feasting here, even spilling over to the next day when imaginative ways are used to clear out the leftovers from sautés to salads and casseroles to curries. I’m the sort of cook who

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

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time to cull the collection, I know, but where to start is the big question. I always end up kidding myself that I’m going to be in dire need of some esoteric recipe for a pigeon pie or pasta primavera. I love charcuterie and make my own bacon and sausage meat. I even have a bresaoula, cured beef, hanging in the garage fridge that’ll take a couple of months to get where I can serve it. I smoke my own salmon and haddock and love to experiment with projects that may take days or weeks. Wintertime brings on thoughts of Hungarian goulash or beef and barley stew, braised lamb shanks; something to hunker down with and look forward to spring. Now there’s a thought. Smoked turkey for Easter.

Digital version available at usedcarnews.com

By Myles Mellor

4. Audi alternative

enjoys the cooking rather than the end result, often losing my appetite by the time everything has made it to the table. The indulgence, for me is in the preparation – I even like going to the grocery store to get the feeling of things right from the start. Terry’s good at it too and we form a pretty good team prepping for get togethers and parties. I have a fascination for cookbooks in spite of the fact that I rarely follow recipes, preferring touch and feel or smell and taste, anyway. I have historical books describing the Tudor kitchens at Hampton Court, classical French technique-driven tomes to modern celebrity chefs’ outpourings, having more to do with their egos than great cooking. At the last count I have over 200. It’s

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14 • December 4, 2017

USED CAR NEWS

AROUND THE BLOCK CHASE CUP SALUTES SALES

Compiled by Jeffrey Bellant

Enterprise Honors Top Auctions

Midwestern Region. ADESA also took home two Enterprise Holdings honored its awards, including ADESA Kansas auction partners with its 2017 AucCity for Best Performance, Cention Achievement Awards. tral Region and ADESA Golden Regional Enterprise Holdings Gate for Best Performance, Westteams present the awards. ern Region. Recipients are recognized for exChase’s manufacturing partners ceptional performance in the areas were also on hand to honor the top of communication, customer serauctions for manufacturer sales. vice, marketing and reconditioning, Manheim Dallas won for Best operational success, and strategic National Auction Performance in planning. Jaguar Sales. Manheim Riverside The 2017 Auction Achievewon for Best National Auction ment Award winners are: Performance Land Rover Sales. ADESA Los Angeles (Orange, Calif.) Manheim Seattle won its second Manheim Central California (Rosaward of the evening for Best Naeville, Calif.) tional Auction Performance in Manheim Cincinnati LIFTING THE CUP: Manheim regional vice president Nick Boris, left, accepts the Best Mazda Sales and won again for National Auto Auction Performance Award on behalf of Manheim Minneapolis from Joe Manheim Dallas (Irving, Texas) Best National Auction PerforRodi, Chase national sales manager. Manheim Fredericksburg (Rockmance for Subaru Sales. ville, Md.) Chase also honored D. Bruce Manheim Minneapolis took formance Service Delivery went Manheim Omaha (Davenport, Williams, longtime Chase vice home the top honor at the annual to Manheim Seattle. Iowa) JPMorgan Chase Cup Awards cerManheim Pittsburgh won for president and marketing manager, Manheim San Diego (Orange, Caemony during the National Auto Best Performance, Northeastern who retired earlier this year. lif.) Auction Association Convention Region. Manheim Orlando won invite news items and top-quality photos from our readers to be considered for “Around the Block.” here recently. for Best Performance, Southeast- We Please include the name of a contact person and a telephone number. Send items and photos to: Jeffrey The Douglas F. Wininger Memo- ern Region. Manheim MinneapoBellant. Mail: Used Car News, 24114 Harper Ave., St. Clair Shores, MI 48080. Fax: (586) 772-9400 e-mail: jeff@usedcarnews.com rial Award for Best National Per- lis also won for Best Performance,

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