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UsedCarNews.com

October 15, 2018

State Quality Dealer Serves as Mentor to Others

Photo by Jeffrey Bellant HISTORY MAKER: Otto Hahne, owner of City of Cars in Troy, Mich., won the Michigan Quality Dealer of the Year award from the Michigan Independent Automobile Dealers Association this month. He received the award during the group’s annual awards dinner held at the historic Henry Ford Museum in Dearborn, Mich. By Jeffrey Bellant

Rush - Dated Material

DEARBORN, Mich. – Otto Hahne, president of the Michigan Independent Automobile Dealers Association, received the group’s Quality Dealer of the Year award during an event at the Henry Ford Museum. “It’s kind of a Horatio Alger story,” said Michigan IADA Treasurer Joe Kuhta of GWC Warranty, who joined board member Rick Rynberg of Rynberg’s Car Co., to present the award. “It’s hard work, dedication and doing things the right way that’s allowed this person’s family and business to be very successful.”

Despite his business success, Hahne never went past the eighth grade. “School didn’t work out for me,” Hahne said, “and I ended up going to a place called Boysville. And at Boysville, I met a bunch of brothers who became mentors to me. “They gave me confidence that I had been lacking.” Kuhta said Hahne later graduated out of the Michigan Career Center and eventually opened up a repair shop in 1980 and later opened up a motorcycle auction business. One of Hahne’s early businesses was located in Pontiac, Mich. next to a kennel.

“There were 100 dogs barking all day long,” Kuhta said. He joked that you could hear the dogs in the background when you were on the phone with Hahne. But it was in 1994 Hahne founded his auto dealership, City of Cars. In 2007 he opened up a second lot. “He’s gone from nothing, to now being a wholesale/retail outlet for about 1,500 cars a year,” Kuhta said. Family is important to Hahne, Kuhta said. City of Cars is a family business he runs with his wife, Jerrianne. Hahne praised his wife of 36 years for being his rock. His extended family also gets to-

gether every Wednesday night for dinner. “I’m very fortunate to work with my family,” Hahne said. “Not only that, I also work with the best sales team.” Kuhta said Hahne is always a mentor to other dealers and desires to give back to the industry that has given him so much. Hahne said his experience at Boysville made him realize the power of mentoring. It was people mentoring him that led him on the path to success. “I realized how important that was,” he said. “So I’ll also continue to mentor people.”


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USED CAR NEWS

October 15, 2018 • 3

Sedan Prices Finally Rise as Demand Tops Supply CARLETON, Mich. (AP) – Late in the spring, Bob Castaldi started checking used car prices online, wondering if it would be a good time to sell his family’s loaded-out 2014 Honda Civic. Each month, the retiree from suburban Phoenix, Arizona, kept seeing the suggested retail price go up, rising a total of $700 to $900 depending on where the car would be sold. Last week, Castaldi igured the circumstances were right to list the car with just over 30,000 miles on it, and he put it on sale for $16,785. What Castaldi found is evidence of a broader change in the car business: For the irst time in three years, the price of used sedans has consistently risen, driven by demand from buyers who can’t aford to join the seemingly never-ending U.S. SUV boom. “I was surprised to see that it had gone up,’’ said Castaldi, who has had inquiries but no ofers yet. Since gas prices started falling in mid-2015, new and used compact and midsize sedan prices largely dropped as Americans shunned the traditional family car for higher-sitting and more versatile hatchback SUVs. But earlier this year, things changed. “We had 11 straight weeks

of price appreciation this spring and summer when we’d normally see depreciation in used vehicle prices,” said Jonathan Smoke, chief economist for Cox Automotive. Used vehicles usually lose 1 percent of their value per month as they accumulate miles and due to normal wear and tear. Under normal circumstances they only appreciate in the spring when demand is high, at the height of tax refund season, Smoke said. O v e r roughly the past three months, used vehicle prices rose on average by 2.3 percent when they normally would have fallen by 2.8 percent, for a swing in value of over 5 percent, he said. All segments appreciated, but compact and midsize cars were the most pronounced, according to Smoke. The average price of a new vehicle in the U.S. has climbed steadily since the Great Recession to $35,990 today, up 3 percent over a year ago, according to Kelley Blue Book. That’s out of reach of many buyers, analysts and dealers say. But the average four-yearold midsize car costs just $13,100, even though it’s up 8 percent this year, according to Black Book, which tracks used sales and values. Compact car prices also are

“The demand is up on most everything and the supply is down.” –Jeff Wichman

up 8 percent to $11,650. SUVs still cost more but prices haven’t jumped as much. A four-year-old compact SUV now goes for $15,950, up 5 percent. “The demand is up on most everything and the supply is down,” said Jef Wichman, who buys vehicles for several dealers in the Lansing, Michigan, area. He was among hundreds of dealers and representatives looking for used vehicles at the big Manheim auction in Carleton, Michigan, near Detroit last week. He says cars are hard to come by, especially the Cadillacs he was trying to ind for his clients. The unexpected demand is coming from “valueconscious consumers’’ who can’t aford a new vehicle and may even be priced out of the used SUV market, said Anil Goyal, executive vice president of operations at Black Book. “It’s more for transportation need rather than a cus-

tom need when you’re looking for an SUV,” Goyal said. The shift toward used cars is helping to push down new vehicle sales in the U.S. So far this year they’re of about 1 percent from last year. Scott Fink, who runs Hyundai and Chevrolet dealerships in the Tampa, Fla., area, is seeing more people in his region go for used sedans or smaller new cars. The New Port Richey area, where the Hyundai dealership is located, has many middle-class retirees on ixed incomes who need to replace vehicles. They’ll buy new compact Hyundai Elantras, which Hyundai is discounting, or they look at leasing or stretching out payments for as long as seven years, he said. “The bottom line is SUV prices continue to rise, new car prices are rising,” making sedans a better value, he said. Another factor in the ris-

ing prices is that even buyers who could aford new vehicles or used SUVs are going for bargains on used sedans because they come with many of the same bells and whistles. Thousands of wellequipped cars are coming back into the market from three-year leases taken out in 2015, still at relatively low prices, Goyal said. In 2015, cars accounted for just over 44 percent of U.S. new vehicle sales, but that shrank to 29 percent in August as the shift toward trucks and SUVs continues. Goyal believes the trend is unique to used cars and he doesn’t see a resurgence in demand for new sedans anytime soon. And even the increase in used sedan prices may not last. Smoke says prices recently are starting to level of and even fall slightly, but they still aren’t depreciating like they had been.

Chains Open in Markets Impacted by Hurricane Chains make decisions about expansion long before they actually debut in a new market. So while CarMax and Carvana knew there was some risk opening operations in the Carolinas during hurricane season, the impact of Hurricane Florence was probably more than they expected. Carvana started selling cars in Myrtle Beach, South Carolina, during the irst week of October.

A few days before that, CarMax hosted a grand opening in an area hit even harder by the hurricane – Wilmington, North Carolina. Both chains are doing their part to help out their new homes. CarMax already planned on donating $10,000 to the local food bank, but upped the amount to $30,000. “We’re honored to be a part of this resilient community,” said Saher Asad,

location general manager of the Wilmington CarMax. Carvana partnered with Harvest Hope Food Bank to collect monetary and inkind donations to assist in Hurricane Florence relief eforts. Florence is expected to have less of an impact than Hurricanes Harvey and Irma did last year, when they took hundreds of thousands of vehicles out of the market. But this latest storm will

push up wholesale prices . “Even though the replacement need will be smaller in this case, we could see values increase temporarily especially in the region due to limited supply,” said Cox Automotive Jonathan Smoke. In other Hurricane Florence news, Insurance Auto Auctions used Florence as an opportunity to demonstrate its latest tool - IAA Tow App. The IAA Tow App utilizes

inventory management software to automatically push tow assignments directly to IAA contracted towers with capacity on their tow trucks or haulers. “One of our primary commitments is to quickly and eiciently transport customer assets to our facilities,” said John Kett, CEO of IAA. “This is particularly important during catastrophic events when impacted vehicle volumes surge.”


4 • October 15, 2018

USED CAR NEWS

NEWS BRIEFS Cox Automotive Buys F&I Express

repay the outstanding loans in full or lem,” a report that addresses the Cox Automotive Inc. has acquired to allow them to amortize for a one- costs to consumers, dealers and lenders associated with vehicle imIntersection Technologies Inc. year period. pounds. d/b/a F&I Express. Spireon data indicates about Both companies have a history dat- NIADA Announces Partnerships The National Independent Auto76,000 vehicles are impounded each ing back to Spring 2013, when Autotrader and Intersection Technolo- mobile Dealers Association recently day nationwide. Of these, approximately 44 pergies leaders irst met and decided to announced a number of corporate partnerships. cent remain on an impound lot for work together. Commercials On Hold will provide four days or more, and some 22 perF&I Express will operate as a wholly-owned subsidiary of Cox NIADA members with customized cent stay even longer at 15 days or and will be a part of the Retail Solu- scripts, recorded by professional more. voice talent, mixed with licensed Based on average daily storage tions Group. music and updated on a simple fees, vehicle impounds cost U.S. conWhile speciic inancial terms of sumers, dealers and creditors $3.04 the deal are undisclosed, all F&I Ex- schedule. Auto attendant prompts are also million each day, which equates to press employees will remain in their available with the same professional $1.1 billion per year. current roles at F&I Express. On average, only 31 percent of The business unit will operate out image for dealers with VOIP and audealers are notiied by the impound of its current Grapevine, Texas, loca- tomated phone systems. Commercials on Hold will ofer its lot within one to two days, and tion. turnkey solution to NIADA mem- typically it can take anywhere from bers with a 10 percent discount on three to 16 days to receive notice, the CPS Renews Credit Agreement report inds. Consumer Portfolio Services Inc. any service option selected. Transunion has joined with the The Spireon report highlights announced that it renewed its twoyear revolving credit agreement NIADA as a Bronze-level National the ive states with the highest inCorporate Partner. cidence of impounding, and the with Citibank N.A. This expands its commitment to vehicle models most frequently imFinancing under the renewed credit agreement will be secured provide complete and multidimen- pounded. Additionally, the data reveals avby automobile receivables that CPS sional information to independent vehicle dealers nationwide. erage storage fees and recovery now holds, will originate directly, costs by region. Survey data color will purchase from dealers in the Spireon Finds Impound Policies Hurt lected from 280 automotive dealers future. supplements the vehicle insights CPS may borrow on a revolving Used Vehicle Industry Spireon has published, “Impound provided through Spireon’s NSpire basis through Sept. 21, 2020, after which CPS will have the option to Storage Fees, a Billion-Dollar Prob- platform.

CarMax Sells More Vehicles CarMax Inc. reported that net sales and operating revenues increased to $4.77 billion in the quarter ended Aug. 31. Used unit sales in comparable stores increased 2.1 percent. Total used unit sales rose 5.8 percent. Total wholesale unit sales increased 14.6 percent. CarMax Auto Finance income increased to $109.7 million. Net earnings increased to $220.9 million.

Black Book Index Reaches High Black Book’s Used Vehicle Retention Index reached its highest level in almost two years. The September reading came in at 116, up from 113.9 in September 2017 and 115.5 in August. The Index last reached the 116 mark in October of 2016.

PAGE 14

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 Contributing Writers: Ed Fitzgerald, Radiance Cooper Advertising: Shannon Colby, Account Manager Marie Hingst, Account Manager Emily Brown Baker, Sales Support

Columnist: Tony Moorby Circulation: subs@usedcarnews.com Production: Tom Savage, Production Manager Cee Lippens, Web Master

Vol. 24 • No. 14 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

October 15, 2018 • 5

Today’s DMS Offers Much More, Not All By Ted Craig

proved with DMS in the past few years, especially integration of outside products such as payment assurance devices. Not everybody wants the latest improvements, however. Frazer said most of his users continue to operate the desktop version of their software. Only about 500 use the online version. There are some that even still use the DOS version. “People don’t like change,” Frazer said. “If it does what they want it to do, they’re happy.” Martin said eventually you need to nudge your users along. His company started moving its customers to the web in 2010. It took a lot of development resources, Martin said, but it’s hard to serve both the cloud and a software platform. Martin said being cloud-based makes integration easier. He does see a time when DMS does become more of a one-sizeits-all solution. “That’s the ultimate goal – to create a central platform,” Martin said. This would free up a lot of time and efort for dealers. One factor holding back this ultimate goal is that diferent providers want to keep ownership of their own features. Some features receive less use than expected, Frazer said. One example is a tool for Sirius XM satellite radio. It allows the dealer to turn on the feature during test drives and then ofer three months of free access. This seems appealing to Frazer, but he said only a little more than a quarter of his customers use it. And in the end that’s the challenge to creating a DMS for all. Each dealer wants something different because of his business model.

A good dealer management system can do a lot for a dealership. But no one system can do everything. After all these years, the one-sizeits-all solution eludes the industry. “There’s no one software that does everything perfectly,” said Brent Carmichael, executive moderator for NCM Associates Inc. This is due in large part to the independent nature of used-car dealers, Carmichael said. With franchise dealers, the manufacturers tell them what they need. Used-car dealers decide this for themselves. This makes it challenging for a provider to give everybody everything they want. Mike Frazer, president of Frazer Computing Inc., knows the limits of his company’s system. For example, it doesn’t ofer a service component. But it still makes life easier for dealers in many ways. “It can be the hub for your dealership,” Frazer said. Jesse Martin, senior vice president of Dealercenter, said dealers need to realize the advantages of using a DMS. There’s so many things you can do with DMS today that you can’t do with a ledger or even Excel,” Martin said. Frazer Computing recently reached a milestone of 20,000 active users. But Frazer said there remain fewer dealers using a DMS than not. He said those who opt not to use a DMS don’t see a need for it, often because they don’t handle inancing. Frazer Computing still signs up about 400 new dealers a month, but many leave the business at the same time. For those who stay, much has imFor Cars, Trucks and Vans

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USED CAR NEWS

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Indiana’s Attorney General has iled a lawsuit against several individuals charged with conspiring through illicit used-car dealerships to defraud several hundred customers. The Attorney General is also seeking to obtain restitution for afected consumers. Jerramy Johnson and Jefrey Presnell have owned and operated several dealerships in Indianapolis that were forced to forfeit business licenses due to violations of Indiana laws. At issue in the complaint are Wheels of Fortune LLC, Southpointe Motorcars LLC, and Mid America Auto Remarketing. All three entities were owned by Johnson and operated by Johnson and Presnell. Also named as defendants in the complaint are Keith Williams, Jeffrey Berry and BWI Equipment Inc. Wheels of Fortune was never a licensed Indiana dealer but sold more than 350 vehicles between October 2017 and June 2018. To obtain vehicles, Wheels of Fortune purchased vehicles using the auction access of a licensed dealer, BWI Equipment Inc. Wheels of Fortune then sold vehicles using BWI paperwork. BWI was fully aware Wheels of Fortune was using its dealer license and paperwork. BWI then received $100 for every vehicle sold as payment for the arrangement. Wheels of Fortune and Southpointe misrepresented the mileage on at least four motor vehicles, speciically advertising the vehicles as having signiicantly lower mileage than they actually did. Wheels of Fortune obtained vehicles with odometer “exempt” titles and high mileage but that had their odometers either altered or

swapped out to show lower mileage. Wheels of Fortune then advertised the vehicles’ inaccurate mileage, often using “low mileage” as a selling point. Johnson and Presnell rebuilt vehicles at their business, Mid America Auto Remarketing, before selling the vehicles to various Indiana dealers. To properly rebuild a vehicle and obtain a “rebuilt” title brand, entities must ensure the vehicles are inspected by an Indiana police oficer. Johnson and Presnell paid an Indianapolis police oicer to sign of on vehicle repairs without actually inspecting the vehicles. The police oicer signed of on 415 vehicles without conducting the required inspections. The police oicer has since been arrested, charged with a felony for his actions and pleaded guilty. Wheels of Fortune did not pay the proper amount of sales tax on vehicles it sold. As part of Wheels of Fortune’s arrangement with BWI, BWI paid the sales tax on the vehicles sold by Wheels of Fortune based on a report pulling the sale price of the vehicles from bills of sale. However, Wheels of Fortune falsely listed the selling price on bills of sale as signiicantly lower than the amount it actually received from consumers, thereby lowering the amount of sales taxes remitted. Southpointe, owned by Johnson and operated by Presnell, failed to deliver titles in a timely manner to nine consumers who purchased vehicles. Other charges include avoiding paying the full amount of sales taxes owed by misrepresenting the amounts paid by customers for vehicles and failing to deliver titles in a timely manner.


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RETAIL MARKETS ALABAMA, Todd Oden, vice president, MTO Motors, Birmingham, Ala.: “We’ve been in business 34 years. We have one location. “We normally keep about 150 to 180 in stock. We mostly buy from wholesalers and auctions. We work of and on with about ive diferent auctions. About two years ago, we expanded, so we have the entire city block. “We do all buy-here, payhere. We sell about 45 units per month, averaging out the year. “We normally start stocking up for tax season at the end of September or the irst of October. We’re in full-on mode now. It normally starts picking up in the irst or second week of February. “But, my goodness has tax season changed. It used to go from the end of January through the end of May. Now it goes about two weeks.

“Our typical down payment is $800 to $1,200. We’re three years or less (on term length). “We use GPS, but to locate only (for repossession). “Average price is in the $8,000 or $9,000 range. “Most of our stuf is higher miles. Our model years are 2008 to 2010 and mileage is 150,000 to 200,000. “We’re mostly cars and SUVs. If I can ind some trucks, I’d sell them. But that market has become almost impossible. “We’re running probably close to 50/50 on domestics and imports. “We’re probably in the $300 to $400 range at the most for reconditioning. My wholesalers are pretty good about bringing me stuf that’s close to ready-to-go. “We recently sold a 2010 Toyota Camry. That had 120,000 miles. It was $8,9995. “We don’t do a whole lot of advertising outside of our website. It’s mostly just word-of-mouth since we’ve

been here so long. “I walked through the showroom the other day and one of the salesmen was talking to a young lady. She said, ‘My grandfather bought a car here and my mother bought a car here, so you know I’m buying a car here.’ “That’s the life of our business.”

WISCONSIN Jay Sass, owner, Legacy Auto Sales, Jeferson, Wis.: “I’ve been in business about four years. “Normally, I keep somewhere in between 40 and 50 in inventory, on average. I’m carrying a little bit more than this time last year. It’s probably double. “The reason is circumstances have changed since I bought the property that I’m at now. Also, I hired a sales manager and another salesperson. “Mostly I get my inventory from auto auctions. It’s still pretty tough ind inven-

tory. But I have been getting a lot of trades. “On average, we’re selling about 42.5 (units) per month.“ “I do a little bit of everything, regular retail makes up 70 percent and buyhere, pay-here makes up 5 percent. The remaining 25 percent is subprime. That’s about the same as last year. “A buy-here, pay-here deal depends on the car that they are buying. But term-wise, I want everything paid of within a year. I charge zero interest. I usually require 50 percent down. Usually, the typical retail price (on those units) is between $2,000 and $4,000. “Overall, the average model year is a 2010 to 2011, with 100,000 miles. “Average retail price overall is about $9,000 or $10,000. “I would say cars make up about 60 percent of my inventory, SUVs would be about 20 percent and then I would do about 10 percent trucks. Minivans would

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USED CAR NEWS

Compiled by Jeffrey Bellant make up the other 10 percent, but they are so streaky. “I’m probably selling more domestics than I am imports this year, compared to last year. “For cars, the Impalas and the Malibus are the top sellers. I just don’t make a lot of money on them. “My average reconditioning costs are $780. That’s up from this time last year. I won the ship and had to increase my own prices. “I have three lifts and one lat bay. It’s a separate business about a mile away. It’s a NAPA AutoCare center I own. It’s within a mile of my lot. I also do a lot of work for the local auction. “For advertising I use AutoTrader, Carfax online, CarGurus, Craigslist and Kelley Blue Book. I also do a lot of Facebook and social media. Craigslist has (given the strongest return). “I recently sold a 2013 Ford Escape, all-wheeldrive SE. I think it had 108,000 miles. I sold I for $9,995 plus the service fee.”

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Manheim Southern CA November 8 909-822-2261

Manheim Dallas November 28 877-860-1651

Manheim Orlando November 13 800-337-8491

Southern AA November 14 860-292-7500

Manheim Detroit November 8 734-654-7100

Manheim Pennsylvania November 16 800-777-2053

Contact auctions directly for current sale information.

*The tradename “Subaru Motors Finance” and the Subaru logo are owned / licensed by Subaru of America, Inc. and are licensed to JPMorgan Chase Bank, N.A. (“Chase”). Retail/ Loan and lease accounts are owned by Chase. *The Jaguar word mark, the Jaguar logo, and Jaguar Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license. The Land Rover word mark, the Land Rover and Oval logo, and Land Rover Financial Group are trademarks of Jaguar Land Rover Limited and any use by Chase is under license. Retail / Loan and lease accounts are owned by Chase. The tradename "Mazda Capital Services" as well as the Mazda and Mazda Capital Services logos are owned by Mazda Motor Corporation or its affiliates and are licensed to Chase. Retail / Loan and lease accounts are owned by Chase. ©2017 JPMorgan Chase Bank, N.A. Member FDIC (18-0011) 11/18


10 • October 15, 2018

USED CAR NEWS

WHOLESALE MARKETS Compiled by Jeffrey Bellant MISSOURI Justin Brown, general manager, Missouri Auto Auction, Colombia, Mo.: “We celebrated our 18th anniversary in August. We had a great turnout for that and it was a great milestone for us. “We have ive lanes. We’ll normally run four out of the ive. We may run the ifth during promotional sales. We’re running right at 500, give or take, per week. That’s typical of this time last year. “Our (conversion) percentages are running in the mid-60s year-to-date. “We draw around 330 to 340 bidders in the lanes and online. That’s up. “We’re right in the center of the state. Jeferson City is the capital, about 30 miles below us. We’re right on I-70, so when you’re driving across Missouri there’s St. Louis, Columbia and Kansas City. So we draw heavily out of St. Louis and Kansas City. “Fewer and fewer dealers are willing to ly from auction to auction for supply,

but a lot are still willing to drive. “Consignment is up, bidder badges are up and conversion is up. “What I’m hearing from dealers is that September was a soft retail month. They’re all still ighting the shortage of supply, especially for quality (vehicles). You hear that everywhere. “The high demand vehicles – $15,000 cars for a franchise dealer – are just not there. “We’re an 85-percent dealer sale and 15 percent leaserepo. That’s same as last year. The 15 percent comes from a lot of banks and credit unions. “We’ll also do some lease stuf with Avis, particularly during the front end of the year. We do some Chrysler Capital in the front end of the year. We’ll also do United Auto Credit Corp. and ARI. “The average price across the block year-to-date is about $7,500. That’s up from this time last year. Prices are just up in general.

“We have a salvage sale every Friday at 9 a.m. It’s 15 to 20 units, not a lot. “We also do a public equipment auction once a month. That’s from municipalities, construction companies and electric companies. Once a month we’ll get about 50 and sell a high conversion rate. “We run live GSA sales about four times a year. We have about 50 per sale. They are the typical GSA units. They’re ive years old, with 30,000 miles – Focuses, Malibus, Fusions. They are mostly passenger cars, trucks and SUVs, with some vans. “We use Edge online. We have very strong participation. About 30 percent of our bidders come from online. We’re selling about 20 percent of our sale online. “I think the market will be good. I think it’s a matter of getting a hold of the inventory. Whatever you get a hold of, you’re going to sell. But you’re going to have to ight for that inventory the rest of the quarter.”

WISCONSIN Jef Ostrowski, president, Central Wisconsin Auto Auction, Schoield, Wis.: “We’ve been in business for 35 years. We run between 350 to 400 cars per week. “Our volumes are 99-percent dealer consignment. We have a few banks and one rental-car company that we work with (on the commercial side. Our total sales percentage is between 65 and 70 percent. “We’re averaging about 230 to 250 bidders in the lanes. Cars are hard to ind. Instead of a guy going to two or three auctions per week, some guys are going to three or four. They can’t ill the basket. The pickings get slim. “I’ve heard the new-car business is a little slow. The (independents) seem to be going good. The lower-end and the buy-here, pay-here guys are doing well. “The problem is the newcar people are not getting enough trades to ill the

other guys’ lots, since (the used-car lots) take the cars the new-car guys don’t want. “It’s a constant struggle, especially being a consignment (seller). We live and die with the new-car dealer. “We have about 25 new-car dealers that, if they’re slow, then everything slows down. When they’re booming and taking in a lot of cars, then there are a lot of cars for everybody else. It’s one of the downfalls for being a mostly dealer-consignment sale. “We just started online over a year-and-a-half ago on Edge Pipeline. I’m mildly shocked. I was skeptical. We used to do everything by pencil. “The irst 12 months we sold 729 online. So it’s going well for us. I’ve got dealers bidding from California, Florida. I even have some dealers from Ukraine trying to register with us. “Our average price across the block is about $7,800.” “Four-by-four trucks are doing well, but we don’t really struggle with anything.”


ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES OCTOBER 2018

SOURCE: BLACK BOOK

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

Oct ‘17 10,550 14,300 5,500 6,400 6,400 11,300 5,400 9,900 9,800 12,150

Apr ‘18 9,350 12,700 5,150 5,700 5,700 10,600 5,050 9,400 8,750 11,050

Oct ‘18 8,050 12,150 5,200 5,250 5,300 9,600 4,600 9,450 8,450 10,650

Oct ‘19 7,075 9,600 4,175 4,425 4,275 8,100 3,775 7,700 7,000 8,700

Oct ‘20 6,150 7,800 3,400 3,775 3,475 7,025 3,200 6,400 5,925 7,200

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

Oct ‘17 15,650 24,750 8,050 13,000 18,650 8,500 14,000 13,750 18,600 10,700

Apr ‘18 14,200 23,100 7,700 11,850 17,550 7,950 13,050 12,550 16,650 10,200

Oct ‘18 13,650 23,200 7,850 11,950 16,600 9,000 13,400 12,900 16,400 10,200

Oct ‘19 11,050 18,525 6,175 10,125 13,500 6,650 11,175 10,350 12,600 8,075

Oct ‘20 9,350 15,125 5,000 8,625 11,475 5,225 9,525 8,450 9,925 6,475

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 Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Nissan Altima S 4D Sedan 2.5

Oct ‘17 12,300 13,000 23,750 9,550 7,550 16,550 16,700 4,950 7,400 5,900 8,550 7,050 8,000 7,600

Apr ‘18 11,200 10,950 21,600 9,150 6,550 14,850 14,000 4,500 6,750 4,750 8,350 6,600 7,350 6,900

Oct ‘18 10,550 10,000 18,650 9,250 6,900 14,050 13,300 4,600 6,500 4,500 8,000 6,550 6,700 6,650

Oct ‘19 8,400 8,350 14,000 7,450 5,725 11,575 10,050 3,575 5,350 3,900 6,875 5,525 5,550 5,475

Oct ‘20 6,675 7,050 10,825 6,250 4,850 9,625 7,750 2,900 4,550 3,500 6,025 4,875 4,600 4,650

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 Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Nissan Altima S 4D Sedan 2.5

Oct ‘17 17,500 18,500 37,500 12,500 10,650 23,200 27,300 7,350 10,350 8,700 12,050 10,450 12,250 10,800

Apr ‘18 15,350 16,000 33,600 11,450 9,950 19,600 24,600 6,550 9,700 7,700 11,350 9,700 11,000 9,850

Oct ‘18 14,850 15,150 30,000 11,550 10,150 18,300 22,400 6,600 9,900 8,050 11,850 9,850 10,700 10,150

Oct ‘19 12,750 12,225 22,850 9,625 8,300 15,000 16,975 5,100 7,950 6,450 9,850 8,250 8,450 8,150

Oct ‘20 11,200 10,175 17,575 8,150 6,875 12,350 13,050 4,075 6,550 5,350 8,450 7,050 6,850 6,725

TRUCKS BMW X3 XDrive28i 4D SAV 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 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 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 Cadillac Escalade base 4D SUV RWD Ford Escape SE 4D SUV FWD Honda Pilot EX-L 4D SUV w/RES Toyota Tacoma SR5 Double Cab 4X4 V6

Oct ‘17 14,600 16,950 9,300 18,000 21,000 8,600 13,350 16,000 15,900 13,800 11,650 11,600 16,300 24,700 9,000 15,400 17,300 24,250 26,800 9,300 18,500 22,425

Apr ‘18 13,125 14,850 8,500 15,800 18,200 7,400 11,000 14,550 12,900 11,500 11,100 9,750 14,725 22,750 8,300 13,300 16,000 21,950 25,800 8,350 15,950 21,200

Oct ‘18 11,425 13,275 7,350 15,000 16,500 7,300 9,750 13,450 13,000 10,800 11,000 9,150 13,325 22,450 8,100 11,550 15,700 21,100 22,800 7,950 15,225 21,250

Oct ‘19 10,200 11,450 6,150 13,550 14,225 5,925 8,900 11,800 11,525 9,525 9,475 7,925 11,100 20,925 6,450 10,325 14,050 17,850 19,225 6,725 13,325 19,700

Oct ‘20 8,975 9,625 4,850 11,950 11,775 4,800 7,650 10,175 9,700 7,975 8,150 6,750 9,175 19,475 5,025 8,950 12,150 15,000 16,125 5,725 11,275 17,825

TRUCKS BMW X3 XDrive28i 4D SAV Cadillac SRX Luxury 4D SUV AWD Chevrolet Equinox LS 4D SUV FWD Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D SUV FWD 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 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 Cadillac Escalade base 4D SUV RWD Ford Escape SE 4D SUV FWD Honda Pilot EX-L 4D SUV w/RES Chevrolet Silverado 1500 LT Double Cab

Oct ‘17 23,950 23,450 11,850 33,000 13,000 19,900 23,800 22,500 20,700 15,050 16,700 21,550 28,850 11,900 24,700 23,500 27,800 22,500 45,200 13,100 24,600 24,000

Apr ‘18 21,800 20,600 11,200 29,000 11,000 17,850 21,300 18,900 18,200 14,700 13,900 20,075 26,625 10,800 21,975 19,800 25,250 21,525 39,000 11,800 21,350 21,200

Oct ‘18 20,650 20,300 10,800 28,800 11,700 16,500 20,900 19,950 17,700 14,050 13,250 18,825 26,550 11,200 21,425 20,500 24,350 21,750 37,800 11,650 20,825 21,200

Oct ‘19 17,225 17,300 8,850 24,725 9,475 14,150 17,050 17,375 15,300 12,175 11,300 15,575 24,250 8,950 18,150 18,075 21,250 20,000 32,525 9,775 18,100 18,725

Oct ‘20 14,200 14,700 7,125 20,325 7,675 11,725 14,000 14,825 12,650 10,550 9,475 12,775 22,075 7,050 15,000 15,850 18,575 17,950 27,900 8,225 15,325 16,075

2014 MODELS

2016 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

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

Oct ‘17 14,200 23,600 6,850 11,850 7,550 13,000 6,950 11,650 11,750 15,150

Apr ‘18 11,900 20,550 6,300 10,650 6,900 12,200 6,600 10,950 10,250 13,500

Oct ‘18 11,550 19,900 6,150 10,550 6,600 11,250 5,950 11,100 10,150 12,850

Oct ‘19 9,450 15,775 4,850 8,850 5,300 9,250 4,725 9,025 8,350 10,275

Oct ‘20 8,000 12,850 3,900 7,500 4,300 7,825 3,875 7,475 6,950 8,325

DOMESTIC CARS Buick LaCrosse Leather 4D Sedan FWD Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan 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 Chrysler 200 S 4D Sedan Cadillac CTS Luxury 4D Sedan RWD 3.6L

Oct ‘17 18,950 10,200 14,200 20,300 10,300 15,750 15,750 21,300 11,950 26,250

Apr ‘18 16,550 9,650 13,150 19,150 9,400 14,250 13,550 19,900 11,600 24,200

Oct ‘18 17,350 10,150 13,300 18,600 9,700 14,550 13,700 19,700 11,700 23,500

Oct ‘19 14,000 8,025 11,375 15,350 7,325 12,500 11,250 15,000 9,350 18,600

Oct ‘20 11,600 6,525 9,775 13,075 5,825 10,800 9,400 11,600 7,675 15,125

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 Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Nissan Altima S 4D Sedan 2.5

Oct ‘17 15,100 16,500 30,500 10,900 9,050 18,900 22,100 5,900 9,000 7,750 10,400 9,550 10,050 9,350

Apr ‘18 14,000 13,000 27,100 10,100 8,200 17,200 19,500 5,200 8,250 6,650 9,800 8,550 8,500 8,400

Oct ‘18 12,650 12,150 24,750 10,100 8,450 16,100 18,000 5,450 7,900 6,050 9,450 7,800 8,350 8,050

Oct ‘19 10,100 9,850 18,550 8,250 6,975 13,225 13,525 4,225 6,425 5,050 8,025 6,675 6,850 6,550

Oct ‘20 8,025 8,300 14,125 7,000 5,825 10,925 10,325 3,375 5,375 4,350 6,900 5,850 5,700 5,500

IMPORT CARS Acura TLX Base 2.4L 4D Sdn BMW 3-Series 328i 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata SE 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Nissan Altima S 4D Sedan 2.5 BMW 7-Series 750i 4D Sedan Mercedes-Benz E-Class E350 4D Luxury Sedan

Oct ‘17 20,450 21,250 14,900 11,450 28,200 9,600 12,050 10,050 13,400 11,450 14,400 12,500 57,000 33,200

Apr ‘18 18,500 19,250 13,900 10,800 24,800 8,050 11,250 8,950 12,500 10,600 12,300 11,600 51,700 28,300

Oct ‘18 17,750 18,350 13,850 11,150 23,500 8,550 10,950 9,300 13,000 11,100 11,950 11,300 48,000 27,100

Oct ‘19 15,150 14,875 11,475 9,150 19,250 6,500 8,875 7,475 10,900 9,200 9,450 9,150 36,000 21,225

Oct ‘20 13,175 12,350 9,650 7,600 15,825 5,100 7,375 6,225 9,425 7,925 7,650 7,600 27,150 16,900

TRUCKS BMW X3 XDrive28i 4D SAV Cadillac SRX Luxury 4D SUV AWD Chevrolet Equinox LS 4D SUV FWD Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D SUV FWD 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 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 Cadillac Escalade base 4D SUV RWD Ford Escape SE 4D SUV FWD Honda Pilot EX-L 4D SUV w/RES Toyota Tacoma SR5 Double Cab 4X4 V6 Chevrolet Silverado 1500 LT Double Cab

Oct ‘17 20,200 19,950 10,650 25,500 11,000 15,800 20,500 19,000 18,500 13,100 15,000 18,350 27,200 10,450 17,875 21,000 25,850 30,500 11,900 21,950 23,450 21,500

Apr ‘18 17,600 17,650 9,750 22,000 9,700 13,750 18,700 15,900 15,600 12,650 12,275 16,550 25,150 9,700 15,525 19,000 23,500 27,000 10,150 19,175 22,650 19,000

Oct ‘18 15,350 16,300 9,200 19,500 9,300 12,500 17,550 15,700 15,200 12,400 12,225 15,200 24,800 9,650 14,775 18,300 23,000 25,800 9,850 18,200 22,850 18,700

Oct ‘19 13,050 14,050 7,525 16,800 7,400 11,000 14,650 13,650 13,000 10,700 10,250 12,600 22,725 7,575 12,825 16,400 19,675 22,100 8,200 15,975 21,275 16,675

Oct ‘20 11,000 11,975 6,075 13,875 5,850 9,075 12,175 11,425 10,625 9,200 8,475 10,275 20,775 5,875 10,825 14,450 16,775 18,825 6,850 13,400 19,300 14,475

TRUCKS BMW X3 XDrive28i 4D SAV Cadillac SRX Luxury 4D SUV AWD Chevrolet Equinox LS 4D SUV FWD Chevrolet Tahoe LS 4D SUV 4WD Dodge Grand Caravan SE Wagon Ford Edge SEL 4D SUV FWD 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 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 Cadillac Escalade base 4D SUV RWD Ford Escape SE 4D SUV FWD Chevrolet Silverado 1500 LT Double Cab Honda Pilot EX-L 4D SUV FWD w/RES Toyota Tacoma SR5 Double Cab 4WD V6

Oct ‘17 25,650 27,800 14,550 35,200 14,800 22,050 26,300 22,500 21,500 17,050 19,250 22,850 30,600 13,700 25,875 24,600 30,150 53,800 14,900 24,700 30,050 28,325

Apr ‘18 23,450 23,350 13,100 31,200 13,000 19,850 24,000 21,000 19,200 16,600 16,525 21,550 28,600 12,100 23,725 22,000 28,000 44,500 13,550 22,000 26,825 27,025

Oct ‘18 24,475 22,925 12,500 32,200 13,300 18,850 23,700 21,800 19,000 16,350 16,950 20,000 28,425 12,350 22,725 22,500 27,450 43,300 13,450 22,700 25,750 27,025

Oct ‘19 20,525 19,525 10,500 27,500 10,750 16,150 19,375 18,975 16,775 14,100 14,200 17,225 25,975 10,075 19,525 20,375 24,000 37,075 11,375 20,200 22,450 25,250

Oct ‘20 16,875 16,500 8,500 23,100 8,625 13,425 16,100 16,250 14,200 12,125 11,700 14,450 23,700 8,125 16,400 18,000 21,150 31,650 9,625 17,450 18,900 23,000


People Matter Most.

David Pendergraft GM, DAA Northwest

Doug Doll GM, KCI Kansas City

Dave Blake GM, DAA Seattle

For us, it’s about more than the bottom line. Choose an auction with the right priorities.

McConkeyAuctions.com


14 • October 15, 2018

USED CAR NEWS

DISCONNECTED JOTTINGS FROM In spite of its constant sales, Pontings, the department store where Robin and I worked, wasn’t always busy and time could hang heavy. You know the old expression about idle hands making the devil’s work. We were teenagers but some of the grown men were more mischievous. In the soft furnishings department, bales, bolts and rolls of material were displayed around the walls. They all leaned against one another and were nice and stable, that is until someone balanced them in such a way that the slightest touch would send the heavy rolls all over the place. Customers, if uninjured, would apologize profusely for messing up the display or colleagues would know they’d been had. Robin’s fellow workers would use single beds and push them around the aisles of the bedding department like go-karts. Pillow ights were also a common occurrence. Unlike the posh elevator

TONY MOORBY

operators in the other two stores, Pontings had chaps who wore a light brown shop coat, most of the geezers as old as the elevators themselves. The lifts were intriguingly Victorian – a thick rope passed through the ceiling and loor of the front, right-hand side and a gentle tug up or down on the rope sent the machine in whichever direction required, the rope actuating a hydraulic pump hidden in the bowels of the basement. The staf and cargo elevators, at the back of the store, were similarly equipped but with no operator. We soon discovered that the speed of the tug on the rope dictated the speed of ascent or descent of the lift. Similarly, grabbing the rope to stop its passage would give an alarming screech to a stop, leaving the lift to bounce around in its shaft. New hires, older workers or colleagues with armfuls of wears were fair game for this frightening escapade. Eventually, we graduated

to the luxury store that was Liberty’s of London. At the junction of Regent Street, Great Marlborough Street and the famous Carnaby Street, we were in the thick of all that encompassed the “Swinging Sixties.” The store itself stood out from its neighbors having been built in a Tudor Revival style, using timbers from two old navy ships, HMS Impregnable and HMS Hindustan. The timbers on the outside were exquisitely carved and on the inside they supported a four-story atrium. Liberty’s was famous for its association with selling luxury items from the East. Robin was in the gifts section and I worked in the oriental carpet department. Antique silk Kashans, Indian Duhrries or French Aubussons still fascinate me. Liberty’s was everything that Pontings was not – no raucous tomfoolery here but the staid quietness of a library. All the staf was expected to wear their very best attire so that custom-

ers felt they were being dealt with by their social equivalents. Each Saturday morning we would drive to the outskirts of London and then switch to the Underground – The Tube. The walk from Piccadilly Station to the staf entrance involved a stroll along Carnaby Street; a veritable feast for the eyes of a pair of seventeen-year-olds seeing mini skirts getshorter by the week and pop music blaring from the boutiques and clubs. La Valbonne, in

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 • IARA Circle of Excellence

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

C R O S S WO R D By Myles Mellor

Across 1 .Honda crossover SUV 6 .Makers of the Evora 400 9 .Dodge SUV 10 .Makers of the 675LT 2 .Record 14 .Former Dodge sedan 17 .___ Jackie Stewart, Brit Formula One star 18 .Classic car 21 .Former Mazda SUV 23 .Firms, for short 24 .French avenue 25 .___-road vehicle 26 .Flashy, like a Lotus 29 .In ___ of (instead of ) 31 .Engine-tweaking services, 2 words

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neighboring Kingly Street, with its roaring gas lamp out front, was always a favorite. The famous Lord John’s menswear shop was a massive draw and drained much of my Saturday job’s earnings just to keep pace with the fashions. It was a fascinating time to be around and it taught us, early on, about customer relationships and working with others – who made a good boss and who was an overbearing jerk. I’d recommend holiday jobs to anyone.

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Solution to the10/1/2018 puzzle


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Used Car News 10/15/2018  
Used Car News 10/15/2018