Used Car News 1/21/19

UsedCarNews.com

January 21, 2019

Cox Automotive Invests in Fleet Support

MOVING METAL: Cars await the next step in their process at Manheim Metro Atlanta Fleet Hub. The auction is the first of what Cox Automotive sees as a national footprint to service fleets, including ride-sharing services. Cox Automotive sees the future of auto ownership including more subscription services, car-sharing and ride-sharing.

By Ted Craig

The future is leets.

That was the message delivered by representatives of Cox Automotive as they discussed subscription services and rolled out a new service project called Pivet during a recent presentation in Detroit.

Subscription services are a small slice of the car business today, but Cox and others see big growth in this area.

The company put its money where its mouth is when it bought Clutch Technologies.

A subscription service is like a lease except it includes mainte-

nance, insurance and other costs.

Subscribers can also swap out vehicles with some services.

This means the driver of a sedan can get a pickup for a home project or a minivan for a family vacation.

Subscriptions make up less than 1 percent of car ownership today, but Cox Automotive sees that growing as the price of buying a new car rises and subscription costs decline.

If that happens, it means more vehicles owned by some kind of service provider rather than individuals. In other words, leets.

Pivet is prepared to meet this new demand, as well as existing leet demand.

Pivet connects Cox’s Manheim auction and national mobile car care company RideKleen, as well as other providers, to enable end-toend services for every leet.

Pivet handles the logistics of task management, including everything from in-leeting, deleeting, cleaning, detailing, fueling and charging, to maintenance, storage, parking and logistics.

The irst Pivet location is Manheim Metro Atlanta.

Manheim Metro Atlanta Fleet Hub ofers traditional leet services, including regular vehicle maintenance and repair for existing clients Lyft, Flex Fleet Rental, Hertz

and Clutch. In addition, Manheim Metro Atlanta Fleet Hub team will aid in the development and ofering of new technologies, with dedicated innovation labs scheduled to launch later this year.

The auction also features a consumer mobility lounge for Lyft and Uber drivers to get their cars cleaned and serviced.

Joe George, president of Cox Automotive Mobility Group, said whatever happens with subscription services, just the fact they exist is exciting.

“We haven’t had innovation in ownership since leasing hit in the ‘80s,” George said.

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USED CAR NEWS

January 21, 2019 • 3

New Car Dealers Turn to Used as Prices Rise

By Ted Craig

New-car sales inished 2018 with a positive surprise, topping 2017’s numbers. But rising prices means manufacturers will be hard pressed to match those numbers in 2019.

Fortunately for franchise dealers, they have an alternative – certiied pre-owned sales.

U.S. auto sales inished last year at around 17.2 million, up from 17 million the year before. Many experts had predicted lower sales for 2018 and they are saying the same for 2019.

The bad news for dealers is that much of that boost came from increased leet sales, rather than consumer demand.

Cox Automotive Senior Economist Charlie Chesbrough said the corporate tax cuts enacted last year led to more companies refreshing their leets, something many of them had been putting of.

It’s unlikely for that to repeat this year.

ENJOYING THE SHOW: Attendees at a recent National Automobile Dealers Association convention check out the latest offerings in the expo hall. This year’s event takes place in San Francisco, Jan. 24-27.

The National Automobile Dealers Association forecasts sales of 16.8 million units this year.

NADA expects fewer sales

in part because of higher inance costs following last year’s Federal Reserve interest rate increases.

“Depending on what

People Matter Most.

source you look at, average of 2018,” said NADA senior interest rates on new-vehi- economist Patrick Manzil. cle inancing have risen 60 “That has really driven up to 70 basis points from 2017 the cost of borrowing.” through the third quarter Continued on page 10

For us, it’s about more than the bottom line.

Choose an auction with the right priorities.

David Pendergraft GM, DAA Northwest

McConkeyAuctions.com

4 • January 21, 2019

USED CAR NEWS

NEWS BRIEFS ServNet Adds Auction to Its Ranks ServNet wrapped up its 30th anniversary year by adding FastLane Auto Exchange as its 23rd auction location.

Located just north of Flint, Mich., in Mount Morris, FastLane Auto Exchange has been in operation since 1978, and was purchased by a group led by Greg Price in January 2017.

Under Price’s leadership, the auction has expanded from an evening sale running about 100 vehicles a week on one lane to a Wednesday afternoon auction featuring more than 700 vehicles in eight lanes.

FastLane Auto Exchange hosts an average of 360 dealers at its weekly sale.

The 70-acre facility features a new reconditioning and mechanical facility.

Exeter Plans for IPO Exeter Finance Corp. is planning an initial public ofering.

The Irving, Texas-based auto inance company recently iled its IPO plan with the SEC. As of Sept. 30, Exeter had a $4 billion managed portfolio of retail installment contracts with an average FICO Score at origination of 567.

Used-vehicle inancing made up 78 percent of Exeter’s portfolio.

Exeter is currently majority owned by private equity irm Blackstone Group.

Following the initial public ofering, Blackstone will remain the majority stockholder.

Exeter plans to trade on the New York Stock Exchange under the symbol XTF.

Black Book Used Vehicle Retention Index Rises Year Over Year

Black Book’s Used Vehicle Retention Index dipped slightly in December.

The Index came in at 116.3, down from 116.5 in November. December showed the irst decline in the Index dating back to May. The Used Vehicle Retention Index XLerate Acquires Two Auctions inished the year up by 1.9 percent The XLerate Group announced the compared with 2017. addition of two new members with the acquisition of Morton Auto Auc- NextGear Capital Improves Audit tion and Southeastern Auto Auction. Process for Floor Plan Clients Morton is located in Morton, Ill., NextGear Capital announced the and started running cars in 1978. national rollout of their new selfIt has been owned and operated by reconciliation feature, available the Krupa family since 2006. through account portal.

Tommy Childs, Danny Williams Self-reconciliation simpliies the and Wayne DeLoach founded SEAA, loor plan auditing process with a located in Savannah, Ga., in 1987. mobile-irst solution.

Current SEAA operator Bill McDealers can log-in to the NextCready will continue to run the auc- Gear Capital account portal through tion. McCready previously served their mobile device, navigate to the as the assistant general manager of My Audits tab, view vehicles to recCharleston Auto Auction, an XLer- oncile and take photos to submit ate group sale located approximate- and clear outstanding audits in really 100 miles from SEAA. time.

XLerate Group now operates 12 Dealers can see a timeline of transauctions with sales in California, actions and associated fee transparFlorida, Georgia, Illinois, Michigan, ency, clear units in real-time and Pennsylvania, South Carolina, Texas view a historical reference of units and Wisconsin. cleared.

CalAmp Reports Lower Revenue CalAmp recently reported its inancial results for its quarter ended Nov. 30.

Consolidated revenue was $88.5 million, down 6 percent year-overyear, due to supply chain execution challenges.

Gross margin was 41.1 percent, up from 40.8 percent in the prior year.

Telematics Systems third quarter revenue was $68.6 million, down 12 percent year-over-year.

AutoIMS Features Updated MMR AutoIMS has launched a new integration of Manheim’s Adjusted MMR into its inventory management platform.

With this integration, commercial consignors using AutoIMS can use Adjusted MMR, which now accounts for a vehicle’s AutoGrade condition and exterior color, as well as mileage and region.

PAGE 22

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. 20 Used Car News is published the irst and third Monday of each month.

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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.

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USED CAR NEWS

January 21, 2019 • 5

Manufacturers Add to Takata Air Bag Recalls Problems with Takata airbags continue to plague the industry more than three years after their recall campaigns irst started.

Ford is recalling more than 953,000 vehicles worldwide to replace Takata passenger air bag inlators that can explode and hurl shrapnel.

The move includes over 782,000 vehicles in the U.S. Included are the 2010 Ford Edge and Lincoln MKX, the 2010 and 2011 Ford Ranger, the 2010 to 2012 Ford Fusion and Lincoln MKZ, the 2010 and 2011 Mercury Milan, and the 2010 to 2014 Ford Mustang.

Some of the recalls may be limited to speciic geographic areas of the U.S. Fiat Chrysler is recalling more than 1.6 million vehicles worldwide to replace Takata front passenger air bag inlators.

The recall includes 1.4 million vehicles in the United States.

The recall covers the 2010 through 2016 Jeep Wrangler SUV, the 2010 Ram 3500 pickup and 4500/5500 Chassis Cab trucks, the 2010 and 2011 Dodge Dakota pickup, the 2010 through 2014 Dodge Challenger muscle car, the 2011 through 2015 Dodge Charger sedan, and the 2010 through 2015 Chrysler 300 sedan.

Toyota is recalling 1.7 million ve-

hicles in North America.

The move includes 1.3 million vehicles in the U.S. The recall covers Toyota models including the 2010 through 2016 4Runner, the 2010 through 2013 Corolla and Matrix, and the 2011 through 2014 Sienna.

Also covered are Lexus models including the 2010 through 2012 ES 350, the 2010 through 2017 GX 460, the 2010 through 2015 IS 250C and 350C, the 2010 through 2013 IS 250 and 350 and the 2010 through 2014 IS-F. The 2010 through 2015 Scion XB also is included.

In addition, Toyota is recalling a certain amount of 2003-07 Pontiac Vibe vehicles.

General Motors will notify the Pontiac Vibe owners.

Some of these recent recalls includes vehicles that have had their air bag previously replaced under an earlier air bag campaign.

Takata used the chemical ammonium nitrate to create an explosion to inlate air bags.

But it can deteriorate over time due to heat and humidity and explode with too much force, blowing apart a metal canister designed to contain the explosion.

Roughly 37 million vehicles

equipped with 50 million defective Takata air bags are under recall as a result. At least 23 people have been killed worldwide and hundreds injured by the inlators.

The National Highway Traic Safety Administration and the Independent Takata Monitor recently posted a progress report on the state of the Takata air bag recalls.

Average recall repair rates across all manufacturers increased by 30 percent in calendar year 2018. The number of unrepaired vehicles among the oldest vehicles in the

highest-risk areas has been cut in half in one year.

Still, one third of the recalled inlators have not been replaced.

Vehicle manufacturers are currently prioritizing repair parts for older air bags – which are the most dangerous – while working to replace them all.

This follows a coordinated remedy program schedule that prioritizes the repairs into risk-based groups across 19 vehicle manufacturers.

(The Associated Press contributed to this story.)

6 • January 21, 2019

USED CAR NEWS

Chrysler Settles Claims About Diesel Cheating WASHINGTON (AP) – Fiat Chrysler agreed on Jan. 10 to pay hundreds of millions of dollars, including a $300 million ine to the U.S. government, to settle allegations that the Italian-American automaker cheated on emissions tests.

Under a deal with the Justice Department and the Environmental Protection Agency, the automaker will recall and repair the more than 104,000 out-of-compliance Jeep SUVs and Ram pickup trucks.

S e p a rately, Fiat Chrysler also agreed to pay $280 million to settle lawsuits brought by vehicle owners - leading to payouts of about $2,800 per owner - and will pay $19 million to California to settle similar state regulatory allegations.

Federal oicials allege the vehicles, made between 2014 and 2016, were equipped with diesel engines programmed to run pollution controls during lab tests that would turn of under certain conditions on the road.

“By concealing this software, Fiat Chrysler deceived regulators and violated environmental law,” said Associate Attorney General Jesse Panuccio. “Fiat Chrysler’s conduct was serious and egregious. Its deception robbed the public of the

clean air we work hard to protect and put law-abiding competitors at a disadvantage.”

Fiat Chrysler has maintained that it didn’t deliberately scheme to cheat emissions tests and the company didn’t admit wrongdoing.

“We acknowledge that this has created uncertainty for our customers, and we believe this resolution will maintain their trust in us,” said Mark C h e r n o b y, the company’s head of North American safety and regulatory compliance, in a statement.

In last year’s third quarter, Fiat C h r y s l e r, also known as FCA, took an $810 million charge to deal with possible U.S. diesel emissions settlement costs, cutting into the company’s proits.

Under the deal, the company may be subject to additional penalties if at least 85 percent of the vehicles aren’t repaired within two years.

The settlement is the second between the U.S. government and an automaker over allegations of cheating on diesel emissions.

In 2016, Volkswagen pleaded guilty to criminal charges and agreed to pay a $2.8 billion penalty to settle government lawsuits. The company also agreed to buy back some vehicles, repair others, pay to mitigate environmental

“We acknowledge that this has created uncertainty” –Mark Chernoby

harm and settle lawsuits for a cost of more than $30 billion. About 500,000 VW vehicles were involved in the U.S. cheating scandal.

The Justice Department also opened a criminal investigation into Fiat Chrysler’s conduct, and several state’s attorneys general also were investigating. The Fiat Chrysler settlement does not resolve any criminal allegations, according to Assistant Attorney General Jeffrey Clark. He declined to comment when asked about the status of the investigation.

Asked about the message the settlement would send, acting Environmental Protection Agency Administrator Andrew Wheeler responded: “Don’t cheat.”

In related news, the state of Arizona alleges in a lawsuit that Mercedes-Benz violated a state fraud law by programming emission systems on certain models of its diesel vehicles to turn of or reduce their efectiveness while on the road, leaving consumers unaware that the vehicles send an enormous amount of nitrous oxide pollutants into the air.

The lawsuit iled Jan. 8 by Arizona Attorney General Mark Brnovich also accuses Mercedes-Benz USA and its parent company, Daimler AG, of intentionally concealing the practice from consumers, while at the same time marketing its BlueTEC diesel vehicles as environmentally friendly.

Testing by the state’s experts revealed that on-road emissions of the vehicles were high, but the same vehicles had low emissions

when tested inside a laboratory, the lawsuit said.

“Defendants misrepresented and concealed the true emissions performance of its vehicles equipped with BlueTEC engines because of its manipulations that limit emission controls in normal driving conditions,” the lawsuit said.

Daimler AG spokeswoman Uta Wuest von Vellberg said in an email that the company believes the lawsuit’s claims are without merit.

“We intend to vigorously defend against them,” she said.

The lawsuit drew parallels between the Mercedes vehicles and emissions-cheating vehicles produced in the past by Volkswagen, which has acknowledged programming its diesel engines to activate pollution controls when being tested in government labs and turning them of when on the road.

Robert Carey, a Phoenix

attorney who represents the state of Arizona in the lawsuit, said the method of Mercedes’ emissions cheating was diferent than Volkswagen, but the result was the same.

The state is seeking restitution for several thousand Arizona residents who bought or leased such Mercedes vehicles between 2007 and 2016 and civil penalties of up to $10,000 for each violation of the Arizona Consumer Fraud Act. The lawsuit doesn’t specify the amount being sought from the carmaker.

A lawsuit iled in New Jersey during 2016 also accused Mercedes of programming its BlueTEC vehicles to turn of nitrous oxide reduction systems when ambient temperatures dropped below 50 degrees Fahrenheit (10 degrees Celsius).

Experian Unveils Updated AutoCheck Report AutoCheck has received a facelift.

Experian rolled out a new look for its vehicle history report in response to customer demand.

Among the data and insights updated within AutoCheck: • Updated display of how buyback protection details are presented • Vehicle ownership history presentation

• Vehicle use history details • Updated accident and damage check sections • Updated display of how title brand information is displayed • Updated odometer check • Open safety recall information, inspection, service and repair history checks The new version went live

on Jan. 15.

Kirsten von Busch, senior product manager at Experian, said the look is more modern. It also is designed so dealers can view it on any device.

One new highlight is an auto-inspired gauge that measures how any particular vehicle compares with others of the same type.

Another change is the more prominent display

of Experian’s logo. Kirsten said this shows dealers that the data is backed by two trusted data providers.

The additional data, such as more accident reports and recall information, gets at a main concern for both dealers and their customers – transparency.

“Transparency is more important than ever for dealers,” von Busch said.

Dealers can access the

new report via AutoCheck Fast Link for their online vehicle listings and through multiple integrations within DMS or inventory management solutions.

The report will still be available directly from AutoCheck.com for consumers and AutoCheck.com/members for dealers. The report is also available through most dealer platforms and consumer portals.

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8 • January 21, 2019

USED CAR NEWS

State Sentences Woman for Theft of Luxury Cars A New Jersey woman was sentenced to state prison for her role in a theft scheme in which the participants obtained car loans and luxury used cars by fraud from dealerships across the state, reselling the vehicles after fraudulently removing liens from the vehicle titles.

A leader of the scheme previously was sentenced to nine years in prison.

“Paige E. Hunt was part of a proliic group of con artists who stole loan proceeds and cars worth well over half a million dollars,” said Gurbir Grewal, New Jersey attorney general.

Hunt was sentenced to ive years in prison after pleading guilty in July to a charge of second-degree theft by deception. She pleaded guilty on Oct. 30 to an additional charge of second-degree insurance fraud contained in a separate indictment obtained by the Oice of the Insurance Fraud Prosecutor.

Hunt was charged with fraudulently obtaining at least nine auto insurance identiication cards to provide proof of insurance when purchasing high-end used vehicles from dealerships by fraud. Hunt was able to drive of with at least three vehicles for which no down payment was required at the time of purchase and for which no subsequent payments were ever made.

Between June 2016 and April 2017, Hunt fraudulently obtained at least nine auto insurance policies totaling more than $21,605 for coverage on late-model luxury used vehicles that included a Lexus SUV, two Honda Pilot Touring SUVs, a Mercedes Benz SUV, and ive Mercedes Benz sedans.

Hunt was sentenced to ive years in prison on each charge, with the two sentences to run concurrently.

Hunt was one of six defendants convicted of charges contained in a 2017 indictment obtained by the Division of Criminal Justice Specialized Crimes Bureau.

The investigation revealed that the defendants purchased or had others purchase luxury used cars on credit. They then forged letters purporting to be from the creditor stating that the loan had been satisied, using those letters to obtain clean titles from the Motor Vehicle Commission.

The vehicles were then sold without disclosing the liens. Between

2012 and 2016, the defendants stole at least 25 luxury vehicles.

A leader of the scheme, David L. Dunaway Jr., pleaded guilty to second-degree theft by deception and was sentenced on Sept. 7 to nine years in state prison.

The crew used three methods to purchase vehicles in the theft scheme.

Dunaway, Hunt or another member of the conspiracy purchased a vehicle with a car loan that was fraudulently obtained using false employment and salary information, resulting in theft of the loan amount. Other times they used a stolen identity to obtain a car loan and purchase the vehicle, also re-

sulting in theft of the loan amount.

Dunaway also duped several innocent women into purchasing vehicles on credit in their own names, with an agreement that Dunaway would make the loan payments.

Convinced the inancing had been paid of, these women obtained duplicate vehicle titles without liens.

The women then either signed the vehicle over to one of the defendants or the vehicle was sold with the proceeds going to one of the defendants. In this scenario, the vehicle was efectively stolen from the woman, who remained responsible for the loan.

Event Spotlights Compliance Bookie Launders Earnings 2019 is no time to become complacent about compliance.

In fact, one industry insider said that compliance is going to be the word for 2019.

Regulators and attorneys are aiming at the used-car business as much as ever and new hot spots, like online privacy, lare up every day.

Fortunately, there is Carpliance 2019, an event designed to get dealers up to speed on the latest topics.

The event features attorneys from such top irms as Hudson Cook, CompliancePoint and Ignite Consulting, along with several industry insiders.

An industry overview panel provides a heads up at what’s happening at all levels, from the local city hall to the state AG’s oice to D.C. Representatives from the starter-interrupt industry will discuss what’s shaping their ield.

This includes several recently

passed state laws covering the technology, as well as several more under consideration.

Speaking of technology, another panel covers the latest developments in how dealers can use cell phones and the internet to connect with customers without running afoul of privacy laws.

If all this starts to seem overwhelming, there will be a panel telling dealers about ways to improve their compliance training.

Finally, the event will close out with the industry’s best closer, George Dans, speaking about closing a sale without breaking the rules.

Space is limited. Those intereted in attending need to sign up now to ensure a spot and secure the best pricing.

Carpliance 2019 will take place Feb. 24-25 at the Sheraton Charlotte.

A Maine used-car dealer pleaded guilty to using his business to launder proceeds from an illegal gambling operation.

According to court records, Stephen Mardigan ran an illegal multimillion dollar sports gambling business in Portland from 2003 to April 7, 2017.

Mardigan used proceeds from the illegal gambling business to buy, maintain, improve, and pay expenses related to numerous properties located in the greater Portland area.

He used his dealership, Avenue Auto, to launder the proceeds.

In 2015, Mardigan received substantial income from the illegal gambling business that he failed to report on his federal income tax return.

On April 7, 2017, agents seized betting records, including: $142,974 from Mardigan’s residence; $500,000 from a safe deposit box;

and $104,072.70 from the business account for Avenue Auto.

Mardgian faces up to ive years in prison and twice the gain on a gambling charge; 20 years and twice the value of the property laundered on the money laundering charge, and three years and $100,000 on the tax charge.

He agreed to forfeit over $1,375,000 and 18 real properties located in Portland, Westbrook, Gorham and Cape Elizabeth.

Mardigan also agreed to pay $1,338,891 in restitution to the Internal Revenue Service for not iling taxes.

This case was investigated by the FBI’s Southern Maine Gang Task Force; the Portland, South Portland, Lewiston, Westbrook, Bangor, and Cape Elizabeth Police Departments; the Maine State Police; IRS, Criminal Investigation; and the U.S. Postal Inspection Service.

Your source for quality, selection and value: A broad selection of pre-owned vehicles from an industry leader.

February 2019

Chase High Lines, featuring: 1 1

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ADESA Tulsa February 8 918-437-9044

Manheim New Orleans February 27 985-643-2061

ADESA Boston February 15 508-626-7000

Manheim Milwaukee February 6 262-835-4436

Manheim Pennsylvania February 14, 28 800-822-2886

ADESA Brasher’s February 19 916-991-5555

ADESA Washington DC February 6 703-996-1100

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

Manheim Atlanta February 27 404-762-9211

Manheim Nashville February 13 877-386-5004

Manheim Riverside February 7, 21 951-689-6000

ADESA Charlotte February 14, 28 704-587-7653

Columbus Fair AA February 13, 20 614-497-2000

Manheim Palm Beach February 20, 21 561-790-1200

Manheim Dallas February 19 877-860-1651

Manheim Palm Beach February 20 561-790-1200

ADESA Chicago February 8 847-551-2151

Manheim Atlanta February 14, 27, 28 404-762-9211

Manheim Pennsylvania February 1, 14, 15, 28 800-822-2886

ADESA Cincinnati/Dayton February 12 937-746-4000

Manheim Dallas February 6, 19, 20 877-860-1651

Manheim Phoenix February 7, 14, 21, 28 623-907-7000

Manheim Denver February 6 800-822-1177

Manheim Pittsburgh February 6 724-452-5555

ADESA Boston February 8, 22 508-626-7000

ADESA Washington DC February 6 703-996-1100

Manheim Palm Beach February 21 561-790-1200

Manheim Detroit February 14, 28 734-654-7100

Manheim Riverside February 5, 7, 21 951-689-6000

ADESA Chicago February 8 847-551-2151

Manheim Fredericksburg February 21 540-368-3400

Manheim Pennsylvania February 1, 15 800-822-2886

Manheim Fredericksburg February 7, 21 540-368-3400

Manheim Seattle February 27 206-762-1600

ADESA Houston February 27 281-580-1800

Manheim Milwaukee February 20 262-835-4436

Manheim Pittsburgh February 6 724-452-5555

Manheim Milwaukee February 6, 20 262-835-4436

Manheim Southern California February 14, 28 909-822-2261

Columbus Fair AA February 20 614-497-2000

Manheim Nashville February 6, 20 877-386-5004

Manheim Riverside February 5 951-689-6000

Manheim Atlanta February 28 404-762-9211

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

Manheim Seattle February 27 206-762-1600

Manheim Detroit February 14 734-654-7100

Manheim Orlando February 12, 26 800-337-8491

Manheim Tampa February 7 800-622-7292

ADESA Golden Gate February 12, 26 209-839-8000 ADESA Houston February 13, 27 281-580-1800 ADESA Indianapolis February 12, 26 317-838-8000 ADESA Kansas City February 12, 26 816-525-1100 ADESA Lexington February 21 859-263-5163 ADESA New Jersey February 14, 28 908-725-2200

Manheim Minneapolis February 27 763-425-7653

Manheim Tampa February 7 800-622-7292

Manheim Nashville February 6, 13, 19, 20 877-386-5004

Southern AA February 6 860-292-7500

Manheim New Jersey ADESA Salt Lake February 6, 20 February 19 609-298-3400 Chase High Lines, featuring: 801-322-1234

2 2

3

Chase High Lines, featuring:

4

ADESA Boston February 22 508-626-7000

Manheim Fredericksburg February 7 540-368-3400

Manheim Pittsburgh February 6 724-452-5555

ADESA Salt Lake February 19 801-322-1234

Manheim Milwaukee February 20 262-835-4436

Manheim Seattle February 27 206-762-1600

Manheim Atlanta February 27 404-762-9211

Manheim Milwaukee February 6 262-835-4436

Manheim Pennsylvania February 28 800-822-2886

Columbus Fair AA February 13, 20 614-497-2000

Manheim New Jersey February 20 609-298-3400

Manheim Southern CA February 14 909-822-2261

Manheim Dallas February 19 877-860-1651

Manheim Nashville February 13 877-386-5004

Manheim Riverside February 7 951-689-6000

Manheim Dallas February 20 877-860-1651

Manheim Orlando February 5 800-337-8491

Southern AA February 6 860-292-7500

Manheim Detroit February 28 734-654-7100

Manheim Pennsylvania February 15 800-822-2886

Manheim Palm Beach February 20 561-790-1200

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

Contact auctions directly for current sale information.

1

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.

2

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.

3

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”).

4

The tradename “Maserati Capital USA” (MCUSA) as well as the Maserati Trident and Maserati Capital USA logos are owned by Maserati S.p.A. or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (“Chase”).

Neither JPMorgan Chase Bank, N.A. nor any of its affiliates are affiliated with ADESA, Inc. or Manheim, Inc. Each auction is solely responsible for their website content, sales events, promotions, fulfillment and operation of the auction. ©2018 JPMorgan Chase Bank, N.A. Member FDIC (19-002) 02/19

10 • January 21, 2019

USED CAR NEWS

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Edmunds announced the winners of the second annual Edmunds CES Tech Driven Awards program honoring innovative automotive technologies debuting at CES 2019.

2019 Edmunds CES Tech Driven Award Winners: Byton M-Byte: Byton announced the M-Byte EV concept last year, but this year debuted a near-production ready model with a stunning interior that is set to launch at the end of 2020. The M-Byte promises competitive specs including a driving range of 325 miles, but it’s the wraparound dash with 48-inch screen and touchscreens on the steering wheel and center console that has everyone talking at CES. Hyundai Elevate concept: The Elevate concept, by Hyundai’s Center for Robotic-Augmented Design in Living Experiences (CRADLE) division, is an “Ultimate Mobility Vehicle” that in addition to driving like a traditional vehicle can also convert to a walking robot. The vehicle’s four robotic legs are designed to navigate diicult terrain and traverse obstacles a traditional vehicle cannot, which is beneicial to irst-responders in a disaster or even for people with disabilities.

While the Elevate will likely never see production, the blending of robotics and automotive technologies presents a new world of possibilities.

Valeo XtraVue Trailer: Designed to eliminate the large blind spot when towing a trailer, this system pairs the vehicle’s rearview camera with another camera placed at the rear of the trailer and combines two feeds into a single image using augmented reality techniques.

This tech allows the driver to see what is behind and around the trailer via a live view in the infotainment screen or rearview mirror.

It’s a practical yet forward-thinking solution that uses technology to improve towing safety and should be available soon as a factory option.

The Edmunds CES Tech Driven Awards honor the most innovative automotive technologies, vehicles, concepts or products debuting at CES by oicial CES exhibitors. The awards function as a best-in-show recognition of exhibitors that Edmunds editors believe have the greatest combination of innovation, creativity, future potential and actual deployment.

NADA – from page 3 Higher interest rates have also cut down the number of 0-percent inancing ofers.

Edmunds inds that while the average interest rate on new vehicles actually dropped in December due to end of the year promotions, the number of 0-percent inancing offers fell to the lowest level since 2005.

“Holiday sales gifted car shoppers with another slight respite from record high interest rates in December, but in many ways this month was a curtain call for robust inance deals,” said Jeremy Acevedo, Edmunds’ manager of industry analysis.

“With the holidays behind us and the most recent Fed rate hike kicking into efect, automakers won’t be as inclined to move mountains in the new year, so shoppers can expect average APRs above 6 percent to be the new normal.”

Non-inance incentives are declining as well.

ALG estimates that incentive spending declined 5.6 percent yearover-year in 2018.

“If incentives continue to go down and interest rates go up, it will put tremendous pressure on consumers with rising monthly payments,” said NADA Chairman Wes Lutz, president of Extreme Dodge-ChryslerJeep-Ram in Jackson, Mich.

This means many traditional new-

car buyers will start considering used cars, especially certiied preowned units.

“The price gap in average monthly payments between new and used vehicles is widening,” Manzil said.

“Consumers, even those with stellar credit, are doing the math and many will choose to buy used vehicles from new-car dealerships, which are uniquely positioned and qualiied to sell CPO vehicles.”

This trend has been growing for the past few years.

Experian has been reporting that prime-credit consumers, who typically buy new, have been the fastest growing segment in the used-car market.

These numbers show in sales reports from the manufacturers as well, which have seen robust growth in their CPO programs.

For example, Porsche reported that new-car sales reached a record of 57,202 in 2018, an increase of 3.2 percent from the prior year.

While Porsche Approved Certiied Pre-Owned sales of 23,046 were below the record level, their growth of 20.7 percent far exceeded the rate on the new side.

A large supply of of-lease vehicles means there should be plenty of inventory for these CPO programs.

The number of leased vehicles hit a peak in 2016 and most of those leases carried terms of 36 months.

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12 • January 21, 2019

USED CAR NEWS

Defunct Dealership Admits to Misconduct In the end, it wasn’t worth a few laughs.

F&R Auto Sales, a now defunct Westport, Mass., used-car dealership became infamous in early 2015 for a viral video of its employees taunting a pizza delivery worker.

Those few moments of fame brought the store unwanted attention about its unethical practices.

Massachusetts Attorney General Maura Healey might have gone after the store without the video.

Healey has sued several auto dealerships over their business practices.

Recently, F&R Auto Sales and former owner Francis Correiro agreed to pay $450,000 in restitution and penalties to resolve allegations that the dealership sold unsafe and defective used vehicles and violated Massachusetts’s laws relating to used auto sales.

Legal problems at F&R Auto Sales, spilled over to its primary lender, Sensible Auto Lending, a Connecticut auto inance company that now must pay some $750,000 in debt relief and refunds to F&R customers.

The complaint alleged F&R Auto and Correiro sold unsafe and defective vehicles between August 2012 and December 2016 when the business closed.

“This business and its owner cheated customers and threatened public safety by putting dangerous vehicles on the road,” Healey said.

The AG’s Oice began its investigation after receiving more than 100 individual consumer complaints alleging deceptive auto sales and practices by F&R Autos.

The investigation revealed the defendants frequently misrepresented to buyers that vehicles were safe and reliable in order to make sales.

When consumers discovered issues with their vehicles, the dealership would dismiss them or refuse to make repairs.

For example, one consumer complained F&R Auto failed to make agreed-upon repairs to a car the consumer purchased from the dealership.

When the consumer took the car to a diferent dealership, he was told it needed $15,805 worth of repairs, a price that far exceeded what he paid for the car.

The investigation found that in addition to selling defective vehicles, F&R Auto and Correiro failed to assign titles to vehicles or provide consumers with copies of the appropriate documents relating to the sale of vehicles.

F&R Auto and Correiro also failed to safeguard consumers’ sensitive

and private information, including Social Security and inancial account numbers.

Under the terms of the settlement with the AG’s Oice, F&R Auto and Correiro will pay $400,000 to affected consumers and $50,000 in penalties, and another $50,000 in suspended penalties for any violation of the settlement. The settlement also permanently prohibits Correiro from selling unsafe and defective cars and requires him to notify the AG’s Oice if he ever participates in the sale of used vehicles again.

The problems at F&R Auto also spread to its main creditor.

Sensible Auto Lending LLC, a Connecticut auto inance company, has agreed to provide relief for consumers who purchased vehicles at F&R Auto in Massachusetts.

Sensible Auto Lending will provide $733,925 in debt relief and refunds to resolve allegations that it facilitated the sale of defective vehicles by F&R Auto and other usedcar dealerships.

The Massachusetts AG’s oice says an investigation found Sensible inanced the sale of defective and inoperable vehicles, despite knowing of consumer complaints against the dealerships and of their high default and repossession rates.

The investigation also found that Sensible violated the Massachusetts Cost of Consumer Credit Disclosure Act by failing to account for the cost of certain insurance policies that consumers were required to purchase.

These vendor single-interest insurance policies are intended to protect lenders when a vehicle is damaged or unrecoverable, but Sensible used its VSI claims to recover for credit losses.

This practice efectively caused the annual percentage rates on consumers’ loans to exceed the state statutory cap of 21 percent, the AG’s oice stated.

Under the terms of the settlement, Sensible will provide refunds to certain consumers, including those who purchased a vehicle from F&R Auto, complained of mechanical defects, and lost their vehicle to repossession. Sensible will also waive all outstanding deiciency obligations for the hundreds of consumers who purchased vehicles from F&R Auto and three other dealerships.

Sensible Auto Lending will repair these consumers’ credit with credit reporting agencies. Sensible will also refund interest payments to consumers where the company misused VSI claims.

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 • January 21, 2019

USED CAR NEWS

PEOPLE IN THE NEWS Compiled by Jeffrey Bellant KAR Auction Services Taps New President KAR Auction Services Inc. announced the promotion of Peter Kelly to the newly cre-

PETER KELLY ated role of president.

Kelly will report to Jim Hallett, chairman and CEO of KAR. Kelly will oversee ADESA, Automotive Finance Corp. and Openlane, including the KAR remarketing services and digital services group businesses.

He will also be responsible for the strategic

and operational oversight of the company’s data as a service, information technology and sales and marketing functions.

Kelly joined KAR in 2011 through the acquisition of Openlane, where he served as cofounder, president and chief executive oicer.

He led the re-architecture of Openlane’s core technology and has grown transaction volumes to more than one million per year on the platform.

As president of KAR’s digital services group, Kelly also advanced the company’s logistics, recovery and mobility solutions capabilities.

Dent Wizard Promotes Vice President Dent Wizard International recently promoted Nick Pennybacker to regional vice president of the Great Lakes

region.

Pennybacker most recently served as district manager of the Northwestern Ohio, Michigan, and Northeastern Indiana markets.

In his new role, Pennybacker will be responsible for leading Dent Wizard’s operational teams and executing its strategic initiatives in the Great Lakes region, which comprises the states of Indiana, Michigan, Ohio, West Virginia and western Pennsylvania.

He will report to Dent Wizard chief operating oicer Addison Thomas and operate from his oice in Michigan.

Pennybacker joined Dent Wizard in 2005.

His previous positions with the company include auction manager, sales manager and district manager.

Prior to Dent Wizard he worked at Cox Automotive with Manheim

Remarketing.

Pennybacker has a bachelor’s degree in business management from North Lexington University in Lexington, Mass.

Hudson Cook Names New Partners Hudson Cook, LLP announced that attorneys Anastasia V. Caton and Erica A.N. Kramer have been promoted to equity

ANASTASIA CATON partners of the irm.

With their addition, 18 of the irm’s 40 equi-

ty partners are female.

Caton, resident in the irm’s Washington, D.C. oice, focuses her practice on various aspects of compliance with state and federal servicing and debt collection laws, and speaks and writes frequently on the topics of servicing and debt collection.

She also assists clients in responding to federal agency (Consumer Finance Protection Bureau, Federal Trade Commssion, Department of Justice) and state attorney general investigations.

As an active member of the American Bar Association’s Consumer Financial Services Committee, Caton currently serves as the covice chair of the Young Lawyers Subcommittee.

Kramer, resident in the irm’s Tennessee oice, focuses her practice on various

consumer inancial services and regulatory compliance matters, and frequently coun-

ERICA KRAMER sels clients on issues related to the Military Lending Act, the Servicemembers Civil Relief Act, and the accessibility of web content under the Americans with Disabilities Act. She recently co-authored several articles on how the Military Lending Act continues to afect the auto inance industry.

16 • January 21, 2019

RETAIL MARKETS NEW MEXICO Roger Barkof, owner, Afordable Auto Sales, Albuquerque, N.M.: “I’ve been at this location for 15 years. We’ve had a car lot for 30 years.

“I keep 50 to 60 in inventory. I get inventory primarily from new-car dealer trade-ins and auctions. I go to all of the auctions in Arizona. I go to Manheim in New Mexico.

“I sell 40 a month on average.

“Last year was the same as 2017 and 2016, so that’s good.

“We are a buy-here, payhere dealer. We don’t do subprime, but we will do straight retail.

“I would say buy-here, pay-here is 70 percent of my business. We price them at regular retail prices, so we don’t gouge anyone.

“A typical down payment for us would be $1,000 to $1,500.

“A typical term length would be 36 months. What we’ve found is the qual-

ity and price of our vehicles have gone way up, while the customers’ down payments have not matched that.

“We use GPS to locate a car (that’s defaulted). I don’t use starter-interrupt.

“Hard to say what the reconditioning costs are on average. But I’d guess it’s about $750. We send everything out.

“For advertising, we use the local (classiied) magazine. Those are disappearing, so we’re down to using one of those.

“We’re primarily Internet now, with Cargurus and Craigslist – those kinds of places. Places like Cargurus are higher quality leads, though we get fewer of them. On sites like Craigslist and Letgo, they are volume leads.

“I’m cautiously optimistic about 2019. Our customers have no money this time of the year.

“In New Mexico – with our customers, at least – it seems that consumer conidence has not grown. I

think everything misses New Mexico.

“One car we sold recently was a 2006 Ininiti M35. It had 140,000 miles. It sold for $7,995.”

SOUTH CAROLINA Dan Carter, owner/ president, D.B Used Cars, Greenville, S.C.: “We’ve been in business 74 years. My grandfather started it in 1945. When my grandfather started the business he had ive sons.

Four went into the car business. We’re the last (of my grandfather’s family) to be in the business. We have one lot. My son joined me in the business about six or seven years ago.

“Normally, we keep about 40 or 50 cars in the lot. But we’re down to about 39 or so.

“Most of our inventory comes from new-car tradeins here in town. We do buy some from Carolina Auto Auction.

“The car business is not like it used to be. Seven or

RETAIL SOLUTIONS from the global leader in consumer insights, advisory services and vehicle valuations.

$ eight years ago, we used to sell 30 or 40 per month.

Now we’re closer to 20 to 25 per month.

“We are better than 90 percent buy-here, pay-here.

Years ago, my dad was smart enough to get into the inancing business. So we offer on the lot inancing. We also own an insurance company.

“Tax season hasn’t been what it used to be. We used to stock up in November and December. Now we’re keeping about the same inventory.

“We try to get a 20-percent down payment. We try to hold term lengths to 36 months. But later-model cars or more expensive cars we’ll go 48 months.

“The average retail price is in the $10,000 to $15,000 range.

“Average model year ranges from three-years old to seven-years old. Most will be in the 80,000 to 100,000 mile range, though we’ll have some in the 40,000mile area.

$

USED CAR NEWS

Compiled by Jeffrey Bellant “The truck business is great. Trucks are just hard to ind unless you get $20,000 to $30,000 trucks.

Trucks and SUVs are probably the quickest movers.

“I’d say about one-third of my inventory is SUVs. “Cars are half domestic and half imports. Trucks are more (domestics).

“Reconditioning is $300 to $500, if it doesn’t need tires.

If it does, it’s $500 to $1,000.

I have a full-time mechanic and full-time cleanup crew.

“With stuf like tires, we’ll work with a local tire shop.

We don’t stock tires here.

“We only work on our customer’s cars.

“Outside of our own website, we mostly use Cars. com. The leads are steady.

We also use Facebook.

“One of the most recent vehicles we sold was a 2008 Ford Mustang GT. It had 111,000 miles and sold for $11,495.

“The economy is good and we hope that (rubs of ) on us.”

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18 • January 21, 2019

USED CAR NEWS

WHOLESALE MARKETS Compiled by Jeffrey Bellant CALIFORNIA Justin Soghomonian, vice president, All Valley Dealer Auto Auction (AVDAA), North Hollywood, Calif.: “We just celebrated our 32nd anniversary last November. We started in 1986.

“We have a Friday sale at 9:30 a.m. that runs three lanes, but we’re very close to opening up our fourth lane.

We’ll run anywhere from 600 to 700 units.

“We also do a Tuesday sale at 2:30 p.m. We run two lanes and that’s a smaller sale, with 200 to 300 units.

“Our average vehicle sells for between $7,000 and $12,000. But on Fridays, we’ve been seeing a big increase in those $30,000 to $40,000 vehicles.

“We kind of sold the same amount of cars in 2018 as we did in 2017, close to about 25,000 units.

“We did notice we had about 3,000 cars less (in volume) in 2018, but we sold pretty much the same. So that means our sales per-

centage was a lot higher. But we’d like to have more cars.

“We’ll have anywhere from 500 to 600 dealers in the lanes, not including our online bidders. We have 20 to 25 percent of (winning bids) from simulcast.

“We realize that a lot of business is veering to online, but I believe that a great mix of both online and brickand-mortar is what is most successful for an auction.

“So in 2018, we started our own version of OVE, but we call it ‘AVDAA’s Buy Now’.

So we have an app on our website where you’re able to list or buy vehicles 24/7. I didn’t want it to be just a ‘nosale’ list. We have a couple of cities that are a little farther out and didn’t have an auction near them. But they also have frontline-ready cars.

“So we’ll send out our CR writers to the dealer’s lot, take the photos, load them and post them and list them on our 24/7 Buy Now site.

It’s free exposure and they don’t have to pay anything unless they sell it.

“I’m also very focused on adding more lenders to our sale, more banks. I beefed up our leet-lease department.

We’re also with Tom Stewart and AMS. “A lot of dealers are optimistic about this year.”

TEXAS Wayne Cook, president, Greater Tyler Auto Auction, Tyler, Texas: “We’ve been here 17-anda-half years.

“We run four lanes. We have a 5 p.m. sale. Over the holidays, our sale was of because we had to move the sale day, but our most recent sale (in 2019) we ran just shy of 500 cars. It’s a tad up from this time last year.

“We’re at 60 percent (typical conversion rates).

“We are mostly dealer consignment. We do a few leet cars. We do a lot of repos from credit unions and banks. That seems to be picking up. I don’t know if there are more repos out there or if we’re just getting more of them.

“I just think we’re doing a better job of penetrating the repo market. I haven’t actually put a pencil to it, but it’s probably 8 or 10 percent.

These are better quality repos, too.

“We do run some in-ops, but we don’t sell any salvage title cars. We run those on video. We keep the (actual cars) in a certain area and bidders go out to view them.

Our recent sale had 30.

“The average price in the lanes is probably around $5,700. But we sold some $45,000 trucks at our last sale and some $300 clunkers.

“Pickups are really selling.

We’ve got some good suppliers and buyers here. Fourwheel drives have certainly gained more and more acceptance down here. More people like them. But a twowheel-drive truck, for a lot of folks, its them very well.

People just like them.

“We have switched over to Auction Edge online. That’s been a plus for us. Our online presence is (improving).

We actually see some vehicles, like four-wheel-drives, attract some interest from people up north.

“In the lanes, we drew over 200 at a recent sale.

“Everybody is optimistic, even though I don’t think everyone is selling lots of cars. Everybody is ready for the new year. They know traditionally in the spring and during tax time the buyhere, pay-here and subprime markets come alive.

“I think people are encouraged.

“People are just looking for a fair shake. If you just tell them what you have and they learn to trust what you’re saying – and you gain credibility – they will go to the last (bid to buy it).

“I’m just optimistic about this year. I think it’s going to be a good year. We’ve got some new clients and some of our dealers are expanding into other franchises.

“Right now, things look very well, not just for me, but for a lot of people in this area.”

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ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES JANUARY 2019

SOURCE: BLACK BOOK

2013 MODELS

2015 MODELS Recorded 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

Jan ‘18 9,050 13,100 5,250 5,950 5,600 10,750 4,950 9,450 9,150 11,500

Jul ‘18 8,750 12,700 5,050 5,500 5,550 9,900 4,900 9,650 8,700 10,900

Jan ‘19 7,400 11,050 4,450 4,975 4,800 9,050 4,100 8,300 7,700 9,750

Jan ‘20 6,675 9,525 3,975 4,175 4,150 8,025 3,575 7,300 6,700 8,375

Jan ‘21 5,825 7,775 3,300 3,525 3,350 6,925 3,075 6,075 5,675 6,900

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 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

11,700 12,050 22,850 8,750 6,800 15,650 15,500 4,600 6,850 5,200 7,900 6,600 7,400 7,050

11,350 10,500 20,000 9,150 6,900 14,550 13,300 4,950 6,500 4,650 8,350 6,700 7,000 6,650

9,950 8,900 17,000 8,300 6,425 12,850 12,100 3,800 5,700 4,000 7,550 6,000 5,700 5,850

8,000 8,050 13,550 7,250 5,625 10,975 9,650 3,275 5,200 3,875 6,750 5,300 5,150 5,325

6,325 6,775 10,500 6,000 4,825 9,050 7,450 2,675 4,450 3,475 5,900 4,750 4,325 4,550

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

13,650 15,700 8,800 16,300 19,200 7,900 11,900 15,000 14,900 12,700 11,250 10,150 15,000 23,450 8,450 14,500 16,800 22,750 26,300 8,800 17,100 22,025

12,025 14,600 8,200 15,500 18,000 7,500 10,600 14,300 13,600 11,300 11,350 9,525 13,875 22,575 8,250 13,175 15,600 21,300 23,800 8,200 15,600 21,300

10,825 12,700 6,900 13,800 14,500 5,800 9,300 12,100 12,150 10,400 10,500 8,025 12,575 20,725 7,550 10,950 14,300 20,700 22,500 7,450 13,850 20,075

9,900 10,950 5,650 13,125 13,600 5,350 8,300 11,275 10,925 9,325 9,300 7,425 10,725 20,625 6,300 9,925 13,800 17,775 19,175 6,525 12,550 19,025

8,750 9,300 4,425 11,725 11,325 4,475 7,100 9,875 9,350 7,800 7,950 6,500 8,850 19,225 4,975 8,650 12,025 14,950 16,275 5,500 10,650 17,250

2014 MODELS

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

Projected Figures

Jan ‘18 14,300 23,550 7,350 12,200 17,550 7,750 12,950 13,350 17,350 10,200

Jul ‘18 13,850 23,500 7,550 11,950 16,800 8,450 13,650 12,750 16,300 9,900

Jan ‘19 12,800 22,200 7,200 11,125 15,150 7,500 12,350 12,000 15,200 9,550

Jan ‘20 11,000 18,400 6,100 9,700 13,275 6,400 10,775 10,050 12,250 7,850

Jan ‘21 9,200 15,050 4,975 8,200 11,250 5,050 9,150 8,125 9,575 6,250

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

16,450 17,300 35,250 11,450 9,900 21,200 25,700 6,750 9,250 7,900 11,150 9,850 11,250 9,550

15,200 15,000 31,500 11,550 9,900 19,200 23,200 6,450 9,750 7,750 11,300 9,600 10,950 10,000

13,250 14,000 28,000 10,750 9,425 16,600 21,100 5,800 9,100 7,200 10,350 8,900 10,000 9,350

12,350 11,925 22,050 9,200 8,075 14,225 16,425 4,850 7,750 6,275 9,550 8,200 7,950 7,950

10,775 9,900 17,000 7,725 6,775 11,600 12,575 3,850 6,400 5,200 8,200 7,025 6,500 6,575

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

22,500 21,400 10,800 31,000 11,500 18,900 22,000 20,000 20,300 14,050 14,600 20,450 27,700 11,200 23,400 20,500 26,350 22,100 40,000 12,100 22,800 23,000

21,050 20,275 10,800 29,000 11,500 17,250 20,700 19,300 17,800 14,600 13,125 19,025 26,375 11,200 22,175 20,000 24,600 21,625 38,400 11,650 21,075 20,500

19,750 19,800 10,000 28,000 10,400 14,050 18,450 18,700 16,200 13,100 11,550 17,475 24,975 10,500 18,850 19,500 23,650 20,725 34,000 11,050 19,450 20,000

16,750 17,025 8,425 23,575 9,250 13,350 16,750 16,750 14,775 11,950 10,725 15,075 23,875 8,800 17,450 18,100 21,325 19,350 31,725 9,475 17,250 18,300

13,850 14,500 6,700 19,525 7,525 10,950 13,850 14,500 12,275 10,300 9,225 12,325 21,775 7,025 14,525 16,075 18,625 17,375 27,750 7,925 14,575 15,875

2016 MODELS Recorded 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

Recorded Figures

Projected Figures

Recorded Figures

Projected Figures

Jan ‘18 12,950 22,000 6,200 11,100 6,800 12,300 6,400 10,750 11,150 14,350

Jul ‘18 11,650 20,250 5,900 10,600 6,750 11,650 6,700 11,300 10,350 13,050

Jan ‘19 10,600 18,400 5,450 9,675 6,000 10,550 5,150 9,700 9,400 11,900

Jan ‘20 9,325 15,525 4,775 8,425 5,150 9,025 4,475 8,550 8,050 9,875

Jan ‘21 7,825 12,700 3,850 7,075 4,150 7,650 3,725 7,100 6,675 7,975

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

14,500 14,300 28,500 9,850 8,500 18,000 21,100 5,550 8,200 7,000 9,400 8,850 9,150 8,350

13,650 12,500 26,000 10,250 8,550 16,800 18,300 5,250 7,900 6,250 9,650 8,100 8,550 8,050

12,050 11,000 22,750 9,350 7,975 14,700 16,700 4,950 7,100 5,200 8,950 7,650 7,500 7,250

9,650 9,625 17,875 8,125 6,800 12,550 13,050 3,900 6,250 4,850 7,775 6,725 6,400 6,375

7,625 8,075 13,650 6,775 5,725 10,275 9,950 3,150 5,250 4,225 6,675 5,875 5,400 5,375

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

18,650 18,350 10,050 24,000 9,800 14,650 19,300 17,900 17,600 12,650 12,750 16,800 26,150 9,850 16,925 20,300 24,100 29,000 10,850 20,650 23,300 19,500

16,200 17,375 9,350 21,300 9,500 13,350 18,050 16,600 15,400 12,750 11,650 15,700 24,900 9,650 15,700 18,900 23,000 26,300 9,950 18,775 22,750 19,000

14,550 15,575 8,500 18,500 7,800 11,400 15,800 14,100 13,000 11,700 10,850 14,350 22,975 8,950 13,525 16,900 22,450 24,500 9,250 16,875 22,000 17,500

12,675 13,500 7,175 16,100 7,050 10,150 14,175 12,900 12,375 10,475 9,850 12,075 22,375 7,450 12,400 16,225 19,650 21,700 7,950 14,825 20,550 16,450

10,725 11,625 5,700 13,375 5,650 8,350 11,925 11,000 10,175 9,000 8,300 9,825 20,500 5,850 10,500 14,400 16,800 18,825 6,600 12,525 18,675 14,400

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

Projected Figures

Jan ‘18 17,300 9,700 13,350 19,300 9,400 14,400 15,050 20,500 11,500 25,000

Jul ‘18 16,700 9,900 13,150 18,600 9,400 15,150 13,750 19,850 11,450 24,400

Jan ‘19 16,350 9,050 12,475 17,700 8,650 13,650 13,150 18,150 11,050 22,100

Jan ‘20 13,600 7,775 10,925 14,975 7,050 11,900 10,950 14,450 9,200 18,575

Jan ‘21 11,200 6,375 9,300 12,725 5,650 10,275 9,075 11,100 7,475 15,125

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

19,400 20,350 13,800 10,800 26,500 9,100 11,000 9,350 12,550 10,800 13,200 11,550 53,750 29,800

18,200 18,750 14,250 10,800 24,400 8,300 10,950 9,100 12,700 10,450 12,350 11,300 50,000 26,800

15,850 17,500 12,850 10,325 21,800 8,550 10,000 8,400 11,950 10,150 10,850 10,350 43,750 26,400

14,675 14,700 11,150 8,900 18,325 6,350 8,675 7,250 10,675 9,275 8,900 8,925 34,900 20,675

12,675 12,125 9,250 7,475 14,900 4,925 7,225 6,050 9,225 8,000 7,275 7,425 26,300 16,375

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

24,550 24,400 13,350 33,000 13,500 20,550 25,000 21,500 21,300 16,500 17,650 22,300 29,450 12,700 24,625 23,000 28,600 49,500 13,900 24,000 28,300 27,875

24,575 23,000 12,800 31,500 13,200 19,300 23,500 20,800 19,300 16,700 16,025 20,400 28,350 12,400 23,500 22,300 27,250 44,000 13,700 22,500 26,275 26,925

23,975 22,175 11,600 30,500 11,800 16,250 21,100 20,500 18,000 15,400 14,750 18,750 26,825 11,650 20,450 21,200 26,100 42,000 12,300 21,800 23,850 25,675

19,975 19,000 9,850 26,825 10,225 15,325 19,250 18,550 16,125 13,825 13,550 16,625 25,575 9,925 18,850 19,575 24,275 36,550 11,050 19,725 21,300 24,500

16,475 16,175 7,925 22,600 8,300 12,625 16,075 16,125 13,750 11,850 11,425 13,925 23,350 8,125 15,925 17,550 21,325 31,725 9,250 17,250 17,975 22,350

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22 • January 21, 2019

USED CAR NEWS

DISCONNECTED JOTTINGS FROM Some of our readers of a certain age will readily remember apprenticeships.

These days, formal arrangements for a technical further education seem to be something of a rarity. The sort of thing I’m referring to was a four-year attachment of a young school leaver to a craftsperson of great skill and experience and through teaching and close observation, the youth would be a proicient technician at the end of the apprenticeship.

Testing along the way would ensure adequate progress with a inal exam formally certifying the success of the candidate.

While I recognize that there are some softer alternatives to learning how to become a plumber, carpenter or electrician and the like, the wages for this disappearing breed are probably almost to the dizzying heights of a brain surgeon.

I know. I’ve recently had to dig deep to keep a plumber and an electrician in the manner to which they’ve be-

TONY MOORBY

come accustomed.

Being a car mechanic isn’t as dirty as it used to be. I was a mechanic’s mate (helper) for a while and earned the title of grease monkey quite deservedly. Better engineering and high tech solutions to today’s vehicles needs make them a very diferent beast to be around. Today, vehicle technicians, as they’re now called, are better schooled in computer technology than turning a wrench.

I’ve noted before that, with no university education, I entered the car business through a three-and-a-half year management-training program, ending with a three-month, residential course at General Motors’ European school in Luton, England. I was a dealership GM by the age of 24.

With this year’s NADA convention in San Francisco, more and more high-tech suppliers than ever will regale dealers with all kinds of attractive (and expensive) stuf. Most of this technol-

ogy is geared to inding and keeping customers. Workshop machinery will be there too but it occurs to me that the number of technicians to work it may be dwindling.

The distribution side of the business could well do with a shot in the arm to reintroduce the beneits of skill-building programs.

Maybe part of it requires some renewed “public relations” to up the reputation of mechanics themselves as well as the jobs they do. It’s as tough as nails to attract skilled technicians to the auction businesses’ reconditioning facilities. Dealers too are inding it diicult and end up “robbing Peter to pay Paul” as mechanics go to the highest bidder.

The NADA and the NAAA are jointly developing programs to attract vehicle technicians but it seems the pool isn’t that deep. Each group has an educational foundation, as does the NIADA, which directs funds for members’ kids to go to college. Perhaps it’s time for all

the associations to conjoin in an industry-wide sponsorship program to underwrite some or all the costs of apprenticeships. Maybe it could be done on a 50/50 basis – an auction pays for half the apprentice’s wages and the industry pays the other half.

I’m sure that colleges would love to oversee the administration of such a scheme, were it to be properly formalized. Other industry members could contribute and have their names associated with the students’

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

28. Honda sports hybrid coupe 29. Former Acura 32. Sales person 33. Foresters, for example 37. Like Ferraris 39. Pendulum’s path 40. Escalade, e.g.

41. Plymouth ____ sedan 44. Malibu or ‘Vette 45. Alfa Romeo SUV

11. Limited edition ____ Mostro 1. Bentley model 12. It has a roof that 5. Safety feature, 2 folds down words 13. Rowboat 8. Arrival time, abbr. equipment 9. Words in Mazda 15. Rolls Royce car, commercials, 2 Silver ___ words 16. Swamp plants 12. Brownish car 18. Fast and color aerodynamic 14. Auto insurer with category, 2 words roadside service 20. Augusta’s state 15. Car storage area 22. Bright car color 17. Chrysler ____ 24. Toyota ___ 19. A spyder could be Down engine called this, 2 words 1. Subaru sports car 2. Hero of the Matrix 26. College email 20. Cooper, now address ending trilogy BMW 27.

Earl Grey, e.g.

3. Chevy model, once 21. Rolls Royce 30. Environmental 4. Supplier of bills, emblem controllers briely 23. Sundae topper, 31. Lotus model 6. Fixing in a garage perhaps 32. Kia subcompact 7. Dodge sedan 25. Assessment 10. ___ dare, 2 words 34. Give a name to Across

successes.

Any group in the transport industry should be approached to participate.

I was in a sponsored program, albeit by the government, called the Road Transport Industry Training Board, which paid for half of my wages and courses.

Although I started out washing and ixing cars, through training, I ended up as president of a company, then employing 4,000 people. We need to tell folks that there are super career paths in the car business.

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35. Auto racing event 36. Website symbol 38. Requirements 40. Pres. title 42. ____ 4: Toyota truck 43. Hyundai Santa __

Solution to this puzzle in the 2/4/19 issue. Call 1.800.794.0760 for a FREE subscription.

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