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UsedCarNews.com

August 19, 2019

Chain Grows with Focus on Data, Service By Ted Craig

Canadian dealer group HGreg. com is quickly growing its presence in the United States, recently adding another store in Florida. Greg Hairabedian opened his irst store in Quebec and grew from there to 25 new- and used-car stores in Canada. In 2008, the group entered the U.S. market with its irst store in Florida. Today it operates four used-car stores, one Nissan store and a luxury used-car store, all in Florida. The newest store opened in Miami at the start of the summer. The Miami store will stock 600700 units. The largest store, in Orlando, stocks between 1,400 and 1.500. The stores get most of their inventory from trade-ins and consumer purchases, said John Hairabedian, president of HGreg.com. HGreg.com really pushes its purchase program to consumers in Florida. HGreg.com uses purely digital marketing, with a focus on content such as social media posts. Hairabedian said the stores sell everything “from Mazda to Maserati.” HGreg.com inances its customers through a variety of inance sources, but does not ofer its own inancing at this time. Despite the large number of cars on ofer, HGreg.com takes an analytical approach to stocking its lots rather than just buying to ill spaces. The company has its own staf of data scientists. The most selectively stocked lot is, of course, the HGreg Lux store in Pompano Beach. This location carries only 130 units, but it sells more than vehicles. “It’s really a white glove service,” Hairabedian said. Many of the buyers for the luxury store come from out of town, drawn by its hard to ind inventory and

NORTH AND SOUTH: John Hairabedian, owner of the HGreg.com stores, stands in the showroom of one of the chain’s Florida stores. HGreg. com operates four used-car stores, a Nissan dealership and a luxury store in Florida. The latest used-car store recently opened in Miami.

making purchases online. But even the traditional stores do considerable business over the Internet, Hairabedian said. All the stores focus on treating their customers well. HGreg.com won the DealerRater award for best independent dealership earlier this year. Each store is stafed with noncommissioned salespeople. Hai-

rabedian said this means staf focuses more on the customer than the car. “Salespeople would sell a car that was right for them and not for the customer,” he said. Some of HGreg’s salespeople come from outside auto sales, but many have experience with other stores that did ofer a commission. Hairabedian said they often say

they prefer the HGreg model. He compares the HGreg model to the way Apple operates its stores. “We want to take the friction out of the transaction,” Hairabedian said. This kind of approach requires an investment in staf. New salespeople go through four weeks of training and then shadow a veteran salesperson for a week.

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September 2019

Chase High Lines, featuring: 1 1

ADESA Boston September 6, 13, 20, 27 508-626-7000

ADESA Salt Lake September 3, 17 801-322-1234

Manheim New Jersey September 4, 18 609-298-3400

ADESA Boston September 27 508-626-7000

Manheim Dallas September 17 877-860-1651

Manheim Palm Beach September 4 561-790-1200

ADESA Brasher’s September 17 916-991-5555

ADESA Tulsa September 13 918-437-9044

Manheim New Orleans September 4 985-643-2061

ADESA Golden Gate September 10 209-839-8000

Manheim Milwaukee September 18 262-835-4436

Manheim Pennsylvania September 12, 26 800-822-2886

ADESA Charlotte September 12, 26 704-587-7653

ADESA Washington DC September 18 703-996-1100

Manheim Orlando September 3, 10, 17, 24 800-337-8491

Manheim Atlanta September 11 404-762-9211

Manheim Nashville September 25 877-386-5004

Manheim Riverside September 5, 19 951-689-6000

ADESA Chicago September 20 847-551-2151

Columbus Fair AA September 4, 25 614-497-2000

Manheim Palm Beach September 4 561-790-1200

ADESA Cincinnati/Dayton September 24 937-746-4000

Manheim Atlanta September 11, 12, 26 404-762-9211

Manheim Pennsylvania September 12, 13, 26, 27 800-822-2886

ADESA Golden Gate September 10, 24 209-839-8000

Manheim Dallas September 4, 17, 18 877-860-1651

Manheim Phoenix September 4, 5, 12, 19, 26 623-907-7000

ADESA Boston September 6, 20 508-626-7000

Manheim Atlanta September 12 404-762-9211

Manheim Orlando September 10, 24 800-337-8491

ADESA Houston September 11, 25 281-580-1800

Manheim Denver September 18 800-822-1177

Manheim Pittsburgh September 18 724-452-5555

ADESA Charlotte September 12 704-587-7653

Manheim Dallas September 18 877-860-1651

Manheim Pennsylvania September 13, 27 800-822-2886

ADESA Indianapolis September 10, 24 317-838-8000

Manheim Detroit September 12, 26 734-654-7100

Manheim Riverside September 3, 5, 17, 19 951-689-6000

ADESA Chicago September 20 847-551-2151

Manheim Detroit September 26 734-654-7100

Manheim Pittsburgh September 18 724-452-5555

ADESA Jacksonville September 12 904-765-1004

Manheim Fredericksburg September 5, 19 540-368-3400

Manheim Seattle September 11, 25 206-762-1600

ADESA Golden Gate September 24 209-839-8000

Manheim Fredericksburg September 5 540-368-3400

Manheim Riverside September 3, 17 951-689-6000

ADESA Kansas City September 10, 24 816-525-1100

Manheim Milwaukee September 4, 18 262-835-4436

Manheim Southern California September 12, 26 909-822-2261

ADESA Houston September 11 281-580-1800

Manheim Nashville September 4, 18 877-386-5004

Manheim Seattle September 11 206-762-1600

ADESA Lexington September 5 859-263-5163

Manheim Minneapolis September 11 763-425-7653

Manheim Tampa September 19, 26 800-622-7292

Columbus Fair AA September 4 614-497-2000

Manheim New Jersey September 4, 18 609-298-3400

Manheim Tampa September 19 800-622-7292

ADESA New Jersey September 12, 26 908-725-2200

Manheim Nashville September 3, 4, 18, 25 877-386-5004

Southern AA September 18 860-292-7500

2 2

Chase High Lines, featuring: 3

Chase High Lines, featuring:

4

ADESA Boston September 6 508-626-7000

Manheim Detroit September 12 734-654-7100

Manheim Pennsylvania September 27 800-822-2886

ADESA Salt Lake September 3, 17 801-322-1234

Manheim Fredericksburg September 19 540-368-3400

Manheim Pittsburgh September 18 724-452-5555

ADESA Boston September 27 508-626-7000

Manheim Dallas September 17 877-860-1651

Manheim Palm Beach September 4 561-790-1200

Columbus Fair AA September 25 614-497-2000

Manheim Milwaukee September 4 262-835-4436

Manheim Seattle September 11 206-762-1600

ADESA Golden Gate September 10 209-839-8000

Manheim Milwaukee September 18 262-835-4436

Manheim Pennsylvania September 12, 26 800-822-2886

Manheim Dallas September 4 877-860-1651

Manheim New Jersey September 4 609-298-3400

Manheim Southern CA September 26 909-822-2261

Manheim Atlanta September 11 404-762-9211

Manheim Nashville September 25 877-386-5004

Manheim Riverside September 5, 19 951-689-6000

Manheim Denver September 18 800-822-1177

Manheim Orlando September 17 800-337-8491

Southern AA September 18 860-292-7500

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 (19-007) 7/19


USED CAR NEWS

August 19, 2019 • 3

NAAA Names Regional Auctions of the Year ADESA Boston, Columbus Fair Auto Auction, DAA Northwest and Louisiana’s 1st Choice Auto Auction are the four regional chapter winners for Auto Auction of the Year by the National Auto Auction Association. NAAA established the annual awards in 2016 to recognize the member auctions’ charitable activities. ADESA Boston, in Framingham, Mass., is the Eastern Chapter winner and Columbus Fair Auto Auction, in Obetz, Ohio, won the Midwest Chapter. DAA Northwest, Spokane, Wash., took the Western Chapter title and Louisiana’s 1st Choice, in Hammond, La., won the Southern Chapter. The chapter winners are also inalists for the NAAA’s 2019 Auto Auction of the Year Award for Excellence in Community Service. The regional inalists will be recognized at the NAAA annual convention in October with a crystal trophy and receive $5,000 payable to the charity of the auction’s choice.

ADESA Boston’s partnership with the Framingham Police Department began in 1994 when it raised funds to establish the Police Athletic League for youth. The auction remains the primary sponsor of the league’s many programs that aford hundreds of children and young adults a safe alternative to the streets. In addition, the auction has assisted the police with the building of a tactical SWAT vehicle, provided facilities for training the K9 and tactical operations teams, ofered guidance on leet management practices, and led efforts to create a 9/11 memorial. With the auction’s help, the police raised more than $10,000 last year for Home Base, a Red Sox and Massachusetts General Hospital program that operates the largest, private-sector clinic dedicated to trauma care and wellness for veterans and their families. To aid the Framingham Fire Department, fundraisers made possible the purchase of special gloves, LED

Photos Courtesy of Columbus Fair and Louisiana’s 1st Choice Auto Auctions

NOMINEES: Shots of Columbus Fair Auto Auction (left) and Louisiana’s 1st Choice Auto Auction during sale days. Both sales were recently honored by NAAA in their respective regions.

lashlights and other safety equipment. The auction has donated vehicles for extrication training and allowed the use of its large facility for training. Since 2002, the auction’s popular Classic Car Show and 30-mile motorcycle run has collected more than $1 million, with 100 percent of the proceeds going to various children’s charities. Columbus Fair Auto Auction established CFAA

Cares, a public outreach program that partners with Columbus City Schools Special Olympics and Eastmoor Academy and the Ohio School for the Deaf. The auction donates all proceeds from the kiosk rental inside the lanes on its Wednesday sales to Special Olympics, which total more than $2,000 a month, and permits employees to take of from work to volunteer at the organization’s

events. Staf members are encouraged to give their time as mentors and chaperones with the public school system’s special education program. Also, CFAA hosts a tailgate party where more than 50 deaf and blind students with their families enjoy lunch, games, prizes and tickets to the Ohio State University spring football game. Other charitable activities include an annual blood Continued on page 5

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4 • August 19, 2019

USED CAR NEWS

NEWS BRIEFS IAA Acquires Lien, Title Solution

Westlake Closes Largest ABS

IAA Inc. has acquired DDI Technology for approximately $17 million. DDI is an electronic lien and title technology irm directly integrated with over 5,370 inancial institutions as well as DMVs in 25 states. The irm’s Premier Solutions suite of technology solutions are focused on several key areas of the title and lien release management including electronic vehicle registration, electronic lien and title processing, and electronic lien payof. DDI is located in Lexington, SC. The company will operate as a wholly-owned subsidiary of IAA and will retain its current headquarters, employee base and management team members. The organization will report through Tim O’Day, IAA’s president of U.S. operations. The purchase price could increase by an additional $4.1 million over three years, contingent on certain terms, conditions and the achievement of various performance targets. Revenue for DDI was approximately $8.3 million in the last 12 months.

Westlake Financial Services announced the closing of its largest asset-backed securitization ever. The $1.2 billion ABS issuance is Westlake’s 19th overall. It is the ifth consecutive issuance over $1 billion. Returning investors accounted for 33 of the transaction’s 36 total participants.

New Car Finance Rates Decline The average interest rate for a new-vehicle loan dropped for the third month in a row in July, hitting its lowest level of 2019. According to Edmunds, the annual percentage rate (APR) on new inanced vehicles averaged 5.8 percent in July, compared to 6 percent in June. Edmunds data reveals that 35 percent of shoppers who inanced their vehicle purchases in July got an interest rate below 4 percent, compared to 31 percent of those who inanced purchases in June. One reason average interest rates have dipped is due to automakers and dealers sweetening deals in an efort to clear out lingering 2018 models. Edmunds estimates 3 percent of new vehicles sold in July were 2018 models, the highest level of outgoing

model-year sales of any July in Edmunds’ records, dating back to 2002. “The fact that there are still 2018 models sitting on dealer lots this far into the year is pretty disconcerting, but at least we’re seeing that automakers and dealers are making a greater efort to get shoppers in the door,” said Jessica Caldwell, Edmunds’ executive director of insights. Looking ahead, Edmunds analysts say automakers will likely continue to ofer subtle interest rate incentives over the next few months. Caldwell added that the recently announced Fed rate cut won’t hurt consumers’ wallets either.

Acura Enhances CPO Program Acura announced signiicant enhancements to the brand’s certiied pre-owned (CPO) vehicle program, including an extended limited warranty that doubles the non-powertrain coverage period. Acura’s certiied pre-owned vehicle limited warranty non-powertrain coverage, which begins after the new vehicle limited warranty expires has been extended to 24 months or up to 100,000 total odometer miles, whichever occurs irst, from 12 months or 12,000 additional miles.

Under the enhanced program, Acura CPO owners also will receive a complimentary irst scheduled maintenance, which includes oil and ilter, tire rotation, air intake ilter, cabin air ilter, rear diferential luid, and brake luid change, as well as a complimentary three-month trial of AcuraLink, Acura’s cloud-based, connected service system. CPO owner beneits include emergency roadside assistance, trip interruption expense reimbursement and concierge service. In May 2019, Acura was recognized by Autotrader as having one of the 10 Best CPO Programs for 2019 for the third consecutive time. Acura Certiied Pre-Owned Vehicles must have less than 80,000 odometer miles and be six model years or newer, 2014-2020. Each qualifying vehicle comes with a completed digital inspection checklist, which is VIN-speciic – an industry-exclusive for Acura.

PAGE 11

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USED CAR NEWS

August 19, 2019 • 5

Auctions – Continued from page 3 REMARKETING ARTIST OR SCIENTIST?

Photo Courtesy of ADESA Boston

SAFE SPACE: Jack Neshe, ADESA Boston general manager, poses with Framingham police officers during a fundraising event.

drive for the American Red Cross and this year, a sale-day rale that raised money to buy Christmas gifts for two families with children battling cancer. Four years ago DAA Northwest made a long-term commitment to the students and staf of Sunset Elementary when the auction “adopted” the school located just two miles from its site. More than 200 auction employees voluntarily participate in a payroll deduction plan to provide students with healthy week-

Louisiana’s 1st Choice Auto Auction’s (LFCAA) team initiatives raise funds for the Policeman’s Ball, Southeastern Louisiana University Foundation Chefs’ Evening, Louisiana SPCA Howling Success Gala, and the Hammond Northshore Regional Airshow. This year at an employee’s suggestion, LFCAA added Manger House Ministries, which provides education, clothing and food to the 150-plus children who attend its monthly Bible camp in Montrouis,

Chad Bailey, Akron Auto Auction

PROCESS POWERS PERFORMANCE Photo Courtesy of DAA Northwest SOLD!: A ringman at DAA Northwest Auto Auction keeps vehicles moving during the auction’s famous Rock & Roll Sale.

end snacks through the “Bite2Go” program, with a company match. The auction also purchased a van that employees use every Friday to deliver an average of 150 Bite2Go packages that other staf volunteers made at Second Harvest Food Bank. DAA team members donate time to PrimeTime Mentoring where they spend lunch hours once a week with students. Every November in conjunction with DAA’s annual anniversary sale the auction hosts a dinner and fundraiser that has contributed more than $1.8 million to various local nonproits, including the Vanessa Behan Crisis Nursery and Union Gospel Mission. During the past year, the auction has made contributions to numerous other programs.

Haiti. In need of 500 lip-lops for barefoot kids, auction members collected 2,000 pairs, packed them in 55-gallon barrels, raised money for the shipping, and donated more funds to enhance the small ministry’s programs. A coworker compiled activity and toiletry kits. A major fundraiser is the LFCAA Annual Golf Tournament. This supports: Child Advocacy Services, the area’s Cancer Center, and Options which helps adults with disabilities. The auction has raised almost $700,000 over the past decade. The winner of NAAA’s Auto Auction of the Year Award for Excellence in Community Service receives a trophy, a cover photo in the NAAA Member Directory, plus $20,000 payable to the auction’s chosen charity.

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6 • August 19, 2019

USED CAR NEWS

PEOPLE IN THE NEWS Compiled by Jeffrey Bellant ADESA Names New VP ADESA named Scott Drehs to the newly created role of vice president of major dealer accounts. Drehs, a 30-year auto industry

Scott Drehs veteran, joins ADESA after serving in leadership roles for nearly 15 years at AFC. In his new role, Drehs will direct and activate the team that develops relationships with ADESA’s large-scale buyers and sellers. He joined AFC in November 2004 as the vice

president of credit services. For the past two years Drehs has served as vice president of operations for the central division. ADESA also announced new general managers at three auction locations: Brian Wong at ADESA Flint, Mark Melton at ADESA Las Vegas and Eric Carpenter at ADESA Colorado Springs. Wong, previously the assistant general manager at ADESA Flint, has also served at that location as general sales manager and outside sales representative. Melton has been in the auction business for 20 years and has worked in all facets of the industry. He had served as general manager at ADESA Northwest in Eugene, Ore., since 2013.

Lender Appoints New Managers Santander Consumer USA Holdings Inc. announced a pair of senior management appointments. Fahmi Karam, SC’s head of pricing and analytics, will become chief inancial oicer efective Sept. 16. He will continue to lead the Pricing and Analytics group in addition to his new role. Karam replaces Juan Carlos “JC” Alvarez, who is becoming chief inancial oicer of Santander Holdings USA Inc. Shawn Allgood, currently executive vice president at Chrysler Capital, succeeds Richard Morrin as head of Chrysler Capital and auto relationships at SC. Morrin has resigned to assume a CEO role with a privately held company outside of the auto

inance industry. Both Karam and Allgood will report to Scott Powell, chief executive oicer of Santander US and SC.

Moreield currently serves as executive vice president and chief inancial oicer of CyrusOne, a publicly traded global REIT. Fisher retired in May Copart Adds Board as senior vice president Member and chief technology All companies in the oicer of eBay, Inc. S&P 500 now have at least one female board member after Auction Vet Becomes Diane M. Morefield Managing Partner joined the board of Kevin Brown has Copart Inc. been named managing partner at the StanleyAutenrieth Auction Group’s Indiana Auto Auction. Brown has been working with the Stanley Autenrieth Auction Group as a consultant since October, handling special projects for both auctions in the group. Since November he has overseen a Diane M. Moreield major facility upgrade at Indiana Auto AucCopart also added tion, which included Stephen Fisher to the designing and building company board. a new restaurant.

Brown also worked with the staf at Indiana Auto Auction to evaluate auction operations, enhancing processes and eiciencies in all departments.

Kevin Brown Brown served for 18 years as general manager and minority owner at Missouri Auto Auction. During that time, he also held major posts with ServNet, including president from 2015-2017 and chairman of the board from 2017-2019.

Your premier destination for online auto auctions. More than 150 auctions a week! Join an auction today at Copart.com/UsedCarNews


8 • August 19, 2019

RETAIL MARKETS FLORIDA Denny Hampton, owner, Denny’s Auto Sales, Ft. Myers, Fla.: “We’ve been in business 27 years. We have one location. “I keep between 100 and 120 units in inventory. I usually get them from auctions or through franchise dealers. I usually use Carmax or Manheim. We’re carrying the same amount of inventory as we did this time last year. “I sell somewhere between 40 and 50 per month. That’s pretty consistent with last year. “We are a subprime dealer. It’s probably 90 percent of our sales. “Probably 25 percent of my lenders require GPS to (approve) the loans. That’s for deep subprime. “I would say my average retail is $14,000 to $15,000. You really can’t make much money on a $5,000 car through a bank. You really need to sell about a $15,000 car.

“I’ve sold almost 27,000 cars in this town. That’s a lot of cars. “I would say our average mileage on our cars is about 50,000 miles. Our average model years are something like, 2012, 2013 and 2014. That’s pretty much where it stays. “We probably carry 60 percent cars and 40 percent trucks. We can get trucks done where most other subprime dealers can’t. I can even get people approved with some pretty bad credit. “We carry about 60 percent domestic and 40 percent imports, if you consider Hyundai and KIAs as imports. “That’s a similar (mix) to this time last year. “Our average reconditioning costs are about $500 to $700. We buy nice cars. We don’t have any comebacks. We don’t have any chargebacks. “We service and detail every car that goes on the lot. We have our own shop at a diferent location.

“We have a website and we do a lot of stuf with Cars.com, CarGurus, Carfax, Ofer Up – those kinds of sites. We don’t do any TV, radio or print. “I recently sold a 2015 Lincoln MKZ. It had 49,999 miles. I got $17,000. “It’s been a good year. In March we sold 74 cars out of probably 100-car inventory. Tax season helped. It was better than last year. “I feel good about the rest of the year.”

NORTH DAKOTA Al Braun, managing partner, Rides Auto Sales & Customs, Bismarck, N.D.: “We’ve been in business for ive and a half years at this location. I had a 30 carlot before this at a diferent location. “We keep about 100 daily drivers (retail cars) on the lot and about 15 to 20 classics in an indoor showroom. This has always been our model, having both types of cars.

$ “Our classics are all cars that are 1970s or older. “We sell roughly 50 to 60 cars per month. For the custom class cars, we’ll sell maybe 150 per year. “For our (regular) cars, we get those through tradeins, auction sales and other sources. “For our classic cars, we get them from all over the United States. There’s not one particular area. “We sell just straight retail, no subprime or buyhere, pay-here. “Our average model year on the lot is probably 2016. The average mileage is probably 40,000. “Probably 95 percent of our inventory is domestic. “We carry mostly SUVs and trucks. We probably have 85 percent trucks and SUVs and 15 percent cars. That’s very seasonal as well. More trucks sell in the late summer or fall. “Average reconditioning costs on our regular cars is probably $150 to $200 per car. We have two guys on

$

USED CAR NEWS

Compiled by Jeffrey Bellant staf who do our details. We try not to buy anything that needs mechanical work. Once in a while we will, but that’s not very often. “We farm all of that (service or mechanical work) out. “For marketing and advertising, we do some local radio. But more than that, we just switched over to doing a lot of Internet marketing. “For Internet advertising, we use CarGurus, eBay and Autotrader – which are our three biggest. But we use eBay mostly for our customs and classic cars. “For sales, I think we’re about even with this time last year. We’re up one month, down one month, but about even overall. “One recent car I sold was a 2013 Corvette. It had 114,00 miles. I think we ended up getting $36,000 for it. “It’s very hard to ind and sell on both regular and classic cars, but a little more diicult with the classics. “We’re excited about the future obviously.”

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USED CAR NEWS

August 19, 2019 • 9

WHOLESALE MARKETS Compiled by Jeffrey Bellant MICHIGAN Greg Price, owner/operator, FastLane Auto Exchange, Mt. Morris, Mich.: “We purchased this auction about 2 ½ years ago. But the auction itself has been here 42 years. It used to be called Auto Dealers Auction. “We have eight lanes and we currently run six. “Right now, we’re running between 600 and 700 vehicles. We struggled a little bit in June and July. Nothing out of the ordinary. Everybody is enjoying the summer. “Things are picking up now. We try to run the sale fast. Theoretically, we could run ive lanes, but we do six. Hence, the name FastLane Auto Exchange. “We’re tracking about a 22 percent growth over the prior year. That’s due to an increase in sales. Our average price per car has probably gone up over $1,200 per unit. Our average car is $8,200. “That growth makes it a little more fun. It keeps the staf rejuvenated when your

numbers are going up. “We’re averaging, right now, about 54 percent (conversion rates). That’s in June and July. “We’re a 90 percent dealer sale, 10 percent commercial. We always want to get some more leet-lease, but since we’re new, everyone is a little scared to be the irst one in the door. The commercial is almost all bank repos. We’ve got a couple of oflease accounts, like Mike Albert Leasing and Merchants Fleet. “We joined ServNet, so that’s been a plus for us. It’s a nice deal to be connected to a great, reputable auction group. It also good to be associated with some of the best independent auctions in the country. “Every week we average about 347 to 360 dealers in the lanes. “We also sell online. We do a lot of upstream with SmartAuction, Openlane, OVE and Turn. That’s been a real area of growth for us. We also do mobile upstream

posting. We do simulcast as well. We use Xcera’s Fastlane Auction System. It’s just a coincidence that the names are the same. “We sell a lot of previously Canadian units. “I’m very optimistic about the fall market coming up. We just paved another additional ive acres to accommodate parking. We’re actually sitting on 70 acres. About 40 of those are paved. “I think it’s going to be a fantastic fall and we’re gearing up for our biggest year in 2020.”

NEVADA Russ Norrish, general manager/partner, Dealers Auto Auction of Las Vegas, North Las Vegas, Nev.: “We’ve been open ive years, but I’ve been in the business for 43 years. “We have ive lanes, but with the volume down (in early August) we’re only running three, plus our nonrunners sale. Summer kind of slows down in Vegas. Not many people want to pound

the pavement when it’s 113 degrees. “Our volume has normally been consistent. We usually run about 350 and now we’re doing 275 to 280. “For us, the issue is that we don’t have a lot of leet-lease volume. We’re probably an 80 percent dealer sale. We do run U-Haul, Lobel, Nevada Financial, Westlake, etc. But those are smaller volumes. “Sales percentages have been pretty good. We were at 67 to 68 percent and now we’re at about 62 (in early August). Those are similar to this time last year. “We’re drawing 210 to 215 dealers in the lanes. We get about an extra 40 people online. We’ll get buyers from Oregon and we have a big Mexican clientele that comes up. They buy a lot of cars. We also have a little following out of Utah and some guys from Idaho. “The latest thing I’ve been hearing in the lanes is that they can’t ind enough cars. New-car dealers tell me lat

out, ‘Russ, if we can get (a trade) through our shop, we’re keeping it. It doesn’t matter how many miles it has on it.’ “We also have an in-op sale. That starts 20 minutes before the start of our regular sale on Wednesdays. We were averaging about 40 to 45 a week. Even that’s down to 20 a week. “We use Auction Pipeline online. We’re selling cars online. We do as many condition reports as we can on the cars, because we do get a lot of cars late (for the sale). But we do take pictures of everything. “Our average price for the whole auction is about $6,200. That’s down by about $600. Last year we were selling some rental cars. Then it kind of dried up. But I’m sure some of that stuf will be coming back. At one point, there were so many rental cars out there that no one was buying them. Then there weren’t any rental cars. I’m sure they will be coming back.”

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6/26/19 9:46 AM


ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES AUGUST 2019

SOURCE: BLACK BOOK

2014 MODELS

2015 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

DOMESTIC CARS Buick LaCrosse Leather 4D Sedan FWD Chevrolet Cruze 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 Cadillac CTS 3.6 2D Coupe Chevrolet Impala Limited LS 4D Sedan

Aug ‘18 11,450 5,900 6,650 11,650 6,350 11,300 10,100 13,000 14,350 7,550

Feb ‘19 10,000 5,750 5,950 10,100 4,950 9,250 9,150 11,350 12,000 6,100

Aug ‘19 9,000 4,900 5,550 9,750 4,500 9,650 8,550 10,050 10,500 5,550

Aug ‘20 7,800 4,425 4,275 7,900 4,075 7,775 6,950 8,025 8,925 4,725

Aug ‘21 6,675 3,825 3,425 6,425 3,450 6,600 5,925 6,625 7,600 4,050

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 Ford Focus SE 4D Sedan Ford Mustang base 2D Coupe Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan Chrysler 200 C 4D Sedan Chrysler 300 Limited 4D Sedan

Aug ‘18 13,650 23,600 7,550 11,750 8,450 13,550 12,650 16,350 10,650 12,850

Feb ‘19 12,600 20,900 7,000 10,750 7,150 11,750 11,600 14,400 10,150 11,800

Aug ‘19 12,150 19,100 6,250 10,300 6,500 11,900 11,150 12,800 9,950 11,450

Aug ‘20 10,225 15,650 5,525 8,675 5,150 10,200 8,775 9,850 6,850 9,750

Aug ‘21 8,500 13,175 4,825 7,550 4,250 8,825 7,225 7,850 5,075 8,250

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

Aug ‘18 13,250 12,250 25,250 9,850 8,550 16,700 18,100 5,400 7,950 6,050 9,450 8,050 8,400 8,100

Feb ‘19 11,650 10,500 22,250 9,000 7,700 14,100 16,300 4,850 6,800 4,800 9,300 7,200 7,000 6,950

Aug ‘19 11,050 9,400 19,300 8,850 7,150 13,400 14,000 4,400 6,350 4,200 9,000 7,300 6,700 6,500

Aug ‘20 8,425 7,700 14,550 7,550 6,125 10,850 10,350 3,625 5,575 4,100 7,500 6,200 5,775 5,725

Aug ‘21 6,650 6,550 11,450 6,500 5,375 9,125 7,950 2,975 4,900 3,725 6,400 5,325 4,925 5,050

IMPORT CARS 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 Acura TLX Base 3.5L 4D Sdn

Aug ‘18 15,000 30,750 11,450 10,150 18,600 22,800 6,700 9,800 8,100 11,450 9,750 10,900 10,050 16,000

Feb ‘19 13,300 27,300 10,600 9,100 15,700 20,700 5,800 8,750 7,000 10,350 8,400 9,300 9,000 13,550

Aug ‘19 11,750 24,250 10,350 8,800 15,850 17,200 5,900 8,200 5,950 10,000 8,250 8,750 8,450 13,050

Aug ‘20 9,400 18,525 8,600 7,425 12,625 12,925 4,550 6,975 5,400 8,525 7,100 7,175 7,175 11,400

Aug ‘21 7,975 14,475 7,450 6,425 10,500 10,025 3,650 6,025 4,625 7,400 6,075 5,950 6,200 10,075

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

Aug ‘18 15,950 16,975 9,150 21,100 9,450 13,050 17,750 16,300 15,300 12,550 11,750 15,300 24,750 9,550 15,375 18,600 22,800 26,100 9,850 18,625 22,950 18,900

Feb ‘19 13,850 15,075 8,050 18,300 7,800 11,300 14,800 13,650 12,100 11,450 10,125 14,050 22,400 8,600 13,075 16,400 21,900 24,300 8,750 16,300 21,025 17,000

Aug ‘19 11,700 13,675 7,800 17,600 7,100 10,650 14,375 13,600 11,100 11,000 9,525 13,900 21,700 7,900 11,400 16,800 21,500 22,000 8,550 15,550 21,350 16,800

Aug ‘20 10,550 11,725 6,075 15,175 5,925 9,025 12,025 11,975 9,325 9,350 8,750 11,175 19,875 6,600 10,350 14,950 18,375 19,100 7,075 13,375 19,225 15,075

Aug ‘21 9,525 10,250 4,850 12,725 4,875 7,525 10,350 10,250 7,525 8,000 7,400 9,275 18,425 5,375 8,925 13,550 15,900 16,450 6,000 11,475 17,375 13,150

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 Chevrolet Silverado 1500 LT Double Cab Toyota Tacoma base Double Cab 4X4 V6

Aug ‘18 20,950 19,850 10,500 29,200 11,300 16,900 20,400 19,000 17,700 14,200 13,000 18,475 26,225 11,100 21,775 19,950 24,050 38,100 11,650 20,925 20,600 24,525

Feb ‘19 19,150 19,200 9,500 27,200 10,000 13,900 18,200 18,100 15,400 12,800 10,275 17,375 24,300 10,100 17,675 19,000 23,200 33,400 10,450 19,225 19,900 22,400

Aug ‘19 15,750 17,300 9,150 26,600 9,400 13,800 17,175 17,900 14,700 11,700 10,525 17,700 23,850 9,550 17,600 19,400 23,250 30,900 10,300 18,600 19,700 22,950

Aug ‘20 13,825 14,775 7,075 22,100 7,800 11,600 14,150 15,675 12,075 10,150 9,550 13,575 21,550 7,950 14,575 17,200 20,300 27,675 8,525 15,775 17,575 20,375

Aug ‘21 12,175 12,800 5,625 18,400 6,475 9,725 11,950 13,475 9,700 8,850 8,250 11,350 19,775 6,600 12,300 15,550 17,900 24,225 7,225 13,550 15,200 18,200

2016 MODELS

2017 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

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 Premium 4D Sedan RWD 3.6L

Aug ‘18 17,100 10,100 13,050 18,700 9,400 15,000 13,400 19,950 11,450 27,400

Feb ‘19 15,250 8,550 12,100 16,900 8,150 13,050 12,950 17,150 10,900 24,500

Aug ‘19 14,450 8,600 11,400 16,100 8,350 13,600 12,500 14,650 10,700 21,800

Aug ‘20 12,050 7,125 9,625 13,225 6,525 11,625 10,025 10,900 7,450 18,050

Aug ‘21 10,175 6,275 8,475 11,300 5,275 10,125 8,300 8,525 5,575 15,250

DOMESTIC CARS 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 Chrysler 200 S 4D Sedan Cadillac CTS Luxury 4D Sedan RWD 3.6L Buick LaCrosse Essence 4D Sedan FWD

Aug ‘18 10,450 14,550 20,500 10,450 16,750 16,250 13,850 28,500 20,050

Feb ‘19 9,550 13,050 18,300 9,150 14,650 14,600 12,250 24,600 18,450

Aug ‘19 9,450 12,500 17,100 9,300 15,400 14,200 12,050 21,900 16,600

Aug ‘20 8,050 10,775 14,900 7,475 13,250 11,550 8,625 18,325 14,450

Aug ‘21 7,125 9,625 13,125 6,075 11,725 9,700 6,650 15,625 12,675

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

Aug ‘18 17,900 18,500 14,100 10,900 23,900 8,850 10,750 8,900 12,600 10,750 11,950 11,100 49,000 26,700

Feb ‘19 14,650 16,500 12,200 10,150 20,800 8,000 9,800 7,900 11,600 9,650 10,350 10,050 41,500 25,500

Aug ‘19 14,250 14,800 11,500 10,000 19,500 7,300 9,750 8,100 11,650 10,300 10,050 10,000 34,000 20,800

Aug ‘20 12,250 11,650 9,700 8,325 15,875 5,500 8,075 6,500 9,750 8,400 7,950 8,275 26,075 17,125

Aug ‘21 10,675 9,750 8,475 7,200 13,225 4,150 6,950 5,550 8,450 7,150 6,600 7,125 20,425 14,275

IMPORT CARS Acura TLX Base 2.4L 4D Sdn 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 BMW 3-Series 330i 4D Sedan Mercedes-Benz E-Class E400 2D Cabriolet

Aug ‘18 20,550 16,050 12,450 28,900 10,950 12,700 10,700 14,000 12,050 15,050 13,050 58,000 24,000 42,800

Feb ‘19 17,800 14,000 11,500 25,300 10,050 11,550 9,200 13,150 10,850 13,250 11,900 52,000 20,100 39,200

Aug ‘19 17,050 13,350 11,300 23,700 8,800 11,450 9,150 13,200 11,450 12,950 11,800 43,250 17,850 34,500

Aug ‘20 14,425 11,225 9,500 19,150 6,725 9,400 7,500 11,075 9,425 10,375 9,650 33,750 14,150 27,150

Aug ‘21 12,500 9,825 8,200 15,850 5,175 8,075 6,375 9,575 8,050 8,500 8,250 26,400 11,775 22,150

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 V6

Aug ‘18 24,575 22,550 12,450 31,600 13,000 18,950 23,100 20,400 19,000 16,500 15,950 20,100 28,175 12,150 23,100 22,250 27,000 43,700 13,500 22,300 26,100 24,900

Feb ‘19 23,175 21,575 11,200 30,500 11,600 16,050 20,800 20,000 17,300 15,100 14,000 18,450 25,750 11,250 19,525 20,700 25,500 41,000 11,800 21,300 23,275 22,400

Aug ‘19 19,500 20,875 11,150 29,600 11,900 15,950 21,100 20,200 16,300 13,250 13,525 19,625 25,825 10,850 19,675 20,800 25,525 36,600 11,650 21,400 22,400 22,875

Aug ‘20 16,900 17,200 8,650 24,975 9,475 13,400 17,225 17,325 13,475 11,525 11,625 15,875 23,075 9,125 16,250 18,500 22,600 32,025 9,625 19,025 19,150 20,575

Aug ‘21 14,700 14,725 6,900 21,250 7,650 11,275 14,450 14,975 11,150 10,075 9,975 13,350 21,200 7,700 13,825 16,800 20,175 27,975 8,175 16,600 16,675 18,650

TRUCKS BMW X3 XDrive28i 4D SAV 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 Cadillac XT5 Luxury 4D SUV AWD

Aug ‘18 26,450 14,700 33,300 15,600 20,050 26,150 22,600 20,200 18,700 18,850 22,525 30,350 14,400 25,325 23,100 28,450 52,300 15,350 25,100 28,675 28,175 32,625

Feb ‘19 24,450 12,500 31,600 13,400 17,450 23,600 21,000 17,600 17,500 17,650 21,225 27,150 13,100 22,175 22,300 27,100 47,000 13,200 22,200 26,825 26,250 27,400

Aug ‘19 22,500 12,325 32,500 13,700 17,475 23,575 21,700 17,300 16,850 16,125 22,125 27,275 12,500 22,075 22,000 27,675 41,400 13,150 22,600 26,125 26,400 26,300

Aug ‘20 19,825 9,775 27,725 11,350 14,650 19,600 18,800 14,550 14,400 13,575 18,225 24,525 10,775 18,225 19,450 24,775 36,375 10,875 20,300 22,275 24,525 21,600

Aug ‘21 17,600 8,000 24,100 9,550 12,600 16,550 16,325 12,200 12,475 11,650 15,525 22,675 9,375 15,575 17,450 22,500 31,900 9,225 17,950 19,325 22,600 18,025


11 • August 19, 2019

USED CAR NEWS

DISCONNECTED JOTTINGS FROM “Follow the dollar!” Age old and solid advice for anyone who wants to follow the truth and get to the bottom of things. Sounds easy enough until you get to look at how our government is either funded or influenced by the almighty money pit accessible to almost anyone in public service. For instance, the collection of candidates for the Democratic debates only made the grade depending on their abilities at fundraising. That’s right – money is everything before they’re even considered to represent the party. I suppose it really doesn’t matter what opinions they may have or ideas to improve the position of the populace – how much money can you attract for the election fund? I feel that all these bankable bodies didn’t bring anything new – not even one out of 20 could posture a way forward for this country that is fraying at the edges, espe-

TONY MOORBY

cially in terms of social conduct. They’ll take the bickering, finger pointing, Browniepoint scoring all the way to Washington, where they’ll achieve 0 percent change to anything. But they will have access to millions of dollars to keep them in the fashion that they believe they deserve and which the system allows and encourages. Members of the House and the Senate, there for as long as they can wring out their welcome, will have their noses as deep in the political slop trough as they can get away with. Even with recent events of mass shootings, virtually no politicians can vote with their hearts or consciences as their positions are influenced by money from the NRA by sponsorship, lobbying or speech making. Don’t expect Senator Ted Cruz to opine in favor of gun control. He may denounce the violence wrought re-

cently, but he has received almost $310,000 from the NRA. The same with House member for California, Devine Nunes – almost $100,000. Does their (enforced) quietude reflect the sentiments of their constituents? Do they ever ask? Republican Rep. Mike Turner, with recent carnage on his doorstep in Dayton, Ohio, is now in favor of a ban on military-style weapons being made available to the public while Mitch McConnell continues to duck the issue along with too many of his colleagues. In the 2016 election cycle the NRA splashed around $54 million in contributions and lobbying. So far their money has had the required result, at least for them. Politicians are clever at denouncing the violence spitting out the end of an AR-15 with an expanded ammo drum containing armorpiercing, high-velocity bullets, tearing innocent bodies

apart, without blaming the availability of the machine that does it. The system is wrong. Access, accountability, funding, tracking, education, licensing, policing and so on all have holes as big as bullet wounds for people who want to kill willy-nilly and take advantage of the frailties of all the components of buying weapons. Life, Liberty and the Pursuit of Happiness were the very underpinnings of the U.S. Constitution. Is it a coincidence that

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 SUV 5. Former Toyota marque 8. Rolls Royce ____ 9. Aston Martin model 11. It has a sloping rear door 14. Blvds., abbr. 16. Lincoln SUV 19. Lotus _____ 400 22. Expend 23. Main __. abbr. 25. Small cars for speed races, 2 words 27. Some electric cars 29. Newport locale, abbr. 31. hey might be back or front 32. New Ferrari ofering

35. Said hi to 36. Premium VW sedan 39. Engine cooler 40. Slightly, 2 words 41. Former General Motors division 42. Space 43. Cheerleading cry Down 1. Wrinkly faced dog 2. Audi’s A7 _____ 3. Car sales rep’s promotion to a customer 4. Former Dodge truck 5. Hyundai SUV, 2 words 6. Jaguar’s pure electric car, 2 words 7. Require

‘Life’ comes first? I’m sure the Second Amendment didn’t contemplate some lunatic sauntering into a gun shop and leaving with enough armaments to mow down a village – it was added to protect the lives of civilians from those who would do us harm. The second amendment is not a universal sanction for murderers. Our politicians should be brought to book by the wishes of the majority not bribed into convenient cubbyholes in which to hide.

1

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Solution to this puzzle in the 9/2/19 issue. Call 1.800.794.0760 for a FREE subscription.

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Solution to the 8/5/2019 puzzle


12 • August 19, 2019

Special Advertising Section

Industry Spotlight Advertorial Frazer .................................................................. 12 & 14 Vehicle Acceptance...................................................14 Columbus Fair Auto Auction .....................................12 AutoRaptor ...................................................................13 Carolina Auto Auction ......................................14 & 15

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USED CAR NEWS

CFAA Named NAAA’s Midwest Auto Auction of the Year COLUMBUS — Columbus Fair Auto Auction (CFAA) was recently selected as the National Auto Auction Association’s Auto Auction of the Year for the Midwest Chapter. The award recognizes excellence in community service and encourages a philanthropic spirit. “As a key employer in southeastern Columbus, this award is a testament to our commitment to our community,” said Jacobs, CEO of Columbus Fair. “By supporting our employees and surrounding companies, we can lift up central Ohio as a whole to make it a stronger place to live, work, and raise a family. This is a goal that has been close to my heart since I took over from my father here at CFAA 37 years ago.” Columbus Fair Auto Auction is a family-owned auction founded in 1959. Led by Alexis Jacobs, CFAA is a leading independent auction, serving both commercial and dealer consignors. CFAA ofers online transactions with the CFAA Marketplace, and each of their 11 lanes promotes IAS Simulcast with high deinition cameras.

program that initiates community service events, with an additional focus on environmental sustainability eforts. The auction also hosts a tailgate for the Ohio School for the Deaf at Ohio State University’s spring football game, and donates contributions from its annual golf outing to the Special Olympics and the Columbus Zoo. As the recipient of the award for the Midwest Chapter, CFAA is eligible for the overall NAAA Auto Auction of the Year Award for Excellence in Community Service.

CFAA is involved in a number of charitable acts every year, including CFAA Cares, a corporate-wide

2019 NAAA Midwest Chapter Auto Auction of the Year

Columbus Fair Auto Auction “By supporting our employees and surrounding companies, we can lift up central Ohio as a whole to make it a stronger place to live, work, and raise a family. This is a goal that has been close to my heart since I took over for my father here at CFAA 37 years ago.” - Alexis Jacobs, Owner and CEO


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August 19, 2019 • 13

Demand Accountability! By Howard Leavitt AutoRaptor

For years I did not enforce accountability with my sales team for reasons that I thought were justiied. I believed that I could not replace what I thought was my best sales person, and that payplans would force good behavior. Because we were in the black, I accepted the status quo. Eforts to enforce processes were too time consuming, and follow up on lost prospects was non-existent. The list went on. One day I decided it’s not good enough. I knew that as a group, we could do better, produce more sales and income. That was in 1983. I changed what I did as a Manager/ Owner, what I demanded from my staf, and never looked back. I established a worklow that was trackable. That was the beginning of AutoRaptor. Logging every opportunity was key, not just those that turned into sales. Tracking all communication for every lead allowed me to see what was working and where we were falling short. We discovered opportunities that weren’t there before. The team was inding more success by working the process. In today’s digital world, competition is much greater and lead volumes have grown, creating many

new challenges. It is essential to take charge of the process so leads are responded to quickly and consistently. If you’re not faster than your competitor, or if your messaging is not consistent and personalized, you will lose the opportunity. It is all about the salesperson’s activity. What are the results of calls, emails, texts, appointments and demos? Does the closing percentage meet your expectations? Accountability can change your business. Your sales staf needs a clear sales process with the understanding that you will hold them to those expectations. Accountability produces action! Accountability produces success!

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14 • August 19, 2019

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Major Changes Translate to Success at Carolina For those of us in the auto auction business, “Sale Day” is full of non-stop action and excitement. It’s the one day each week where the company is making money. The success of each sale day is really determined in the days and weeks that precede it. An incredible amount of effort is poured into sales, marketing, and operational excellence! In 2019, Carolina Auto Auction has been working on all fronts to expand our business so that our “Sale Days” will be better than ever. With the recent addition of Ally to our large commercial portfolio, we here at Team Purple have had to get creative on where to feature all of our great consignors. Last year both Carolina and Indiana Auto Auction started the Happy Hour lanes – which now total 5 lanes for Carolina – to kick of at 9 a.m. before the general sale starts at 10 a.m. Our Happy Hour lanes have had huge success! With Ally coming on board in September, our recent partnership with American

Credit Acceptance now in full bloom, along with volume increases from some of our already large consignors, we have had the pleasure of hiring a lot more employees just to keep up! In addition to personnel growth, we have expanded our lot, purchased a new frame ramp, added a new state-of-the-art photo booth for our vehicles, and expanded our Reconditioning team and Condition Report writing team. We have hit full capacity in our shop and operations areas as well. To ensure we are training all of our new employees correctly, we will be instituting a new comprehensive training system that incorporates video training with on-the-job training. We plan on expanding this video training system to our sister auction – Indiana Auto Auction as well. One of our best changes has been the addition of our Cognosis GPS tracking system for all of our units on the lot. This immediately improved operational eiciency – saving

hours of time tracking down units. Cognosis allows just about any employee to ind any unit on the lot within just a few feet of where the system says it is parked. With our everexpanding lot and inlux of units, this means lots of time saved. The introduction of a full video marketing efort has also helped further the message of Carolina Auto Auction to our dealer base. Each week we produce multiple videos that we can use to talk about upcoming promotions, special dealers that we want to highlight, and shine a spotlight on various departments or employees. These videos we produce are used to engage new customers, excite its current customer base, and increase revenue. The auction produces three major types of videos – promotional videos that add hype to current promotional sales events; weekly sales videos that give an overview what is running each week in the lanes; and spotlight videos that showcase special units.

We have also created a series of #auctionlife tips that help car dealers understand some confusing points in the auto auction world. Back in May, Carolina Auto Auction completed its annual charity drive to beneit melanoma research at the Winship Cancer Institute at Emory University. We raised $115,000 this year, bringing our total to over $350,000 in the past three years! Our charity event has helped our employees rally around a great cause and also helped us accomplish part of our mission statement – which is to invest in our community. Winship Cancer Institute of Emory University is ranked in the top 50 in the United States and number one in Georgia for cancer care, according to U.S. News & World Report. The annual list ranks can-

cer care at Emory University Hospital through Winship the 41st best in the country. We are already planning on next year’s event, where Willie Robertson, star of the show Duck Dynasty, will be our keynote speaker during a 3-day event that includes a Legacy Gala and Dinner, a golf tournament, a massive charity live and silent auction, rale events, and a car sale that beneits the efort. With all of our changes – in personnel, operations, and consignment – we are very excited about the future of Carolina Auto Auction! Thank you to all who support us and partner with us in business and charity functions. We are grateful for God’s blessing in both of those areas, and we are eagerly looking forward to the next great chapter here in the lanes.


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Used Car News 08/19/2019  

Used Car News 08/19/2019