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October 7, 2019
Cox Q3 Report Offers Hope, Headwinds
Chart Courtesy of Cox Automotive DEALER SENTIMENT: The Cox Q3 Auto Sales report offered both good news and a cautionary tale. Dealer sentiment was split among franchise and independent dealers, with new-car dealers feeling a bit more positive looking forward. By Jeffrey Bellant
Rush - Dated Material
Economists raised caution signals even as retail used sales increased and employment remains strong. A presentation of the Cox Automotive Q3 Auto Sales report in a conference call Sept. 26 provided a mixed message about the state of the industry. “It seems that all of our bets are principally on lower interest rates,” said Chief Economist Jonathan Smoke, “helping the consumer continue the spending that’s essentially what’s driving this entire economy so far this year.”
Smoke said the strongest part of the economy continues to be employment along with strong wage growth. “However, the average consumers (are) not seeing their financial conditions improve quite like they were last year,” Smoke said. The added benefit for tax reform boosted disposable income last year, he said. Smoke warned that a University of Michigan study showed a dip in consumer confidence, which often translates into slower spending on purchases like automobiles. On the auto finance side, the in-
dustry is at “historic levels” for loans and leases, Smoke said. “That’s not necessarily a good thing,” he said. A lot of that is in longer terms, which makes a consumer less likely to make another purchase in the shorter term. Numbers show a decline in subprime activity and concerns about delinquency in that segment. Buyers with super-prime credit (above 760 FICO) are seeing drops by about a half point from the beginning of the year. But subprime borrowers (under 620), rates have gone up 1.6 percent. “So far in September, what we’ve
seen for the average approved subprime loan on a new vehicle is clocking in at 18 percent APR. “That’s a really tough number, especially when you combine that with where new vehicle prices have gone,” Smoke said. Dealer sentiment overall is down, but franchise dealers view the market as stronger than used-car dealers. Smoke said franchisees are viewing used-car sales as strong, while independents are viewing those sales as weak, with tighter consumer credit. Continued on page 10
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USED CAR NEWS
October 7, 2019 • 3
Industry Leaders Support American Red Cross By Jeffrey Bellant
TROY, Mich. – Cox Automotive and NextGear Capital joined Michigan dealer Otto Hahne to present a new 2019 Chevrolet Malibu to the American Red Cross – Michigan region at Hahne’s dealership, City of Cars, last month. Cox and NextGear donate a vehicle each year in the name of the National Independent Automobile Dealers Association’s Quality Dealer of the Year. Hahne won the award this year and was also named the Michigan Quality Dealer of the Year. “He really exemplifies what the industry is all about,” said NextGear’s Bob Earle. “It’s a great marriage of the two entities – Otto and his team and the Red Cross – and we’re happy to be a part of that.” “I’m also so proud to be associated with the American Red Cross,” Hahne said, “and I’m so thankful that everyone came out.” Hahne received the vehicle’s keys from Earle and
Photo by Jeffrey Bellant CARS AND CHARITY: Otto Hahne, owner of City of Cars in Troy, Mich., presented the keys to a new 2019 Chevrolet Malibu to the American Red Cross – Michigan Region during an event at his dealership. Cox Automotive and NextGear donated a car to the Red Cross on behalf of Hahne, this year’s National Quality Dealer.
then presented them to Robert Blumenfeld, COO for the Red Cross Michigan Region. Hahne joked that he placed many “City of Cars” decals on the car. The Malibu will be used as an emergency response vehicle for the local American Red Cross. This was the ninth emergency vehicle do-
nated to the American Red Cross through Cox Automotive and NextGear. Since 2015, the company has donated more than $1 million to the organization to support disaster relief. Blumenfeld expressed appreciation for the donation, which is just one of the ways organizations and business-
es help the group. “Our mission is supported by our partnerships with people in the community; everything from volunteerism to the generosity of donors,” Blumenfeld said. “Fundamentally, that helps us to alleviate human suffering and respond to people’s needs at some of the darkest
days of their lives.” This vehicle will help the organization “deliver hope” to people in need, he said. Prior to the presentation of the car, volunteers put together 150 comfort kits, items the Red Cross provides to those in need, as part of the event. “It’s a very important resource,” Blumenfeld said. Lisa Michael, executive director of the Michigan IADA, along with other leaders from the used car industry, attended the ceremony. Jeff Baker, owner of Car City, a dealership in Grand Rapids, Mich., made the trek to the east side of the state. “I’m on the Michigan IADA board with Otto,” Baker said, “and I wanted to support him. He’s done a great job for a long time.” Earle said Hahne partners with NextGear in his business,. “It’s always good to partner with a dealer, especially one who is so successful and understands the partnership,” Earle said.
4 • October 7, 2019
USED CAR NEWS
NEWS BRIEFS FTC Comments on Proposed Rules Staff of the Federal Trade Commission provided feedback to the Consumer Financial Protection Bureau on a number of proposed rules that implement the Fair Debt Collection Practices Act (FDCPA). FTC staff commented on several components of the proposed rules, including changes that would improve the types of information debt collectors are required to provide to people from whom they are attempting to collect and how, when, and where collectors are allowed to make contact with consumers. The comments also address issues around debt that has passed the statute of limitations, the sale and transfer of debt, the collection of debts involving people who are deceased, and restrictions on the disclosure of information about debt to third parties. The comment period ended Sept. 18.
Auction Sets Record at Sale Mid-State Auto Auction, New York Mills, Minn., celebrated 36 years as a family owned business with a record sale. Of the 1,332 vehicles consigned, 810 vehicles were successfully sold which set an all-time high. In a town
of 1,200 people, Mid-State marked the anniversary at its four-lane auction house by giving away $20,000 in cash and prizes. A complimentary Hog and Turkey Roast dinner was offered to all sellers and buyers. Cash and prizes were awarded by a random drawing to attending dealers. Auction owner Rob Thompson set a sales goal of 800 vehicles, which the staff hopes to exceed in 2020.
DriveItAway Partners with Dealers DriveItAway Inc., a car-dealer focused shared mobility platform, announced a new turnkey vehicle subscription/monthly rental program. The app offers both rental vehicles for “gig” economy and ride-share drivers with a path to ownership. The platform includes the ability for a dealer to offer new and used vehicle subscriptions or long-term rentals to non-gig drivers – both retail and commercial small business fleet customers – with an all-inclusive package, including insurance, maintenance and service. “We are very excited to offer this new addition to our app and platform, exclusively for car dealers,” says John F. Possumato, president and CEO of DriveItAway, “we pio-
neered the turnkey solution for dealer focused car rentals/car sharing for Uber and Lyft drivers with a Path to Ownership, now we are bringing the ‘subscription’ or long term rental side of this business back to dealers for non-ride share drivers, with an easy, low cost way for a dealer to satisfy this emerging market.”
FTC Settles with Software Firm The Federal Trade Commission approved a final order settling charges against an Iowa-based auto dealer software provider that allegedly failed to take reasonable steps to secure consumers’ data, leading to a breach that exposed the personal information of millions of consumers. In its complaint, the FTC alleged that LightYear Dealer Technologies, LLC, which does business as DealerBuilt, failed to implement readily available and low-cost measures to protect the personal information it obtained from its auto dealer clients. The FTC alleges these failures led to a breach of DealerBuilt’s backup database beginning in late October 2016, when a hacker gained access to the unencrypted personal information - such as Social Security numbers and other sensitive data - of about 12.5 million consumers stored
by 130 DealerBuilt customers. As part of the settlement with the FTC, DealerBuilt is prohibited from sharing, collecting, or maintaining personal information unless it implements and maintains a comprehensive information security program designed to protect the personal information it collects. Among other things, the order requires DealerBuilt to implement specific safeguards that address the allegations in the FTC complaint. The proposed settlement also requires the company to obtain thirdparty assessments of its information security program every two years. In addition, the order requires a senior corporate manager responsible for overseeing DealerBuilt’s information security program to certify compliance with the order every year. Finally, the order grants the commission the authority to approve the assessor for each two-year assessment period.
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: Jeffrey Bellant, News Editor Ed Fitzgerald, Staff Writer Advertising: Shannon Colby, Account Manager
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USED CAR NEWS
October 7, 2019 • 5
Lawmaker Sponsors Bill to Prevent Trade-in Tax By Jeffrey Bellant
Illinois car dealers are focusing on an October session of the Illinois General Assembly as they try to change a new law that will cap trade-in tax credits for most vehicles at $10,000. The new law, passed as part of the state budget deal, will go into effect Jan. 1, 2020 and is expected to raise millions in new tax revenue. The state under current law does not collect sales taxes on a car’s trade-in value, which typically goes toward a down payment of a car purchase. Under the new law, consumers will face a tax on trade-ins that are valued above $10,000. But auto dealers want to put the brakes on the measure, which they say will hurt dealers and consumers and may not increase tax revenue by the tens of millions the government is expecting. As a result, Rep. Tom Bennett introduced HB3890 to amend the new law, taking
out the $10,000 trade-in provision. “I talked to several dealers around my district,” Bennett said, “and they just don’t think this is fair. They say, ‘we’ve already paid the tax, so why are we doing it again?’ “I totally agree. So, this is an effort to try and put it back where it was.” Bennett, a Republican representing the 106th district, said he is trying to get the word out amongst his fellow lawmakers to stop the tax. “This is not right,” he said. Joseph Mok, general manager of Gmotorcars in Arlington Heights, Ill., has been active in fighting the tax. Mok, who is president of the Illinois Independent Automobile Dealers Association, said his association along with the Illinois Automobile Dealers Association, which represents franchise dealers, are lockstep on the issue. He said the change in the trade-in tax was a surprise to some lawmakers.
SUPPORTER: Illinois State Rep. Tom Bennett has sponsored legislation backed by both independent and franchise dealers. The measure is in response to a new law going into effect on Jan. 1, 2020, which would tax trade-ins valued at more than $10,000. The Bennett bill would prevent the new law from going into effect.
“They didn’t even know this was in the budget,” Mok said. He said the budget deal was pushed through quickly and not everyone knew about the provision. “This is one of those things that slipped by,” Mok said. “We’ve got to get fixed.” He added this is not just a law that hurts dealers, it will hurt consumers as well. Consumers often depend on their trade-ins for a down
payment, but this law will not give them the same credit for higher value trade-ins. Mok said he and fellow dealers like Gordon Tormohlen, chairman of the Illinois IADA, warned legislators this law ultimately will not boost tax revenue. “Private sales are going to skyrocket because people don’t want to lose money on the trade,” he said. The first battle to stop the tax will occur this month.
Although the regular session of the State Assembly has ended, the state also has a special veto session starting Oct. 28. This is normally held to reconsider bills that the governor vetoed, but Bennett hopes to get this issue discussed as well. “I don’t know if we can get this in there, but I hope we can,” Bennett said. “This is just the start. It’s just to get the discussion going.”
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6 • October 7, 2019
USED CAR NEWS
Group Merges Auctions The Stanley-Autenrieth Auction Group announced the purchase of the Fort Wayne Auto Truck Auction. According to Eric Autenrieth, consignment and sales from the acquired facility will be merged into existing operations at Indiana Auto Auction. The acquisition was effective Sept.13. “This is an exciting move for us and a prime opportunity for buyers and sellers to meet together in what will be the premier auto and truck auction facility in the Midwest,” said Autenrieth. “With the merging of the two operations, we expect to offer up to 1,000 cars at our weekly Thursday auction, and 200-300 heavy duty trucks every other week on Wednesday. Consolidating the automotive consignment and bringing the heavy truck business together under one roof benefits buyers throughout the region and streamlines the remarketing process for both dealer and commercial accounts.” Fort Wayne Auto Auction has been in operation since 1984, when it opened as the first stationery heavytruck auction in the country. According to Autenrieth, the most recent owners, Carl Miskotten, Chris Walsh and Paul Beerman, have built the operation into one of the largest truck sales in the industry. Miskotten will assist in transitioning the heavy-duty truck side of the business to Indiana Auto Auction. “Fort Wayne has long been known as a truck auction town, and we’re excited to bring all the auction activity under one roof with this acquisition,” said Kevin Brown, managing partner at Indiana Auto Auction. “They’ve also built a strong group
of consignors from the credit union and fleet/ lease sector, which we will work to retain at Indiana Auto Auction’s weekly car auction.” Brown added that Indiana Auto Auction is undergoing a number of improvements in anticipation of larger volumes in all areas of its operations. To accommodate the additional heavy-duty truck consignments, the auction is developing dedicated parking for the larger units. The auction is also adding to its own truck fleet to facilitate the increases in transport of both autos and trucks. To augment its services on the fleet/lease side of its operations, Indiana Auto Auction is installing a new automatic car wash. “Our goal is to be the auction of choice for buyers and sellers of cars, trucks, and heavy-duty trucks in the Midwest, and we appreciate working with Carl, Paul and Chris to make this a reality,” said Brown. “As a family-owned, independent auction, we’re excited to offer superior service, and superior selection to customers throughout the region.” Established in 1965, Indiana Auto Auction is in the heart of the Midwest, situated within 150 miles of major population centers and is central to large automotive and truck markets including Detroit, Chicago, and Indianapolis. One of two auctions in the Stanley-Autenrieth Auction Group, Indiana Auto Auction is a member of ServNet Auctions – a group of independent auto auctions with 22 locations across the country. Pierre Pons, CEO of TPC Management advised both parties on the transaction.
“Fort Wayne has long been known as a truck auction town...” —Kevin Brown
State Names Top Dealer The Indiana Independent Automobile Dealers Association named TNT Auto Sales and Service, Inc. as its 2019 “Joe Krier” Quality Dealer of the Year. The award was presented to Troy and Trent Davis at the association’s 32nd anniversary golf tournament and awards day in Indianapolis. Trent and Troy Davis are twin brothers who followed their father, Erwon, into the business. In 1988, during their senior year of high school, they opened a dealership in Windfall, Ind., with four cars. Over the next four years, the family opened a collision center at the Windfall store and a second location
in Kokomo, Ind. A third store was later added on Markland Avenue in Kokomo. In 2018, the Markland lot was renovated, complete with car and Harley showrooms. The dealership retailed over 1,100 units last year. Trent and Troy’s children also began working in the dealerships. TNT Auto Sales and Services, Inc. will represent Indiana at the National Independent Automobile Dealers Association Convention in Las Vegas in June 2020. The event will be held at the MGM Grand. State Quality Dealer winners will compete for the National Quality Dealer Award at the annual event.
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8 • October 7, 2019
USED CAR NEWS
PEOPLE IN THE NEWS Compiled by Jeffrey Bellant ADESA Names GMs ADESA announced new general managers at two U.S. auctions and one Canadian location: Jeff Hyde at ADESA San Diego, Kjersta
Jeff Hyde Loyd at ADESA Northwest in Eugene, Ore., and Matthew Creese at ADESA St. John’s in Newfoundland, Canada. Hyde has more than 25 years of auction experience, serving most recently as assistant general manager of ADESA Los Ange-
les. Previously, he was commercial accounts manager before being promoted to operations manager in 2015. Loyd has spent two decades at ADESA, starting in the body shop as a clerk and auto body damage appraiser at ADESA Seattle. After going on to serve in several other positions at the sale, Loyd later held several positions including general sales manager at ADESA Golden Gate; and, most recently, director of sales for the Midwest region. Creese served most recently as customer viewpoint director for Al Jazirah Vehicles Agencies, the official and exclusive Ford distributor for Saudi Arabia. Previously, he was network development and franchise manager for the South Africa and sub-Saharan Africa re-
gion for Jaguar Land Rover, and as manager of ownership experience for Lexus South Africa.
contribution is made in that amount, to support the scholarship program. Since its establishment in 2004 the scholastic foundaNAAA Honors Mahugh tion has helped 180 stuThe National Auto dents pursue dreams Auction Association has named Greg Mahugh, retired senior vice president of operations for the McConkey Auction Group, a Warren Young Fellow. NAAA President Chad Bailey presented the honor recognizing his many contributions to the profession and association during the Spokane, Wash., Greg Mahugh auction’s 24th Annual Rock & Roll Sale in July. of higher education NAAA bestowed the and raised more than award, along with a $2.3 million. It awards $2,500 donation in $52,000 in merit scholMahugh’s name, to arships annually. NAAA’s nonprofit Warren Young, Sr., Scho- ACV Names Executives lastic Foundation. ACV Auctions Inc., A fellow is a donor at based in Buffalo, N.Y., that level, or in whose announced Doug Hadhonor or memory a den is joining the firm
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as vice president of field operations. Will Morris has been promoted to area vice president – East, from regional sales director. Hadden has more than 25 years of auto industry experience. In his new role as vice president of field operations, Hadden will manage field initiatives related to operations, training, strategic dealer group development and dealer association partnerships.
Changes at ServNet ServNet has announced the appointment of industry veterans John Brasher and Robert Sullivan to head ServNet’s executive team. ServNet President Eric Autenrieth said the pair will assume leadership Jan.1. Brasher has been named executive director, while Sullivan will serve as administrative
director. “Both John and Bob have years of experience in the industry and are champions of
John Brasher the independent auction,” said Autenrieth. “(As) former owners of ServNet auctions themselves, they bring unique and valuable perspectives to their new leadership positions.” Bruce Beam, ServNet’s presidentelect, will take over the reins as president of the group this month.
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10 • October 7, 2019
USED CAR NEWS
Cox Q3 Auto Sales – Continued from page 1 But equally important, (independents) are limited in inventory,” Smoke said. “In fact, (they) are telling us that the inventory of used vehicles that are feeding the independent portion of the market is actually on the decline.” Franchises, however, are more worried about tariffs, which Smoke referred to as a “wild card.” Charlie Chesbrough, Cox senior economist, said light vehicle sales saw a peak in April 2016, when dealer sentiment peaked. But Chesbrough said the market seems to be retracting after the brief “sugar high” of tax reform. Chesbrough said light vehicle sales are down on the retail purchase side (-4.7 percent and the retail lease side (-2 percent). However, U.S. auto sales are expected to beat Cox’s forecast of 16.8 million for one main reason. “It’s really fleet activity
that’s been supporting the market,” Chesbrough said. “We theorized that tax reform has really juiced fleet activity because of massive changes done to depreciation allowances.” Businesses can purchase new or used vehicles and depreciate, sometimes, up to 100 percent of that vehicle’s cost within the first year, he said. Cox expected fleet activity to rise about 4 percent, but year to date it’s risen over 9 percent. “The question is, how long can this last?” Chesbrough said. “We don’t expect fleet to be anywhere near the levels it is today in terms of an increase.” But Chesbrough expects the trends of the last couple of years – lower retail activity and more fleet activity – to continue next year as well. Smoke added that retention values have been above last year, but only “modestly.”
Leasing is down, but doing better than Cox predicted, while retail purchases are worse than Cox predicted. Chesbrough blames the affordability issue, which makes leasing more attractive. Threats to the industry for the rest of the year include the after-effects of the bombings in Saudi Arabia, a prolonged GM strike (which was ongoing at press time) along with incentive pricing, tariffs and the impeachment fight in Washington, D.C. In the report’s brand share section, RAM showed the biggest gains, along with Honda, Kia and Subaru. Those registering the biggest drop in brand share were Chevrolet, Nissan and Chrysler. “These are not massive changes,” Chesbrough said. “We’re talking at most a 0.5 percent change in share.” For Chevrolet, the ending of the Cruze model is part of the dip, along with the Sil-
verado losing some ground against RAM, Chesbrough said. He noted, however, that Chevrolet has pulled back from the rental market which may have an effect on total share. Ford is increasing its share of the rental market. One of the key stories on the luxury market is the strong showing of “Value Luxury,” with the South Korean brand Genesis increasing share along with Buick. “The G70 is doing quite well,” Chesbrough said. The biggest losers in the “Luxury Share” category are Infiniti and Mercedes, he said. For Mercedes, there is a lot of off-lease product that is competing with their new cars, which is proving “troublesome,” Chesbrough said. In terms of segment share, the “Mid-size SUV” segment has the strongest share, while “Compact Cars” have dropped the most.
Chesbrough attributes the boost of mid-sized SUVs to the influx of new vehicles in that space. Smoke wrapped up the conference call by warning that the fourth quarter could be a rough one. He cites concerns about tariffs, the Oct. 31 Brexit exit and the new NAFTA deal, known as USCMA. When asked about incentives, Chesbrough said it’s always a concern. “There is always the talk of wanting to be disciplined and then the reality of nobody wanting to lose marketshare,” Chesbrough said. “I think it’s a struggle that every manufacturer has to deal with. I don’t think this year is going to be any different.” He expects there to be aggresive incentives through the end of the year. Smoke forecast that retail used vehicle sales will be up compared to the dip in retail new vehicle sales.
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USED CAR NEWS
RETAIL MARKETS MARYLAND Larry Gaertner, Merlin Auto Club, District Heights, Md. “I’ve been the main owner here for 22 years. We have one location. “I have about 70 cars in inventory. That’s pretty much normal. I sell about 35 a month. “We get a lot of our cars from a CarMax auction in Laurel, Md. “I hardly ever take cars to auction. I would if I could get any money for them. “We’re buy here, pay here. Our average down payment is $1,000. The average is about a 2-year loan. “We use GPS 100 percent of the time. “My average model is 12 years old with 120,000 miles. “I probably sell 80 percent cars, 20 percent trucks. “I sell both domestics and imports. Over the years we’ve been buying more imports. They’re (domestics) not made as good as they used to be. We have some
problems with the electronics. They’ll stall out. Their security systems go on the fritz. “My reconditioning costs are super high. We’re probably in the $800 range, or higher, I hate to admit it. We have our own service, but we still send a lot out. “We don’t do much advertising, just drive-by. We don’t have a Facebook page. We do have a website where you can shop our virtual showroom and then stop by for a test drive. We believe treating customers right leads to repeat buyers. “I most recently sold a 2006 Nissan Altima with 120,000 miles for $5,950.
MASSACHUSETTS Duane Papetti, Papetti Motors, Worcester, Mass. “I’ve been in business for 34 years. The first five my father was with me, but that was only because his father was a used car dealer through the ’30s and ’40s, and became a new Olds dealer in the ’50s, ’60s and
the ’70s. My father missed that and so when I was suddenly interested in the auto business and my grandfather passed away, my father was like, ‘hey, I always wanted to do that.’ So he messed around with me for about five years. “I have one location. “In the last few years, I’ve been filling a lot of orders, mostly 2- to 3-year-old offlease vehicles. That’s kind of my niche. I’ve been buying and selling, some with dealers, and getting cars from auction. “My automobile business has changed dramatically since 2006 when the gas prices went up, and the housing market came in, so it was either shift gears or go out of business. “Back in the ’90s we did buy-here, pay-here right on the lot. Things have changed for sure over the years in the car business. “We use Southern Auto Auction in Connecticut. It’s a nice auction, nice facility. If I’m looking for something
$ high-end, maybe just one year old, generally I’ll go down there. People step up and pay when they’re there. “Model year 2016s, ’17s and ’18 are generally where we’re at right now. Average mileage would be 20,000 to 40,000. We try to stay under that magic number of 36,000, where the buyer can still get a bumper-tobumper warranty. If there’s anything wrong, then they can take it to the dealership and they’ll fix it for free. “We definitely do more imports, the Nissans, the Hondas, the Toyotas, the off-lease stuff, whether it’s an SUV or a car. You know you can buy a 2-year-old Honda for cheaper than you can buy a 2-year-old Kia or Hyundai. “Some of the customers don’t know that, they think ‘oh, how are those Kias? I can’t really afford a Honda.’ I’m telling them, ‘you’re going to be able to afford a Honda.’ “We have an in-house mechanic, but we farm out
October 7, 2019 • 11
Compiled by Ed Fitzgerald our reconditioning. I have a two-bay garage and I rent it out to a guy because I was tired of hiring mechanics. I supplied him with the lifts, the compressor, the transmission jacks so all this guy has to do is bring his tools. “We put our cars online. We’re tied in to Carsforsale. com, Autotrader, Cars.com, and you can spend a lot of money on all those sites. But as soon as you click that button then Cargurus. com grabs it, rates it and shows the pricing, so the people come through Cargurus more than they come through Cars.com. “You can putter around the auction lot in first gear, but if you go over 20 mph the security guard is out and telling you to quit flying around the lot. In 34 years, I’ve gotten seven or eight miles down the road and it starts banging and clanging. “The last car I sold was a 2019 Honda Accord with 11,000 miles for $24,500. But I don’t have the overhead of new-car dealers.”
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12 • October 7, 2019
USED CAR NEWS
WHOLESALE MARKETS Compiled by Jeffrey Bellant LOUISIANA Steve Chiasson, owner, Greater Shreveport-Bossier Auto Auction, Shreveport, La.: “We opened in January 2007, so we’re going on 13 years. “We have four lanes, but we normally use three. We average around 400 (units per sale). “We actually could have used the four lanes at our Sept. 25 sale because we had the biggest sale we ever had. We ran 540 units and sold well over 50 percent. “So, it was a very successful sale. “We try to do a promo every week. We usually feed our dealers and feed them good stuff. “We also gave away tickets to the LSU-Florida football game at that sale. That drew a lot of interest. “This quarter has been stout for us. It was the biggest September we ever had. It was a little bit unexpected. We had a heck of an August as well. That’s also a little
unexpected. “At the Sept. 25 sale, we had almost 300 (franchise) dealer trades, which is good for us. That’s our bread-andbutter. Those sell in the mid70 percentile. “On dealer cars, we’ll sell 50/50 franchise to independents. “We usually run about 30 fleet/lease units. We have some captive stuff from banks, and we have daily rental cars from Avis, Enterprise and Budget. Those rental cars were hot on Sept. 25. “We had a bit of a drought with daily rentals (earlier in the year) because our (consignors) could not get replacement inventory. So, they had to hold on to the rental fleets a little longer. “We had 329 bid badges at that sale. “I found the market for our big stuff a little softer than normal. “Our recent sale had an average price of $7,896. “Our Internet presence has grown. We’re on Pipeline.
We usually sell between 10 and 16 percent online. My Internet manager, Hunter Coleman, has done a tremendous job. “I’ve also got great people like Jarvis Thomas, who’s been in the auction business longer than I care to mention. My son, Matthew, handles the IT and Internet stuff, along with the East Texas market. “I can’t ask for any better from my guys.”
WASHINGTON Dave Blake, general manager, DAA Seattle, Auburn, Wash.: “We’ve been in business six-and-a-half years. We have six physical lanes and one virtual lane. “Volumes are up from last year. We’re averaging 850 a week. We brought Ford on last fall and that was a big add. With Ford, you also get some turnbacks, some ARS units. “Dealer conversion rates are in the low 60s and fleet/ lease is low 80s. Those are
better than last year because we have more fleet/lease. “We draw 500 bidders for a sale. We have a 40/60 split for bidders. Forty percent are online and 60 percent are in the lanes. “We put a lot of attention into photos and CRs. We try to get a CR in everything on fleet/lease and everything on the deal side that’s 10 years or newer. If it’s older than 10 years it’s photos only. “Sales online are upwards of 25 percent and no lower than 10 percent. “We want to be flexible (with selling online, in-lane or virtual). We don’t want to force any vehicle into any (specific space). We want to be able to provide good results on any of those channels. “The market is solid, especially this time of the year. There is an increase of vehicles that are in the (wholesale) market. GSA sales are larger this time of the year and there are the turnbacks. “In the early weeks of September, the seller feels good
about the money that they’re getting and the buyer is comfortable with what they are paying. It’s a nice balance. “Volumes are 50/50 between dealer cars and fleet/ lease. “Our average price across the block is $17,000, which is up. “Our GSA sales run once a month. We had a 180-unit sale in September. Volumes will reduce (near the end of the year). “We do powersports once a month, heavy metal/equipment sales once a month and Hondas one or twice a month, based on volumes. “Powersports increases a little bit this time of the year because of campers. “I feel solid about the fall market. Every year, you’re wondering how long the fall market will last, like how close it gets to Thanksgiving. Then what will it look like during that five- to sixweek period after that until the end of the year. That can vary based on the market. But it’s strong now.”
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ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES JUNE 2019
SOURCE: BLACK BOOK
2015 MODELS Recorded 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
Sept ‘18 11,350 6,150 6,650 11,250 6,100 11,050 10,200 12,900 14,350 7,050
Mar ‘19 9,650 5,400 5,750 9,750 4,900 9,150 9,150 11,150 11,550 5,800
Sept ‘19 9,250 4,900 5,500 9,600 4,400 9,700 8,650 10,000 10,600 5,550
Sept ‘20 7,375 3,975 4,125 7,450 3,650 7,600 7,025 7,575 8,675 4,525
Sept ‘21 6,350 3,500 3,250 5,850 3,150 6,425 5,975 5,975 7,425 3,925
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
Sept ‘18 13,450 23,400 7,800 11,950 8,750 13,350 12,800 16,250 10,950 13,150
Mar ‘19 12,550 20,450 6,750 10,600 6,850 11,650 11,400 14,000 9,950 11,450
Sept ‘19 12,400 19,200 6,700 10,400 6,350 12,100 10,900 12,500 9,900 11,550
Sept ‘20 9,700 15,375 5,175 8,475 5,025 9,825 8,650 9,175 6,925 9,100
Sept ‘21 8,100 12,825 4,550 7,375 4,125 8,475 7,125 7,050 5,025 7,475
IMPORT CARS Acura TL base 4D Sedan BMW 3-Series 328i 4D Sedan BMW 7-Series 750Li 4D Sedan Honda Accord LX 4D Sedan Hyundai Sonata GLS 4D Sedan 2.4 Lexus ES 350 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 4D Sedan Nissan Altima base 4D Sedan Nissan Sentra S 4D Sedan Toyota Camry LE 4D Sedan Toyota Corolla LE 4D Sedan Volkswagen Jetta SEL 4D Sedan Nissan Altima S 4D Sedan 2.5
Sept ‘18 13,050 12,050 24,900 10,150 8,500 16,100 18,000 5,550 7,900 6,150 9,500 8,000 8,400 8,050
Mar ‘19 11,450 10,250 21,500 8,900 7,450 13,800 15,800 4,400 6,700 4,750 9,150 7,400 7,100 6,850
Sept ‘19 10,800 9,700 19,300 8,800 6,950 13,550 13,800 4,300 6,100 4,100 9,100 7,200 6,500 6,250
Sept ‘20 8,225 7,650 14,300 7,100 5,925 10,875 10,125 3,450 5,300 3,500 7,325 6,000 5,425 5,425
Sept ‘21 6,500 6,425 11,350 6,100 5,275 9,175 7,700 2,825 4,725 3,100 6,250 5,175 4,700 4,875
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
Sept ‘18 14,950 30,100 11,550 10,200 18,300 22,400 6,700 9,850 7,950 11,650 9,850 10,900 10,100 15,700
Mar ‘19 13,000 26,500 10,400 8,800 15,800 20,100 5,350 8,550 6,900 10,200 8,400 9,000 8,800 13,250
Sept ‘19 12,100 24,000 10,350 8,800 16,000 17,000 5,650 7,900 6,000 10,200 8,300 8,600 8,150 12,950
Sept ‘20 9,500 17,975 8,350 7,300 12,675 12,625 4,425 6,675 4,725 8,375 6,825 6,875 6,875 11,075
Sept ‘21 7,900 14,225 7,175 6,375 10,550 9,700 3,550 5,825 4,000 7,250 5,875 5,750 6,025 9,850
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
Sept ‘18 15,450 16,625 9,050 20,000 9,400 12,900 17,650 15,650 15,100 12,300 12,275 15,100 24,800 9,600 14,750 18,500 22,600 26,000 9,850 18,500 22,950 18,800
Mar ‘19 13,200 14,175 7,950 18,300 7,350 11,250 14,500 13,300 12,000 11,450 9,800 13,800 22,100 8,500 12,625 15,900 21,550 24,200 8,600 16,125 20,875 17,000
Sept ‘19 11,500 13,475 7,800 17,100 7,300 10,350 14,075 13,600 11,100 10,850 9,725 13,700 21,675 7,800 11,400 17,000 21,600 21,900 8,550 15,550 21,125 16,700
Sept ‘20 9,975 11,375 6,000 14,175 5,625 8,675 11,900 11,275 8,950 9,175 7,900 11,025 19,225 6,075 9,725 15,075 18,425 18,425 6,800 13,250 18,775 14,375
Sept ‘21 8,800 9,900 4,850 11,800 4,575 7,425 10,175 9,650 7,350 8,000 6,675 9,175 17,850 4,950 8,525 13,525 16,000 15,775 5,775 11,450 17,000 12,700
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
Sept ‘18 20,850 20,250 10,650 29,100 11,300 16,650 20,300 19,650 17,500 13,950 13,400 18,825 26,525 11,150 21,400 20,000 23,850 38,000 11,650 20,800 20,700 24,625
Mar ‘19 18,350 18,300 9,400 27,600 9,750 13,900 17,800 17,500 14,800 12,700 10,525 17,075 23,600 10,000 16,950 18,800 22,800 32,800 10,250 18,900 19,900 21,925
Sept ‘19 15,150 17,150 9,250 26,500 9,600 13,600 16,925 17,500 14,600 12,050 10,950 17,200 24,100 9,600 17,450 19,000 23,225 30,700 10,300 17,875 19,700 22,450
Sept ‘20 12,875 14,350 6,950 21,650 7,450 11,225 14,050 15,025 11,550 10,325 9,000 13,875 20,900 7,550 14,425 16,825 20,175 26,450 8,225 15,325 16,925 19,950
Sept ‘21 11,150 12,375 5,575 17,675 6,075 9,425 11,775 12,875 9,250 9,100 7,675 11,550 19,200 6,200 12,225 15,175 17,875 23,125 6,975 13,350 14,775 17,875
2017 MODELS Recorded 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
Sept ‘18 17,150 10,100 13,300 18,800 9,700 14,750 13,550 19,800 11,550 27,100
Mar ‘19 15,050 8,500 11,800 16,500 8,150 13,250 12,750 16,750 10,700 23,500
Sept ‘19 14,850 9,000 11,700 16,400 8,650 13,700 12,550 15,100 10,650 22,000
Sept ‘20 11,725 7,225 9,525 13,075 6,425 11,225 10,025 10,850 7,550 17,650
Sept ‘21 9,900 6,250 8,350 10,825 5,175 9,775 8,300 8,175 5,550 14,775
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
Sept ‘18 10,750 14,650 20,550 10,250 16,400 16,450 13,000 28,200 20,400
Mar ‘19 9,550 12,850 17,900 9,350 14,550 14,500 12,050 23,700 17,750
Sept ‘19 9,950 12,650 17,350 9,350 15,350 14,300 12,000 22,100 17,200
Sept ‘20 8,025 10,550 14,550 7,150 12,775 11,575 8,800 17,950 14,150
Sept ‘21 7,025 9,400 12,550 5,825 11,300 9,700 6,675 15,150 12,375
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
Sept ‘18 17,600 18,250 13,900 11,200 23,900 8,650 11,000 9,200 12,800 10,900 12,100 11,350 48,500 26,900
Mar ‘19 14,350 16,000 11,950 9,850 20,000 7,550 9,600 8,050 11,350 10,000 10,050 9,850 40,250 24,800
Sept ‘19 14,150 15,400 11,650 10,000 19,650 7,000 9,700 8,300 11,900 10,650 10,200 9,950 32,750 20,400
Sept ‘20 11,925 11,700 9,375 8,250 15,725 5,400 8,000 6,400 9,825 8,525 7,975 8,200 25,050 16,475
Sept ‘21 10,450 9,625 8,100 7,150 13,150 4,300 6,925 5,325 8,450 7,175 6,600 7,100 19,900 13,575
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
Sept ‘18 20,250 15,950 12,750 28,500 11,100 12,900 10,900 14,200 12,050 14,600 13,250 57,250 23,500 43,000
Mar ‘19 17,500 13,700 11,200 25,000 9,900 11,250 8,800 13,150 11,100 12,950 11,600 50,250 19,750 38,500
Sept ‘19 16,950 13,500 11,250 23,850 8,500 11,400 9,450 13,350 11,700 12,950 11,750 42,000 18,500 34,100
Sept ‘20 14,150 11,025 9,325 19,025 6,550 9,375 7,450 11,075 9,450 10,175 9,625 32,400 14,225 26,775
Sept ‘21 12,250 9,525 8,100 15,825 5,200 8,050 6,275 9,500 8,025 8,400 8,250 25,700 11,625 21,600
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
Sept ‘18 24,675 22,925 12,450 31,500 13,200 18,850 23,000 21,400 18,800 16,250 16,900 20,050 28,400 12,300 22,600 23,000 26,750 43,500 13,450 22,500 25,975 24,975
Mar ‘19 22,475 20,875 10,800 29,500 11,550 15,850 20,100 19,900 16,800 14,900 13,600 18,050 25,400 11,050 18,650 20,500 25,000 39,500 11,250 21,300 22,775 22,250
Sept ‘19 19,250 20,975 11,250 29,600 12,000 15,950 21,300 19,600 16,300 13,300 13,750 19,225 26,200 10,800 19,525 21,000 25,400 36,700 11,650 21,500 22,100 22,725
Sept ‘20 16,050 17,250 8,550 24,500 9,175 13,125 17,225 17,000 13,175 11,425 11,175 15,825 22,575 8,725 16,225 18,650 22,475 31,125 9,325 18,450 19,075 20,150
Sept ‘21 13,675 14,600 6,875 20,450 7,275 10,950 14,325 14,575 10,700 10,150 9,425 13,325 20,700 7,275 13,850 16,900 20,175 27,075 7,900 16,225 16,725 18,325
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
Sept ‘18 26,450 14,550 33,200 15,800 19,650 26,350 22,800 20,000 18,450 19,850 22,625 30,175 14,550 24,975 23,100 28,250 51,000 15,300 25,000 28,725 28,250 32,075
Mar ‘19 23,650 12,000 31,600 13,100 17,200 22,900 20,900 16,800 17,350 16,800 21,225 26,575 12,750 21,300 21,500 26,650 45,400 12,750 22,200 26,500 26,025 26,800
Sept ‘19 22,650 12,625 32,600 13,600 17,475 23,825 21,300 17,600 16,900 16,675 22,525 27,500 12,700 21,425 22,500 27,575 41,200 13,150 23,300 25,850 26,250 26,625
Sept ‘20 19,225 9,800 27,625 10,850 14,625 19,650 18,250 14,575 14,400 13,550 18,675 23,975 10,525 17,925 19,775 25,050 35,325 10,525 20,075 22,200 23,775 21,350
Sept ‘21 16,600 8,075 23,550 9,000 12,400 16,450 15,650 12,125 12,650 11,375 15,800 22,125 9,050 15,425 17,825 22,800 30,825 8,925 17,875 19,425 22,025 17,675
14 • October 7, 2019
USED CAR NEWS
DISCONNECTED JOTTINGS FROM I sometimes wonder if concerns over ‘the women’s movement’ are going from the sublime to the ridiculous. Don’t get me wrong; there are many instances of things gone awry that need to be put right with money or careers or even a simple apology. But as with a lot of feelgood undertakings, they grow a life of their own, even unto their own detriment and eventual demise for lack of believability, sincerity or pandering for its own sake. A good case in point for the support of a cause would be to rally for the U.S. women’s World Cup team against FIFA – the organizing committee for this worldwide association. This once corrupt organization, famous for taking bribes to award tournaments to countries around the world, sees fit to allow the men’s U.S. team to be paid 30 times more than the women. The best the men have
ever done is to get to the quarter-finals in 2002, yet the women’s team has won the tournament, not once but four times. They have brought more recognition of soccer to the U.S. than any other efforts from any source. Change needs to come soon and reward those deserving efforts. On the other hand, Hasbro, the makers of the ultimate economics game, Monopoly, have brought out a new version – Ms. Monopoly where girls or ladies earn more than their male counterparts. Upon passing “GO” girls get $240 whilst boys get the usual $200. They get more rent on owned properties. I know it’s only a game but it’s so puerile that they actually do a patronizing disservice to the cause of equality and reduce the opportunities to believe that the effort is worthwhile. As a matter of interest, the Executive Board of Hasbro has seven members.
Only one is a woman. The first steps of my career, in 1960s car dealerships, made Mad Men look like saints! The unfeeling, futile treatment of women in the workplace was uncomfortable to a sensitive neophyte who found some of the derogatory methods of management to be counterproductive and offensive, even then. Lessons learned then were later put to better use in acknowledging that we were all as capable as each other. The problem is that such matters, because of their breadth and reach, are all dealt with in generalities; a dangerous path with pitfalls at every turn. And in this litigious environment, generalities turn into universal requirements. Life ain’t like that and I, as one individual, don’t always bow to new, flimsy and whimsical conventions. For once, the French have it right; “Vive la différence” That may seem trite, even
glib these days but there’s a lot to be said for acknowledging that certain things should be recognized and celebrated within the difference of the sexes. In prehistory, the man went hunting with a spear and a club while the woman stayed to provide comfort back in the cave. Why has that always been construed as the short straw? Because he dragged her off for a little Neanderthal nookie? Good manners were probably not at the top of his
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. New Hyundai SUV
33. Green letters on the dash
5. ____ capacity (cubic measurement)
34. Light metal symbol
11. Some Hondas 13. Opel compact family car
9. ____ Cab truck
35. Luxury SUV from Porsche
10. Mini model
36. Ford Mustang ____
14. Be unwell
12. GMC model
37. State famous for auto manufacture
15. Hyundai ____ G90 18. Car ID 20. Truck weight measurement 21. Cleaned very thoroughly
39. Pathfinder and Rogue 40. Hyundai SUV
social behavior list back then, being more inclined to exact the urgency of procreation. It’s taken 100,000 years to get where we are with some habits buried deeply within our DNA. So telling me what to think, when to think it and how to think it may not provide an immediate effect. I’ll still stand for an elder or a lady who leaves or returns to a table. I’ll hold a door open or give up my seat. Some habits and good manners are still well observed.
7. Has the pink slip 8. Look ___ the hood
10 11 13
20 22 23
16. Like Ferraris and Maseratis
17. Cry for help 29
19. Bygone Dodge compact
Down 1. Classic luxury cars 22. VW SUV during the first half of the 20th century 23. Excel ___ chart 2. Remain on the 24. One in the back seat ground 26. Maserati’s parent 3. Urban throughway, company abbr. 4. Exit and entry point 29. Popular sports car, informally 5. Car in a Prince song 31. Lamborghini prod- 6. Much advertised uct truck
23. Luxury car maker from the early 20th century, one of the three Ps 25. Place for sweaters
32. Truck driver’s
home away from home
28. Porsche 718 ___
33. Celtic singer
O M N
M A 22
34. Pontiac Grand___
31. Engine connectors
for steel production
Solution to this puzzle in the 10/21/19 issue. Call 1.800.794.0760 for a FREE subscription.
38. State well-known
30. Ford sedan
Z A 25
A M 17
27. Total revenue, 2 words
U M A
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