Used Car News 10/21/2019

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October 21, 2019

DAA Northwest Wins Auction of the Year

Photo by Jeffrey Bellant ONE OF THE GUYS: Bob McConkey (center) president of the McConkey Auction Group, receives the NAAA Auction of the Year award on behalf of DAA Northwest. Luke Pidgeon (left) and Chad Bailey present the award.

By Jeffrey Bellant

Rush - Dated Material

INDIANAPOLIS – DAA Northwest Auto Auction received the National Auto Auction Association’s Auction of the Year honor during the group’s annual convention here in October.

Bob McConkey, president of the McConkey Auction Group, accepted the award from Chad Bailey, the outgoing NAAA president.

“This award goes to KCI, DAA Seattle and DAA Northwest,” McConkey said, citing all three members of the auction group.

KCI was a nominee in a prior year.

“I’m very, very proud and bold talking about how good we are at selling cars,” McConkey said. “As it relates to this, I would never ask for this recognition and kind of struggle to accept it. Because that’s not why we do it.

“Having said that, thank you very much.”

Bailey, however, praised the auction.

“Being chosen Auction of the Year out of 344 of your peers is something truly amazing and something that can never be taken away from what you do,” he said.

The winner receives a crystal cup,

$20,000 payable to the charity of its choice and will be featured in NAAA publications, along with $5,000 it received as a nominee.

Although the convention provided the official announcement of the award, earlier this year Bailey visited the staff of DAA Northwest to give them the news. A video showing the announcement and interviewing those entities the auction serves was shown at NAAA as the award was announced.

Bailey said the creation of the award was to honor auctions along with “the men and women whose devotion to others have made the

world a better place.”

He added that all the nominees “bring value and purpose to the lives of others.”

The Spokane, Wash., sale was chosen for its fundraising and volunteer efforts to address the domestic violence, abuse, homelessness, hunger, school absenteeism, achievement gap, and other issues afflicting the children of its historically impoverished community.

Four years ago, DAA Northwest made a long-term commitment to the students and staff of Sunset Elementary by “adopting” the school Continued on page 6

ONE BAD WEEK CAN BRING YOU DOWN. IT HAPPENS. We help keep business moving no matter what comes your way.

philanthropy noun phi*lan*thro*py | fe-’lan(t)-thre-pe 1 : goodwill to fellow members of the human race especially : active effort to promote human welfare 2 a : an act or gift done or made for humanitarian purposes b : an organization distributing or supported by funds set aside for humanitarian purposes Together with our customers, auto auctions across North America contribute countless dollars and thousands of hours to help make this world a better place.

We’re honored to play a part in an industry that shares this spirit of generosity.

USED CAR NEWS

October 21, 2019 • 3

Auction Exec: Stop Running Cars Through Lanes He said suggesting physical auctions are “old-fashINDIANAPOLIS – An auto ioned” is unfair, since the auction leader’s appeal for first car sold via simulcast the industry to stop running was at his independent aucBy Jeffrey Bellant

they start looking to physical auctions.

“Now what are they looking for? They’re looking for parking lots,” Barber said.

Photo by Jeffrey Bellantt CLARION CALL: Jim Hallett, KAR Global CEO and chairman, urged members of the National Auto Auction Association to stop running cars through live auction lanes for the sake of safety.

cars through physical lanes in the cause of safety drew mixed responses from other auction leaders.

KAR Global CEO Jim Hallett made his argument during a speech as he was inducted into the National Auto Auction Association’s Hall of Fame at the group’s recent annual convention here.

“That’s the challenge I want to leave you with today,” he said. “Let’s stop running cars all together. I mean that in two words: all together.”

He conceded that others wouldn’t agree with him and independents were first to push back.

NAAA President Laura Taylor addressed the issue during her inaugural address at the convention.

“Let me be clear,” she said, as Hallett sat in the audience. “The brick-and-mortar auto auctions are not going away.”

Jeff Barber, owner of State Line Auto Auction in New York, also responded during a panel discussion at the convention.

“I don’t want to come across as anti-technology,” he said. “They talk about brick-and-mortar and that’s kind of like mentioning a horse and buggy.”

tion.

“We took it and ran with it,” he said.

Barber added that once digital entities start growing,

An urban developer told Barber that several people each year approach the developer wanting to start an auto auction, so physical

auctions are still in demand.

Grace Huang of Cox Automotive – Manheim’s parent company – discussed the issue during a media event and tour of Manheim Detroit a week after the convention.

The president of Cox Automotive Inventory Solutions said Manheim continues to move in a digital direction.

“We’d love to see all the cars be transacted 100 percent digitally,” Huang said.

“That doesn’t mean that the car isn’t actually here (at the physical sale). It’s just transacted digitally.”

Huang and Hallett agreed that digital sales don’t differ from the amount a consignor gets on the physical block.

She said this is crucial for the company’s consignors.

“You get the same amount of money,” she said.

Manheim continues to invest in technology, including its Manheim Express app, which was demonstrated at the Manheim Detroit event.

Huang said digital sales continue to grow, making up about half of all Manheim sales in one form or another.

In fact, Manheim Tucson has been an all-digital sale since May. Huang said dealers are still coming to the auction

in Tucson; cars are just not running through lanes. Dealers can see vehicles in the auction’s four virtual lanes (screens) from one vantage point, so they don’t have to run back and forth between physical lanes.

By year’s end, Huang said another Manheim auction in the Western region will go all digital.

She said it will take time for Manheim to shift entirely and wouldn’t put a time frame on it.

Huang said she “would love to see it happen in five years,” but the evolution would be dependent on getting dealers comfortable with the process.

For Hallett, the safety issue has been personal – going back to his first auction.

“Not long after opening my first auction in Ottawa, Canada, an accident occurred at my auction that nearly killed my best childhood friend,” he said. “It was devastating for me personally and professionally.”

Hallett said the friend lived but is now disabled after being run over at the sale.

That incident “fueled my obsession for safety,” he said, citing the creation six years Continued on page 6

Photos by Jeffrey Bellant SAFETY: During a recent sale at Manheim Detroit, signs and guideposts warn dealers and direct foot traffic in the lanes. Employees wear yellow safety vests as another tool to keep everyone safe in the lanes.

4 • October 21, 2019

USED CAR NEWS

NEWS BRIEFS NHTSA Changes Rule

Departments of Motor Vehicles to rissa Koetsier from K2 Autos, LLC., The U.S. Department of Transpor- move toward paperless transactions. in Holland, Mich., received $1,000 from the Daryl DeVries Scholarship tation’s National Highway Traffic .

Safety Administration announced Group Honors Pioneers The Michigan Independent Auto- Akron Adds New Imaging the publication of a ‘Final Rule’ esAkron Auto Auction announced tablishing standards under which mobile Dealers Association honored states may allow for odometer dis- two of its founding members and the addition of Black Widow Impresented two $1,000 scholarships aging to its photo booth facility. closures in an electronic format.

To accommodate older vehicles, during its annual awards dinner in Equipped with Auto Scan technolthe rule will require odometer dis- St. Clair Shores, Mich. Otto Hahne, ogy and six high resolution photo closures until vehicles are 20 years who won National Quality Dealer of capture points, Black Widow will old, beginning with the 2010 model the Year Award in June, emceed the allow each auction vehicle to be year. Current law does not require event. The group celebrated Mau- completely photographed from start odometer disclosure with the trans- rice VanCoillie of Van’s Used Cars, to finish in under five seconds, imfer of vehicles at least 10 model years also based in St. Clair Shores. Van- proving both picture quality and efold. Due to the current average ve- Coillie, 94, was honored with a rec- ficiency.

“The time-consuming process of hicle age of almost 12 years, an in- ognition trophy from the Michigan IADA and the National Independent gathering photos of over 1,000 plus creasingly large proportion of the fleet is subject to a heightened risk Automobile Dealers Association for vehicles a week has been an area we his 72 years in the business. In addi- have been looking to improve.” said of odometer fraud.

Odometer fraud is a federal crime tion, he received an award from the Kalee Robinson, photo manager.

“With Black Widow, we expect and NHTSA has required sellers local historical commission for his to not only drastically cut down to disclose vehicle odometer read- history in the community.

Hahne also held an honorary toast the amount of hours required for ings at the time of sale for decades.

However, most vehicle transfers for Sam Lafata, who died earlier this picture-taking out on the lot, but it have been subject to a requirement year. The former auction owner was will also enable us to take more conthat odometer disclosures be made celebrated by the association for sistent, higher quality photos each in a paper format with handwritten working with VanCoillie to establish time that will greatly benefit both names and wet ink signatures. This the Michigan IADA. The associa- buyers and sellers on sale day.”

In addition to providing exterior rule removes the paper requirement tion presented scholarships to two by allowing for electronic disclosure students, who are daughters of as- imaging, Black Widow will also systems that have robust security sociation members. Samantha Toia equip online buyers with a complete and authentication. By removing the from Grimaldi Auto Sales in War- 360-degree interior view of every paper documentation requirement, ren, Mich., received $1,000 from the vehicle that will be running through the rule opens the door for state Ray Ketelhut Scholarship and Ma- the lanes.

Dealer Faces EEOC Suit The Department of Justice filed a lawsuit alleging that Guaranteed Auto Sales, a Glen Burnie, Md., used car dealership, along with its owner and manager, Kelly Ann West and Robert Chesgreen, violated the federal Equal Credit Opportunity Act by offering different terms of credit based on race to those seeking to purchase and finance used cars.

The lawsuit is based on the results of testing conducted by the department’s Fair Housing Testing Program, in which individuals pose as prospective car buyers to gather information about possible discriminatory practices.

The complaint alleges that defendants engaged in a pattern or practice of discrimination by offering less favorable auto loan terms to black testers than white testers. It also alleges that black testers needed larger down payments than white testers.

PAGE 14

Published By General Media LLC USED CAR NEWS (ISSN 1555-7413) is published at 24114 Harper, St. Clair Shores, MI 48080 Phone: 586-772-5200 or 800-794-0760 Fax: 586-772-9400 www.usedcarnews.com Charles M. Thomas - Founder (1947-2002) Lynda R. Thomas, Publisher Colleen Fitzgerald, General Manager Editorial: Jeffrey Bellant, News Editor Ed Fitzgerald, Staff Writer

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USED CAR NEWS

October 21, 2019 • 5

Industry Leaders Honored with NAAA Awards

By Jeffrey Bellant

INDIANAPOLIS – Hall of Famers, a pioneer and a president were honored during the National Auto Auction Association’s Annual Convention & Expo here in October.

Jeff Barber, president and owner of State Line Auto Auction in Waverly, N.Y., received the Pioneer Award, given to an individual who explores new territory, tests a theory or creates a new product.

Barber’s auction is credited with being the “birthplace of simulcast,” said Chad Bailey, NAAA past president.

In October 1995, State Line, the largest independent auto auction in New York State, hosted a closed GM simulcast sale, offering 400 vehicles and selling them all.

More than a dozen dealers bid remotely. Forty-five vehicles were purchased through satellite dishes at those GM dealerships.

Barber, a founding member of ServNet, credited his father, a lifetime entrepreneur, for instilling that same spirit within him.

He said his dad started businesses including tourist cabins, a miniature golf course and making ice cream, before opening State Line.

“If you look up ‘entrepreneur’ in a

Photo by Jeffrey Bellant A CUT ABOVE: State Line Auto Auction owner Jeff Barber (right) receives the NAAA Pioneer award from Chad Bailey during the association’s annual convention in Indianapolis.

dictionary, nobody would ever beat my dad,” he said. “I don’t normally get choked up, but I wish he was here to see this tonight. I learned so much from him.”

Two new members earned the NAAA Hall of Fame honor: Ellie Johnson, a NAAA past president and general manager of Manheim Statesville; and Jim Hallett, chairman and CEO of KAR Global.

Mike Browning of Manheim San Antonio introduced Johnson, daughter of the late Kenneth

Aycock, founder of Aycock Auto Auction (Manheim North Carolina).

Browning said Johnson was instrumental in launching a safety awareness and accident-prevention program at NAAA. Johnson said when she was little, her dad worked the auctioneering circuit so much, that she would beg to go to work with him.

“So, when I was five years old, I got to go to what is now Manheim Fredericksburg,” she said. “That

was, without a doubt, the best experience I ever had, being able to go with my dad to an auto auction.”

Johnson said she is now fortunate to have her daughter working with her at auction.

“The thing about the auction industry is that we are all family,” she said.

“It’s such a great pleasure to see our children and our youth come up in our industry.”

Hallett was presented with his honor during a luncheon, where he was introduced by KAR Global President Peter Kelly.

Hallett summed up his gratitude for a career spanning four decades.

“To every employee I’ve ever worked with, I say, ‘Thank you.’

To every customer I’ve ever had the opportunity to represent, I say, ‘Thank you.’ To all my competitors, who caused me to rise early and go to bed late, I say, ‘Thank you. You’ve made me better,’” Hallett said.

The convention closed with NAAA President Laura Taylor taking the gavel from Bailey and receiving the president’s ring presented by Black Book’s Jared Kalfus.

“I’m deeply honored, humbled and most of all proud to be in your presence and share this moment,” she said.

6 • October 21, 2019

USED CAR NEWS

Top Auction – Continued from page 1

Expanding Horizons At CARS Recon, we believe the sky’s the limit. With sixteen years in the auto reconditioning industry, we’ve grown from 12 to more than 700 full time employees at 41 shops in 32 locations throughout 18 states across the United States. In all that we do, we strive to be better today than we were yesterday and better tomorrow than we are today. How can we grow together?

located just two miles from its site.

More than 200 auction employees voluntarily participate in a payroll deduction plan to provide students with healthy weekend snacks through the “Bite2Go” program, with a company match for all contributions.

“We have the vast majority of our staff contributing a portion of their paychecks to a school that we have adopted,” McConkey said, citing the school as one of the poorer schools in the area.

The auction also purchased a van that employees use every Friday to deliver an average of 150 Bite2Go packages that other staff volunteers made at Second Harvest Food Bank.

DAA team members donate their time to PrimeTime Mentoring, an accredited mentoring program, where they spend lunch hours once a week with students and have purchased items like board games, yoyos and craft projects to do with the children. They also regularly take lunch and home-baked treats to the school staff as a thank you for their

dedication to education.

Every November in conjunction with DAA’s annual Anniversary Sale the auction hosts a dinner and fundraiser auction that has contributed a total of more than $1.8 million to various local nonprofits, including the Vanessa Behan Crisis Nursery and Union Gospel Mission.

“It doesn’t take much to read in the New Testament about what we’re called to do, which is supporting widows and orphans – those that can’t stand on their own,” McConkey said.

“That’s really what drives us.”

This year, the auction made contributions to numerous other organizations. DAA Northwest, the Western Chapter nominee, was one of four Auction of the Year finalists.

Each of the three other nominees – ADESA Boston from the Eastern Chapter, Columbus Fair Auto Auction from the Midwest and Louisiana’s 1st Choice from the Southern Chapter– received a crystal cup and $5,000 for the charity of their choice.

Stop Running – Continued from page 3 ONLINE | IN THE LANE

We Only Sell Service...

“

Since I have been attending this auction in person, I could not be more pleased. The staff are all extremely helpful and friendly and truly care about creating a positive buying experience.

I highly recommend this sale to anyone.

- Josh Howard Ron Marhofer Hyundai

”

ago of the Safe T. Sam program that has helped lower the injury rate at his sales.

More than 80 percent of NAAA members have now been certified in the program.

To make his point, Hallett cited the salvage industry, where cars are sold without moving them through the lanes.

“Moving cars isn’t a necessity,” he said. “It’s really just a habit and one we need to break.”

More than 54 percent of KAR vehicles last year were sold through online methods, Hallett said, adding that KAR has 10 commercial consignors, one fleet and one dealer group that don’t run cars across the block.

Safety has always been an indus-

try issue, but an accident in Boston at the former Lynnway Auto Auction in 2017 – which left five people dead – put a bigger spotlight on it.

Hallett said the industry should take the lead on the issue, before lawmakers do it for them.

“I know there are people in the industry and in the room who don’t share my opinion,” he said.“However, I believe if we don’t do it ourselves, it’s only a matter of time before it gets legislated and (we’ll) be told to do it.

“Then we will have no choice.”

Later that day, during a tour of the new offices of KAR Global in nearby Carmel, Ind., Hallett was asked when ADESA might have an all-digital sale.

“I hope it’s soon,” he said.

8 • October 21, 2019

RETAIL MARKETS ARIZONA Aubrey Strickstein, owner, Right Choice Automotive, Phoenix: “We’ve been in business 12 years, all at the same location. My brother and I started it as a family business. Steven and I are from the Motor City. I’m a classic car collector and have sold a lot of muscle cars over the years. I sell cars at Barrett Jackson and other classic car venues.

“We are active in local charities. I’m the president of the Arizona Independent Car Dealers Association.

Steven has worked in many different areas of the dealership world from sales to management over the past 29 years.

“We keep about 50 vehicles in inventory. We sell between 20 and 30 a month.

We get vehicles from auctions, for the most part.

Now we’re starting to get into the online auctions. But I do not see it ever happening that it will all be done online. I think the auctions

are pretty safe.

“We will sell cars at auction as a way of liquidating them, or if the recon costs are out of our range. I go to Manheim and ADESA, Metro Auto Auctions and Dealers Auto Auction. We have a pretty solid auction environment here. We use OVE.com if we’re trying to find something high-end for a customer. Recently we’ve been using Stockwave.

“We’re a traditional store, not buy-here, pay-here.

We’re a CUDL approved store. Most of our business goes through credit unions and the CUDL system. We do some subprime.

“Our average down payment is $1,500. The average term length is 36 to 48 months.

“Average model year is 2010 to 2014. The average mileage is 90,000 to 120,000.

“We are 90 percent cars.

There are a lot of truck dealers in our market so we don’t try to compete against them.

“We are about 50-50 when it comes to imports and domestics.

“We average about $600 a car in reconditioning. It’s a combination, we have an in-house mechanic and we outsource some stuff.

“We advertise everywhere, all online.

“We’re up about 20 percent from last year. It’s been raining a little more than usual, kind of monsoon-y for the last couple of months.

“I just delivered a 2004 Buick Park Avenue, about 15 minutes ago. It was a $5,000 car.”

SOUTH DAKOTA Mark Goodrich, owner, Goodrich Motors, Spearfish, S.D.: “I’ve been in business 43 years. I’m learning every day. At this dealership, Goodrich, I’ve been the owner for 14 years. I ran a Ford dealership for six years and a Chevy dealership for nine years prior to that..

“I usually keep about 40 vehicles in inventory. We’re retailing about 30 a month.

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$ “We buy product locally if we can off the street, we do some auction purchases, our main goal is to get the trade-ins. Those are three sources: trade, purchase and auction.

“Our average model year, I’ve got used ‘19s, I would say the average year would be ’15. Average mileage probably 60,000 miles.

“We’re primarily domestic, although the percentage of imports is probably 25 percent, I would guess.

“About $190 is our average reconditioning cost.

We sub it out. We try to buy stuff that doesn’t need a lot of reconditioning, our expense usually comes from the trade – there are things that need to be done to that.

The mechanic I go to has his own shop and I hired him in the car business when I ran the Chevrolet dealership so I trust him.

“We do a mix of online, radio and newspaper advertising. And social media, we have a great website.

“In the last hour and a

$

USED CAR NEWS

Compiled by Ed Fitzgerald half, I sold a ’13 F-150 Super Crew 4WD. It had 64,000 miles and we sold it for $21,900.

“Last year was a record year for us. I’d say we’re going to be very close (to matching that).

“Weather is something that you deal with. We have a blizzard about to hit in the next three hours (Oct. 9). We have a couple feet of snow forecast.

“We take pride in being a family-owned and operated business. We specialize in affordable pre-owned cars, trucks, vans, SUVs and crossovers for any budget.

We will not buy a vehicle online or sight unseen, we will personally inspect every single vehicle before we buy it.

“We say that at Goodrich Motors you always talk to the owners and never the sales people. Customers don’t get ‘turned over’ to multiple people during the sales transaction and you won’t feel pressured to make a purchase.”

10 • October 21, 2019

USED CAR NEWS

WHOLESALE MARKETS Compiled by Jeffrey Bellant FLORIDA Nathan Simonson, general manager, America’s Auto Auction – Pensacola, Pensacola, Fla.: “We have four lanes active all the time. We had a fivelane facility that we (modified) to add a new recon facility.

“We run 350 to 400 per sale. It’s steady. We’ve had some growth over the years with national clients. When I started here, they were predominately dealer-based, but my forte has always been on the national side.

“We’re probably about 30 percent on the lease and repo side. We’re running Consumer Portfolio Services, Chase Auto Finance and BB&T Bank.

“In the lease and repo, we’ll run 100 to 150 every week. Our staff really pushes to certify all those cars.

About 30 percent of those are NAAA seller-certified.

For CPS cars that don’t hit that criteria, we’ll offer a three-day guarantee on the motor and transmission.

We are also doing a lot more business on the new-car dealer side.

“We’ve been averaging 65 to 70 percent sales rate. So, it’s been pretty strong.

“We do really good with GM products.

“Our core on the national side seems to be a lot of Nissans and Hyundais, – that two-year-old car. That’s always going to sell.

“We usually have between 300 and 320 dealers in the lanes. That’s the steady number.

“We do an in-op sale before the regular sale. We usually run between 30 and 40. We’ll have our video sale (for in-ops) near where the cars are actually staged.

You can see the cars lined up while you’re bidding.

“For online sales, we’re with Edge Pipeline. When I started here, one of my first deals was to get with Edge Pipeline. Once we did that, we’ve seen tremendous growth on the online side for our dealers. Auction Edge has a program called Edge

Assist, which is a virtual assistant. It’s like an online coordinator. It’s really accessible to the dealers if they have any issues.

“On the national client side, we’re probably selling 10 percent on the line.

“On those national accounts, the average price across the block overall is $6,000 to $8,000.

“With retentions, it’s been the best year for us.”

IDAHO Britney Egbert, business development, Dealers Auto Auction of Idaho, Nampa, Idaho: “We opened in April 2001.

“Technically, we have four physical lanes, but we have double blocks. This time of year, we run four to five lanes.

“I think on average we’re running about 400 cars per week.

“Our sales percentages have gone up from this time last year. It was in the 55 to 59 percent range. We’re almost up in the 70s at this

time. That’s good because if you run them across the block, you definitely want to sell them.

“We draw about 200 dealers in-lane and 50 online every week.

“We use the AWG platform but we’re also an Edge customer, so we use Pipeline. I don’t remember how long we’ve been on Pipeline, but I’ve definitely seen an increase in dealers, especially with AuctionACCESS. We’re registering a lot more dealers across the country.

“One time we sold a car to a dealership in South Korea.

I don’t know if the car actually went there, but the dealership was based in South Korea. It’s crazy how far away some of these dealerships are logging in from.

“It seems like there’s kind of been a positive vibe (in the lanes). The guys are in here. They’re running cars and they’re getting stuff bought. It seems so far to be doing good. We haven’t hit that winter market.

“Typically, we carry 60

percent dealer (consignment) and 40 percent fleet.

That (mix) hasn‘t changed.

As our numbers have gone up, it’s been the same (mix).

“We just picked up Element. We also run cars for Emkay, ARI, LeasePlan and a (regional consignor) Reliable Credit.

“The average price coming across the block is between $6,000 and $8,000.

“We also sell for GSA Idaho, Alaska, Guam and Hawaii. The consignment depends on (the source). We get more pickups from Alaska. It feels like GSA Hawaii is almost all Malibus and some of the passenger vans.

In those places, the cars stay over there, we just facilitate the sales.

‘We’re going to have a GSA Idaho sale on Oct. 23 and it’s going to be about 125 vehicles. Alaska, Hawaii and Guam are anywhere between 25 and 85 units.

“Right now, guys are still optimistic. So, it’s an overall positive outlook going forward.”

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

November 2019

Chase High Lines, featuring: 1 1

ADESA Boston November 1, 8, 15, 22

ADESA Salt Lake November 12, 26 801-322-1234

Manheim New Jersey November 13, 27 609-298-3400

ADESA Boston November 22 508-626-7000

Manheim Dallas November 19 877-860-1651

Manheim Palm Beach November 27 561-790-1200

ADESA Brasher’s November 12

ADESA Tulsa November 8 918-437-9044

Manheim New Orleans November 27 985-643-2061

ADESA Golden Gate November 5 209-839-8000

Manheim Milwaukee November 13 262-835-4436

Manheim Pennsylvania November 7, 21 800-822-2886

ADESA Charlotte November 7, 21

ADESA Washington DC November 13 703-996-1100

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

Manheim Atlanta November 6 404-762-9211

Manheim Nashville November 20 877-386-5004

Manheim Riverside November 14 951-689-6000

ADESA Chicago November 15

Columbus Fair AA November 20, 27 614-497-2000

Manheim Palm Beach November 27 561-790-1200

ADESA Cincinnati/Dayton November 19

Manheim Atlanta November 6, 7, 21 404-762-9211

Manheim Pennsylvania November 7, 8, 21, 22 800-822-2886

ADESA Golden Gate November 5, 19

Manheim Dallas November 13, 19, 27 877-860-1651

Manheim Phoenix November 7, 14, 21, 26, 27 623-907-7000

ADESA Houston November 6, 20

Manheim Denver November 13 800-822-1177

Manheim Pittsburgh November 13 724-452-5555

ADESA Indianapolis November 5, 19

Manheim Detroit November 7, 21 734-654-7100

Manheim Riverside November 12, 14, 26 951-689-6000

ADESA Jacksonville November 7

Manheim Fredericksburg November 14 540-368-3400

Manheim Seattle November 6, 20 206-762-1600

ADESA Kansas City November 5, 19

Manheim Milwaukee November 13, 27 262-835-4436

Manheim Southern California November 7, 21 909-822-2261

ADESA Lexington November 7

Manheim Minneapolis November 6 763-425-7653

Manheim Tampa November 7, 14, 21 800-622-7292

ADESA New Jersey November 7, 21

Manheim Nashville November 13, 20, 26 877-386-5004

Southern AA November 13 860-292-7500

2

ADESA Boston November 15 508-626-7000

Manheim Atlanta November 7 404-762-9211

Manheim Orlando November 5, 19 800-337-8491

ADESA Charlotte November 7 704-587-7653

Manheim Dallas November 13 877-860-1651

Manheim Pennsylvania November 8, 22 800-822-2886

ADESA Chicago November 15 847-551-2151

Manheim Detroit November 21 734-654-7100

Manheim Pittsburgh November 13 724-452-5555

ADESA Golden Gate November 19 290-839-8000

Manheim Fredericksburg November 14 540-368-3400

Manheim Riverside November 12, 26 951-689-6000

ADESA Houston November 6 281-580-1800

Manheim Nashville November 13 877-386-5004

Manheim Seattle November 6 206-762-1600

Columbus Fair AA November 27 614-497-2000

Manheim New Jersey November 13, 27 609-298-3400

Manheim Tampa November 14 800-622-7292

3

Chase High Lines, featuring:

4

ADESA Boston November 1, 15 508-626-7000

Manheim Fredericksburg November 14 540-368-3400

Manheim Pittsburgh November 13 724-452-5555

ADESA Salt Lake November 12, 26 801-322-1234

Manheim NewJersey November 27 609-298-3400

Manheim Seattle November 6 206-762-1600

ADESA Boston November 22 508-626-7000

Manheim Dallas November 19 877-860-1651

Manheim Palm Beach November 27 561-790-1200

ADESA Golden Gate November 5 209-839-8000

Manheim Milwaukee November 13 262-835-4436

Manheim Pennsylvania November 7, 21 800-822-2886

Columbus Fair AA November 20 614-497-2000

Manheim Orlando November 12 800-337-8491

Manheim Southern CA November 21 909-822-2261

Manheim Atlanta November 6 404-762-9211

Manheim Nashville November 20 877-386-5004

Manheim Riverside November 14 951-689-6000

Manheim Denver November 13 800-822-1177

Manheim Pennsylvania November 22 800-822-2886

Southern AA November 13 860-292-7500

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. ©2019 JPMorgan Chase Bank, N.A. Member FDIC (19-0011) 11/19

ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES OCTOBER 2019

SOURCE: BLACK BOOK

2014 MODELS

2015 MODELS Recorded Figures

Recorded Figures

Projected Figures

Projected Figures

DOMESTIC CARS uick LaCrosse Leather 4D Sedan FWD Chevrolet Cruze LS 4D Sedan Chrysler 200 Touring 4D Sedan Ford Focus SE 4D Sedan Ford Taurus SEL 4D Sedan Lincoln MKS 4D Sedan Chrysler 300 4D Sedan Ford Mustang 2D Coupe Cadillac CTS 3.6 2D Coupe Chevrolet Impala Limited LS 4D Sedan

Oct ‘18 11,550 6,150 6,600 5,950 10,200 12,850 11,250 11,100 14,400 7,200

Apr ‘19 9,800 5,500 5,650 4,800 8,950 10,800 9,900 9,500 11,350 5,800

Oct ‘19 9,100 4,700 5,400 4,400 8,550 9,900 9,700 9,550 10,150 5,400

Oct ‘20 7,400 3,900 4,075 3,600 6,925 7,425 7,450 7,625 8,575 4,475

Oct ‘21 6,325 3,375 3,200 3,075 5,850 5,850 5,900 6,350 7,300 3,825

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

Oct ‘18 13,650 23,200 7,850 12,000 9,000 12,950 16,400 13,400 10,950 13,350

Apr ‘19 12,900 19,850 6,650 10,400 6,550 11,400 13,500 11,950 9,950 11,850

Oct ‘19 12,150 18,600 6,300 10,200 6,150 10,800 12,650 12,000 9,750 11,400

Oct ‘20 9,675 15,200 5,225 8,400 4,875 8,525 9,150 9,825 6,850 9,250

Oct ‘21 8,050 12,625 4,475 7,150 4,000 7,000 7,000 8,350 4,925 7,525

IMPORT CARS 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 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 TL 4D Sedan Nissan Altima 4D Sedan

Oct ‘18 12,000 24,750 10,100 8,450 16,100 18,000 5,350 6,000 9,350 7,900 8,250 8,000 12,650 7,850

Apr ‘19 9,750 20,750 9,050 7,350 13,400 15,500 4,300 4,750 9,200 7,400 7,000 7,000 11,400 6,850

Oct ‘19 9,550 19,300 8,750 6,950 13,350 12,800 4,450 4,150 8,950 7,300 6,450 6,250 10,450 6,100

Oct ‘20 7,650 14,475 7,125 5,775 10,950 9,625 3,375 3,475 7,300 6,000 5,300 5,375 8,025 5,225

Oct ‘21 6,350 11,350 6,025 4,950 9,125 7,350 2,750 3,025 6,175 5,150 4,575 4,775 6,325 4,625

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 4D Luxury Sedan Mercedes-Benz E Class E350 4D Luxury Sedan Mitsubishi Lancer ES 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 Nissan Altima 4D Sedan Acura TLX Base 3.5L 4D Sdn

Oct ‘18 15,250 30,000 11,550 10,150 18,300 22,400 6,700 8,100 11,700 10,000 10,600 10,100 9,850 15,850

Apr ‘19 12,250 26,250 10,350 8,900 15,400 19,800 5,550 7,000 10,200 8,350 8,950 9,000 8,750 13,050

Oct ‘19 11,900 24,000 10,250 8,700 15,800 16,000 5,650 6,050 10,050 8,350 8,600 8,000 7,750 12,900

Oct ‘20 9,400 18,100 8,325 7,125 12,750 12,125 4,325 4,675 8,350 6,850 6,775 6,825 6,600 11,025

Oct ‘21 7,750 14,150 7,050 6,000 10,500 9,325 3,450 3,900 7,175 5,850 5,600 5,925 5,725 9,750

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 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 Cadillac Escalade 4D SUV RWD

Oct ‘18 15,350 16,300 9,200 19,500 9,300 12,500 17,550 15,700 15,200 12,400 12,275 15,200 24,750 9,650 14,775 18,300 23,100 9,850 18,200 22,850 18,700 25,800

Apr ‘19 12,700 14,075 7,900 19,000 7,300 10,800 14,700 13,500 11,600 11,300 10,200 13,900 21,900 8,400 12,600 15,700 21,550 8,200 15,875 20,775 16,700 23,900

Oct ‘19 11,250 13,275 7,700 17,100 7,300 10,100 13,600 13,500 11,100 10,750 9,575 13,250 21,675 7,700 10,475 16,700 21,700 8,350 14,875 20,825 16,500 21,500

Oct ‘20 9,925 11,350 6,000 13,825 5,525 8,475 11,700 11,525 8,950 9,175 8,000 10,825 19,250 6,100 9,475 15,125 18,375 6,900 12,925 18,825 14,525 18,375

Oct ‘21 8,750 9,825 4,775 11,500 4,450 7,175 10,025 9,925 7,300 7,950 6,675 8,950 17,675 4,950 8,350 13,400 15,775 5,925 11,225 17,000 12,875 15,750

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 Ford Escape SE 4D SUV FWD Honda Pilot EX-L 4D SUV w/RES Chevrolet Silverado 1500 LT Double Cab Cadillac Escalade 4D SUV RWD Toyota Tacoma Double Cab 4X4 V6

Oct ‘18 20,650 20,300 10,800 28,800 11,700 16,500 20,900 19,950 17,700 14,050 13,225 18,825 26,500 11,200 21,425 20,500 24,450 11,650 20,825 21,200 37,800 24,600

Apr ‘19 17,750 17,900 9,200 26,500 9,700 13,500 17,400 17,400 14,400 12,650 11,200 16,575 23,700 9,950 17,025 18,600 23,000 9,850 18,525 19,200 32,600 21,975

Oct ‘19 15,000 17,050 9,250 25,900 9,400 13,525 16,225 17,200 14,600 11,900 11,625 16,600 24,100 9,550 17,175 18,800 23,425 10,050 17,675 19,600 30,000 22,150

Oct ‘20 12,875 14,375 7,050 20,950 7,350 11,100 13,825 14,875 11,575 10,300 9,550 13,625 21,150 7,625 14,425 16,900 20,150 8,300 15,375 17,100 26,200 19,825

Oct ‘21 11,125 12,325 5,525 17,100 5,950 9,175 11,600 12,800 9,175 9,025 7,950 11,250 19,175 6,200 12,250 15,050 17,650 7,125 13,375 15,000 22,950 17,750

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 Taurus SEL 4D Sedan Lincoln MKS 4D Sedan Chrysler 200 S 4D Sedan Ford Mustang 2D Coupe Cadillac CTS Premium 4D Sedan RWD 3.6L

Oct ‘18 17,350 10,150 13,350 18,600 9,700 13,750 19,700 11,700 14,550 27,000

Apr ‘19 14,750 8,700 11,550 15,950 8,050 12,600 16,000 10,700 13,500 22,900

Oct ‘19 14,750 8,800 11,600 16,150 8,450 12,600 15,400 10,500 13,550 21,200

Oct ‘20 11,850 7,300 9,525 13,275 6,475 9,950 10,875 7,475 11,225 17,525

Oct ‘21 9,900 6,175 8,125 10,975 5,175 8,200 8,125 5,450 9,600 14,575

DOMESTIC CARS Chevrolet Cruze LS 4D Sedan Chevrolet Impala LS 4D Sedan Chrysler 300 S 4D Sedan V6 Ford Focus SE 4D Sedan Ford Taurus SEL 4D Sedan Chrysler 200 S 4D Sedan Cadillac CTS Luxury 4D Sedan RWD 3.6L Ford Mustang 2D Coupe Buick LaCrosse Essence 4D Sedan FWD

Oct ‘18 11,050 14,400 20,600 10,600 16,300 13,150 27,900 16,200 20,700

Apr ‘19 9,300 12,600 17,350 9,500 14,150 12,050 23,500 15,000 17,950

Oct ‘19 9,650 12,500 17,350 9,300 14,400 11,850 21,300 15,100 17,150

Oct ‘20 8,025 10,550 14,650 7,200 11,525 8,725 17,800 12,775 14,350

Oct ‘21 6,850 9,150 12,550 5,800 9,575 6,575 14,925 11,100 12,425

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 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 Nissan Altima 4D Sedan

Oct ‘18 17,750 18,500 13,850 11,150 23,500 8,650 9,350 13,100 11,250 12,050 11,250 48,000 27,100 10,900

Apr ‘19 14,050 15,250 11,750 9,950 19,500 7,600 8,000 11,550 10,050 10,000 10,200 39,000 24,300 9,950

Oct ‘19 14,100 15,650 11,450 9,850 19,450 7,200 8,450 11,650 10,650 10,350 9,900 32,250 20,200 9,650

Oct ‘20 11,875 11,975 9,375 8,050 15,825 5,375 6,475 9,700 8,575 8,100 8,300 24,900 16,100 8,100

Oct ‘21 10,325 9,700 7,975 6,750 13,100 4,250 5,275 8,300 7,175 6,600 7,100 19,600 13,475 6,900

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 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 Nissan Altima 4D Sedan BMW 3-Series 330i 4D Sedan Mercedes-Benz E-Class E400 2D Cabriolet

Oct ‘18 20,400 15,950 12,700 28,100 11,100 10,900 14,300 12,350 15,150 13,100 56,750 12,750 23,500 43,200

Apr ‘19 17,200 13,600 11,350 24,500 9,900 9,000 13,100 11,100 13,000 11,850 48,750 11,500 19,250 38,000

Oct ‘19 16,900 13,400 11,200 23,650 8,750 9,600 13,200 11,600 13,100 11,600 41,250 11,250 18,500 32,800

Oct ‘20 14,100 10,975 9,150 19,125 6,525 7,475 10,975 9,400 10,225 9,650 32,150 9,400 14,325 26,525

Oct ‘21 12,125 9,350 7,675 15,725 5,150 6,175 9,375 7,925 8,300 8,200 25,275 8,000 11,575 21,675

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 Ford Escape SE 4D SUV FWD Chevrolet Silverado 1500 LT Double Cab Honda Pilot EX-L 4D SUV FWD w/RES Cadillac Escalade 4D SUV RWD Toyota Tacoma SR5 Double Cab V6

Oct ‘18 24,475 22,925 12,500 32,200 13,000 18,850 23,700 21,800 19,000 16,350 16,800 20,000 28,375 12,350 22,725 22,500 27,650 13,450 22,700 25,750 43,300 24,875

Apr ‘19 21,675 20,675 10,600 29,200 11,800 15,650 20,100 20,200 15,500 14,550 13,975 18,650 25,525 11,200 19,000 20,400 25,100 11,150 21,000 22,275 38,200 22,100

Oct ‘19 19,250 20,875 11,150 29,700 11,500 15,875 21,100 19,500 16,300 13,150 14,275 19,125 26,200 10,750 19,500 20,800 25,300 11,550 21,600 21,450 36,200 22,600

Oct ‘20 16,050 17,350 8,650 24,450 9,000 13,025 17,250 16,825 13,200 11,425 11,800 15,850 22,900 8,775 16,425 18,700 22,300 9,550 18,975 18,825 31,475 20,325

Oct ‘21 13,650 14,600 6,800 20,250 7,075 10,700 14,275 14,500 10,600 10,075 9,750 13,175 20,725 7,250 14,000 16,775 19,825 8,150 16,700 16,550 27,275 18,425

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 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 Escalade 4D SUV RWD Cadillac XT5 Luxury 4D SUV AWD

Oct ‘18 26,350 14,450 34,200 16,000 19,650 26,850 22,300 20,100 18,550 19,800 23,625 30,150 14,600 25,125 23,500 29,350 15,200 24,000 28,900 28,075 51,000 31,425

Apr ‘19 23,350 11,850 32,800 13,500 16,900 23,100 21,200 16,500 17,750 16,875 21,225 26,800 12,800 21,325 21,300 27,150 12,550 21,500 26,100 25,875 43,500 26,600

Oct ‘19 22,150 12,625 32,600 13,400 17,575 23,825 20,500 17,800 16,750 16,375 22,625 27,500 12,650 21,025 21,800 27,275 13,000 22,800 25,450 25,925 40,500 25,950

Oct ‘20 19,075 9,950 27,600 10,650 14,600 19,650 18,375 14,750 14,325 13,500 18,700 24,200 10,625 17,900 19,825 24,650 10,750 20,500 22,175 23,825 35,000 21,175

Oct ‘21 16,475 8,025 23,350 8,750 12,150 16,375 15,925 12,100 12,500 11,250 15,625 22,025 9,050 15,425 17,675 22,250 9,175 18,275 19,400 22,025 30,600 17,750

14 • October 21, 2019

USED CAR NEWS

DISCONNECTED JOTTINGS FROM The National Auto Auction Association held its first stand-alone convention in a number of years in Indianapolis just recently. Of late, it’s shared its presence with numerous other used vehicle sales interests from retail, financing, wholesale as well as by those involved as industry users, like lessors and other consignors.

Many in the association felt that some of the singular concerns and business of the auction industry had become somewhat diluted and perhaps overshadowed as part of a larger group.

I’m assuming that, in pure financial terms, it was a risky undertaking but judging by the attendance and amount of sponsors and underwriters, then things went rather well.

While they’ve had years of practice, it must be said that Frank Hackett, NAAA’s CEO, ably assisted by his wonderful staff, make the event as smooth as silk, working feverishly behind the scenes but accessible at the drop

TONY MOORBY

of a hat. A shoutout to Beth, Laurie, Tricia and Ana being well deserved.

Chad Bailey, a natural showman and independent auction owner, hosted the event as this year’s President. His passion for people and the industry was on show for all to see as he boasted the capabilities of his fellow members and the association, at large.

You’ll read of all the awards and acknowledgements in these pages but one was very dear to me; Ellie Johnson was inducted into the Hall of Fame. We worked together back in the nineties as she followed her wonderful dad into the business and grew to be a pillar of the industry and the association.

She gives back in so many ways it’s impossible to include them all in this space.

Knowing people like her is one of the privileges of being involved in NAAA. The Association has developed a plan to attract new staff to the auction industry, especially in vehicle mechanics and bodywork skills.

Auto Auction Jobs Now,a nationwide undertaking in alliance with CARS Recon and the NADA is starting to look really promising with systems in place to track progress of the plan.

The occasion prompted a fair amount of looking back (often as a way to plot a course for the future), learning how to take advantage of all the ways to remarket ve-

hicles for today’s demanding audiences. Perennial discussions over the pros and cons of bricks and mortar and Internet auctions underscored the value of both, in the end.

There’s no getting away from the fact that socializing glues relationships and some serious elbow exercises ensured that connections were made and kept. Indy’s local economy benefitted greatly from the travel and entertainment budgets of attendees. St. Elmo’s and Tony’s steak houses got a workout with some sinuses

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. Rolls Royce model

26. House vote 27. Tramonto makers

5. Honda rival

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being cleared by St. Elmo’s cocktail horseradish sauce!

Of course, no one outdoes Black Book at their reception for the size and quantity of their shrimp spread.

The hotel did a pretty good job with steaks too; we had a Fred Flintstone sized strip – for lunch! At my age that means hibernation, never mind a nap. All the hospitality was worthy of the midwest – large helpings of everything from food to friendship. Even some of the Wolfe family showed up again!

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Solution to this puzzle in the 11/4/19 issue. Call 1.800.794.0760 for a FREE subscription.

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Solution to the 10/7/2019 puzzle

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