Used Car News 2/24/2020

UCN

Used Car News

usedcarnews

2/24/2020

Vehicle Dependability Rises in 2020 Study

By Jeffrey Bellant

karglobal.com

IN THIS ISSUE:

• KAR Digital

• Kelly Blue Book

Rush - Dated Material

• Tony Moorby

Independent dealers who pitch dependability as a selling point for late-model vehicles can point to the results of the J.D. Power 2020 U.S. Vehicle Dependability Study.

The study, released this month, showed overall vehicle dependability improved 1.5 percent from 2019, with Hyundai’s Genesis toppling dependability mainstay Lexus for the most dependable brand.

The honor comes in Genesis’ first year in the study.

Dave Sargent, vice president of global automotive at J.D. Power, said the boost in overall dependability statistics is made more impressive considering today’s technology.

“Despite the increased adoption of complex vehicle technology, dependability continues to improve,” Sargent said. “There’s no question that three-year-old vehicles today are better built and more dependable than same-age vehicles were in previous years. However, the rapid introduction of technology is putting increased pressure on dependability, so it would not be surprising to see problem levels plateau, or even increase, over the next few years.”

The study, which is in its 31st year, measures the number of problems per 100 vehicles (PP100) experienced during the past 12 months by original owners of their threeyear-old vehicles. The 2020 study measures problems in model-year 2017 vehicles. A lower score reflects higher quality, and the study covers 177 specific problems grouped into eight major vehicle categories.

Although dependability improved, it did so at a slower pace, J.D. Power reported. Still, the 2020

study marks automakers’ best performance in the history of the study.

Crossovers and S U Vs still have

slightly more problems than cars, but the gap is narrowing. On average, owners of crossovers/SUVs experience 134 PP100, compared with 127 PP100 by car owners. This 7 PP100 gap has narrowed considerably from 2019.

While vehicle technology did show improvement, it still is a sore spot for consumers. The “Audio/ Communication/Entertainment/ Navigation (ACEN)” category was the most improved category, but still accounts for more problems than any other category in areas of voice recognition, Bluetooth connectivity and navigation systems.

Although Lexus fell to second in the Top Brand category, among individual models, the Lexus ES was the highest rated model, with the best-ever score recorded in the 31year history of the study.

The Nissan Leaf, which won top honors in the Compact Car seg-

ment, was the first all-electric model to receive a segment-level award.

Among the top brands, Genesis was followed by Lexus, Buick, Porsche and Toyota. Brands showing improvement included Cadillac, Mazda, Lincoln, Ford, Buick and Volkswagen.

Toyota Motor Corporation received six segment awards for the Lexus ES, Lexus GX, Toyota 4Runner, Toyota Avalon, Toyota Sienna and Toyota Tundra.

General Motors Company received five segment awards: for the Buick Encore and Buick Regal, and for the Chevrolet Equinox, Chevrolet Silverado HD and Chevrolet Tahoe.

The 2020 U.S. Vehicle Dependability Study is based on responses from 36,555 original owners of 2017 model-year vehicles after three years of ownership.

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Technology 2/24/2020

Dealers Drive Integration of Physical, Digital Sales

By Jeffrey Bellant

KAR Auction Services launched a new promotion integrating its dealer consignment offerings on the physical and digital fronts.

The integration – billed as “Highway to Sell” – is not just a response to the challenge of balancing digital and physical sales in the wholesale industry.

“Let’s start with this; it’s dealerdriven,” ADESA President John Hammer said during a phone interview from the NADA convention in Las Vegas. “I come from a dealership background and dealers want it as simple as possible. We looked at it from their perspective and we’re able to put all this together and do something unique for them.”

Hammer said KAR Auction Services, parent company of ADESA and TradeRev, have put products together to leverage the speed and efficiency of TradeRev’s 45-minute, life-bidding digital auctions, with

the geographic convenience and full-service capabilities of ADESA’s 74 physical auctions.

With a combined 90,000 dealers and 75,0000 vehicles up for sale each day, there are a lot of options.

In a release announcing the new integration, Peter Kelly, president of KAR Global, agreed with Hammer that the company had dealers in mind when they put this together.

“Dealers don’t want to manage multiple apps, auctions and websites – they need a single solution that does it all,” Kelly said.

“For sellers, it’s about choice of venue and getting the most looks and best economic outcome for every vehicle.”

For buyers, the integration offers off-lease inventory that dealers won’t find on any other digital or online platform, Kelly said.

Hammer said there are three levels of seller options.

“We have a full-service option (called “Cruise Control), where the

dealers just toss us the keys and we’ll take it from there,” Hammer said.

In this option, a KAR Global ground team will come inspect and photograph the dealer’s cars and launch them on TradeRev within 24 hours.

No-sales are sent to ADESA where they receive a full condition report and wash before being run through the lanes and broadcast on ADESA Simulcast. Any remaining cars are then listed on ADESA.com.

Under the “Cruise Control” option, dealers also receive free transportation to any ADESA facility within 75 miles, concierge customer support and TradeRev seller protection against arbitration or returns.

At the other end, the basic option (“Manual”), dealers can use TradeRev to inspect and launch cars and send no-sales to ADESA with the push of a button.

“The manual process in the TradeRev application (allows them) to do their own imaging and inspec-

John Hammer

tion of their car and launch it themselves,” Hammer said. “We’re perfectly fine with that.”

He said some dealers want to do it all and are a little more hands-on.

Continued on page 6

3

News Briefs

UCN usedcarnews

2/24/2020

Buyers Want Affordable Mobility

portion of American consumers express a willingness to pay more for environmentally-friendly options,” said Matthias Riemer, Director at Simon-Kucher. “The study shows that only 45 percent of current buyers of hybrids or electric engines are willing to pay more for these features.

This means that eMobility penetration is still heavily dependent on government subsidies.”

The study shows that price determines 35 percent of the purchase decision, followed by range with 16 percent.

“They also have to overcome concerns with regard charging infrastructure and range,” said Peter Harms, Partner at Simon-Kucher.

Nearly 70 percent of consumer concerns are outside of pricing and are related to: charging infrastructure, range, charging speed and performance

a $2.2 billion investment at its Detroit-Hamtramck assembly plant to produce a variety of all-electric trucks and SUVs. GM’s first all-electric truck will be a pickup with production scheduled to begin in late 2021. This will be followed soon after by the Cruise Origin, a shared, electric, self-driving vehicle recently unveiled in San Francisco. Detroit-Hamtramck will be GM’s first fully dedicated electric vehicle assembly plant.

“Through this investment, GM is taking a big step forward in making our vision of an all-electric future a reality,” said Mark Reuss, GM president, during a press event. “Our electric pickup will be the first of multiple electric truck variants we will build at Detroit-Hamtramck over the next few years.”

GM will also invest an additional $800 million in supplier tooling and other projects related to the launch of the new electric trucks.

The US Automotive Study 2020 conducted by Simon-Kucher & Partners, a global strategy and marketing consulting firm, revealed that buyers are interested in electro mobility (or eMobility) but aren’t willing to pay up for it.

“There is a wide disparity in the willingness to pay for EVs among customers. In the near term, the best strategy for profitable EV growth remains to ‘skim the market’ by offering well-equipped cars to well-off enthusiasts.”

The study found that there is a substantial interest in eMobility amongst US automobile consumers – 41 percent of participants indicated they would consider a hybrid vehicle for their next purchase.

However, this number drops considerably when it comes to consumers who would consider electric vehicles (EVs) for their next purchase to only 17 percent of respondents.

GM Plant Goes All in on Electric “While there is an appetite for General Motors’ vision of an allmore environmentally-friendly ve- electric future is coming into clearer Consumers Still Wary of Tech hicles, we still see that only a small focus and gaining momentum with Six in 10 Americans are concerned with the amount of technology in cars now compared to five years ago, according to a survey commissioned Still searching for the right auto auction? YOU FOUND IT! by ValuePenguin.com. 72 percent of Americans say they would feel unsafe with self-driving cars on the road and 74 percent don’t anticipate buying an electric car in the near fuI ture.

N C The survey showed 64 percent of Chicagoland’s Only Independent Since 1947 Americans think that self-driving cars will be on the road within 10 641 Joliet St., Dyer, IN 46311 years, and the potential for somePh: (219) 865-2361 Fx: (219) 322-1761 thing to go wrong is very much on their minds, especially among older drivers. Eighty-three percent of DEALERS Baby Boomers fear self-driving cars WEEKLY on the roads. Conversely, 48 percent of Gen Z drivers would feel safe with EIGHT LANES self-driving cars.

Lease/Repos/Banks/Donations Seventy-four percent of Ameri950 + UNITS WEEKLY cans don’t plan to purchase an elec70% SOLD tric car in the next five years, and 44 Dealer Consignments percent of Americans have no plans SIMULCAST SALES to ever purchase a fully electric car.

Also, 43 percent of Americans think FIFTY ACRES electric cars should have cheaper Video Tow TWENTY-FOUR car insurance than gas-powered veHOUR SECURITY hicles.

Consumers have much more conRECON SERVICES fidence in the potential for current ON-SITE MECHANICS smart-car technology — used in Many late model 16’s, 17’s & 18’s conjunction with their own driving skills — to keep them safe. Almost Cash Drawings CHICAGO half of Americans have a rear-view Early Bird / Progressive Pot camera, and among those who have them, 35 percent trust it completely The Visit our website: www.dyerauction.com and rely solely on it. Fifty-five perlargest for pre-sale inventory! cent of drivers think assisted selfindependent driving features like adaptive cruise Member of: auto auction in the National Auto Auction Association / Indiana Independent Automobile control and lane-centered steering Dealers Association / Independent Auto Auctions Chicagoland area make them safer.

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Volume 25 | No.21 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 Columnist: Tony Moorby Circulation: subs@usedcarnews.com Production: Tom Savage, Production Manager Cee Lippens, Web Master Used Car News is published the first and third Monday of each month.

Subscribers: We print advertisements as sent to us by auctions and other advertisers. It is not possible to verify the correctness of listed vehicles in auction ads. Most lists are partial and all lists are subject to last minute changes by auto auctions, so before travelling a long distance for a particular auto auction event, contact the auction by telephone for a fax of vehicles in the sale.

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UCN PAGE 10 usedcarnews

Technology 2/24/2020

Kelley Blue Book, vAuto Boost Appraisal Process

By Jeffrey Bellant

As dealers rely more on buying vehicles from consumers to stock their lots, Kelley Blue Book and vAuto are teaming up to help them acquire vehicles, while improving the appraisal process.

Paul Whitworth, who leads both Kelley Blue Book and vAuto for Cox Automotive, said dealers are fighting for both inventory and profit margin.

“More and more, dealers are looking to source vehicles directly from consumers,” Whitworth said.

Doing this efficiently can help dealers boost margin.

A 2019 Historical Margin Compression Study from Cox Automotive showed the average cost-tomarket on a trade-in has risen more than 1.2 percent every year for the past three years.

This makes acquiring the right vehicles at the right price – and selling them in the right market at the right price –vital for dealers.

The “cost-to-market” is a vAuto metric that means if a dealer acquires a car for $9,000, but the value of the car in the retail market is $10,000, then the cost-to-market would be 90 percent, Hammer said.

“It’s purely the gap between the price I paid for the car and what I’m projected to be able to sell the car,” Whitworth said.

“Before vAuto, a dealer couldn’t determine the market price of a car,” Whitworth said. “They were only guessing.”

Finding the best way to acquire cars at the right price helps the bottom line when it goes to retail market.

By combining KBB’s Instant Cash Offer tool and vAuto’s Provision tool, dealers have a chance to improve margin in vehicle acquisitions.

“One of the reasons we put this portfolio together is we recognize that sourcing of inventory directly from consumers has become a critical part of a dealer’s used-car inven-

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tory management strategy,” WhitWhitworth said customers can worth said. also go to a dealership directly On the front end, it’s about getting where the dealer can take them consumers to sell their car. through a KBB-branded pro“So, we’re putting our cess to determine what leading consumer ina car is worth. ventory sourcing “The consumer product – Kelley feels much more Blue Book Incomfortable that stant Cash Offer they’re get– together with ting a fairer our leading inassessment of ventory manthe trade-in,” agement softWhitworth said. ware product.”

On the dealer Whitworth side, vAuto helps can use KBB’s dealers decide an brand and reputaattractive retail price tion to draw consumfor a car. ers to its site.

“In turn, that Paul Whitworth Consumers go tells a dealer what through an evaluan attractive acation questionnaire about their po- quisition price is,” Whitworth said. tential trade, and KBB provides cer- “It also helps a dealer understand tificate for the value of the car based how to balance out his inventory. on the questionnaire. It then directs What kind of cars does a dealer need them to a dealer.

Continued on page 6

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Technology 2/24/2020

REMARKETING ARTIST OR SCIENTIST?

KAR – Continued from page 3 The mid-range option (“Automatic”) includes all the services of the “Cruise Control” option, without the free transportation, concierge support or seller protection.

“We just want to cater it to what the dealers’ needs are and whatever fits their situations,” Hammer said.

The bottom line is having both digital and physical options create a flow for dealers that they might not get in another place, Hammer said.

“Dealers say, ‘make it faster and easier for me’ all the time,” Hammer said.

“Dealers are also looking for new avenues to find vehicles, as well. So, the more we combine all this together, we make it easier for them to find inventory.”

Franchise dealers are “a little more comfortable with the digital products out of the gate than independents,” Hammer said.

“We find that franchise guys tend to sell more and independents tend to buy more.”

Since independents are more tied down to their stores, the ability to buy online frees them up to do other work, he said.

“On KAR’s ‘Highway to Sell,’ the dealer is in control – just take the

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on-ramp that works best for your business,” Hammer said. “You can stay in the driver’s seat and manage your own auctions, or just give us the keys, and we’ll take the wheel. No hassles. No worries. Just a straight line, one-way ticket to unloading your unwanted trades and aged inventory.”

He said putting the work to integrate these systems together started in the second half of 2019, which was a relatively quick process.

But it did require separate teams – TradeRev and ADESA – working together to pull this off at the new state-of-the-art headquarters in Carmel, Ind.. It has helped the company recruit the best IT talent to make these projects better.

KAR Global’s new home also has a Silicon Valley vibe to it, bringing different work groups together where they may have previously been separated by floors or departments.

“We have gone to more cross-functional seating and I think that collaboration does help us think outside the box of our own departments and not siloed as much.

“It was very intentional and allows people to engage more.” Hammer said. “So, we do have more of a think-tank environment.”

KBB – Continued from page 5 need more of, or less of,” Whitworth said.

These tools then offer dealers a quick, accurate way to make an assessment of a trade or car that a consumer is looking to sell, he added.

“With inventory turning at its highest rate ever, it has never been more critical for dealers to ensure that no trade is missed,” Whitworth said.

KBB Instant Cash Offer is offered as a stand-alone product and now can be integrated more simply with vAuto’s Provision’s appraisal report.

Dealers had already been using the products together – creating workarounds –but did not have the simplicity of the new integration, Whitworth said.

“This often happens where you get a small number of sophisticated dealers doing it on their own,” he said.

Then when Cox performance

managers hear about this, they were helping dealers with additional spreadsheets to achieve the same process. People at Cox decided to integrate the products for dealers with this new system.

Using these tools, a dealer can acquire five cars out of every 10 appraisals he does, instead of four, according to Cox’s research, Whitworth said.

“That’s a pretty significant improvement,” Whitworth said.

It also helps consumers who can work with a local dealer in their communities and get a car sold quickly when they want to sell.

“I can decide on Friday night I’m done with my car and by Saturday I can have cash in my pocket,” Whitworth said.

The tool allows dealers to easily identify existing Instant Cash Offers on recommended vehicles dealers need, sourcing inventory directly from the consumers.

Retail Markets 2/24/2020 Compiled by Ed Fitzgerald

KENTUCKY Adis Hadziefendic, owner, Premium Motor Sales, Louisville, Ky.: “We’ve been in business eight years all in the same location.

“We keep about 60 cars in inventory, and sell 30-40 a month.

“We go to the Clark County Auto Auction (Jeffersonville, Ind.) every week for vehicles.

“We do subprime sales.

The average down payment is around $1,000, with about 48 months.

“We use some GPS and starter interrupts. The banks have them installed.

“Our average model year is probably ’09, with about 120,000 miles.

“Getting trucks is an issue because trucks are overpriced. I’d rather buy a few more cars than just one truck and make more money

off the cars.

“I try to keep 50-50 with imports (and domestics), but I usually sell more imports.

“We probably spend about $600 in reconditioning (per vehicle). We have our own service center. As far as paint, we have a guy that comes in to do it. With upholstery we have a guy who comes in, and detailing we do in-house.

“We use Facebook, Cars. com, CarGurus. Honestly, Craigslist is probably one of the best ones and the cheapest one. The only thing I don’t like about CarGurus is that it tells you how long the car has been on the lot.

“The last car I sold was a BMW, we sell a lot of BMWs. It was a 128 convertible, 2011, 90,000 miles, $7,995.

“Every year our numbers keep climbing. But since doing it on my own, this was probably one of the worst

Januarys that I’ve had. I sold 14 cars and that’s nothing, literally nothing. But there were no people coming in. I think the Trump (impeachment) situation was affecting everything because people were waiting to see what was going to happen. It is what it is, we can’t do anything about it.”

NEW HAMPSHIRE Robert Thurston, financial manager, Auto Stop Inc., Pelham, N.H.: “We’re celebrating our 30th year in business this year.

“We keep on average about 30 vehicles in inventory. We sell about 15-20 a month.

“Our owner goes to the auction every day. Monday is Quincy, Tuesday is ADESA in Concord, Wednesday is Lynnway, Thursday is the Auto Auction of New England, then Friday it’s an AD-

ESA in Framingham.

“The owner also works on reconditioning the vehicles.

And I work on the sales and marketing. Our reconditioning cost is probably in the range of $500 per car. We’ll send them out to a body shop if something needs painting.

“We do some subprime. We use DealerTrack for that. We have credit unions for direct lending, which is good for people who have good credit. Our local credit unions are pretty competitive. Usually people with good credit you can do no money down with a 5-year loan. Subprime typically would be $1,000 down.

“The lenders used to require the (starter interrupt) systems, but not so much anymore.

“We’re trying to stay with five- to 10-year-old vehicles, 2010 to 2015. We try to stay in an $8,000 to $12,000 price

range. We’re looking for cars under 100,000 miles. We’re looking for clean, one-owner, no damaged interiors if we can help it, new-car trade-ins, with no accident history.

“The SUVs are our top thing now, smaller SUVs. We sell Hondas and Toyotas, Subarus, Nissans, Jeeps.

We’re mostly imports. We like Jeeps, America likes Jeep.

“We advertise on CarGurus, we got an award for toprated dealer. We put them on Craigslist and Cars.com.

“The last car we sold was a 2010 Audi, all-wheel-drive, turbo, $8,495 with 76,000 miles.

“Business has been good the last couple of years.

We’re usually about a couple hundred cars (sold) a year, a couple million dollars in sales. We’re optimistic and looking for a good year.”

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8

Wholesale Markets 2/24/2020 Compiled by Jeffrey Bellant

FLORIDA Billie Jo Graham, general manager, Orlando Auto Auction, Orlando, Fla.: “The auction’s been in business for 40-plus years, but we’ve been under the current owner for seven years.

“We have two years. We run about 300 to 350 every week. We’ve hit a home run so far this year. We’re up on consignment and cars sold.

This has happened at the beginning of the year, so it’s not even reflective of tax time.

“Usually, I would say we’ll see tax season hit around Feb. 24 and them it will be good for about four weeks – really, really good.

“Right now, we’re selling about 65 percent. “(One factor is) we had previously been doing donation (cars) for Make-A-Wish, the Wheels for Wishes pro-

gram. But then we had lost them for a few years after they went to Copart.

“We actually got them back, however, in the last two weeks of December and it’s been great. We’ve picked up volume because of that.

But we also picked up buyers because they want to see what we have. It’s been a blessing.

“I would say 60 to 70 percent of our cars are franchise dealer consignment.

10 percent are donation and the remaining are independents.

“For our regular sale, (vehicles) run in the $4,000 to $8,000 range.

“We do have a GSA sale.

The GSA sale is on the second Thursday of every month. Our next one is March 12. We get GSA fleet cars but we also get some GSA property cars, which is a different side of GSA, with

the U.S. Marshal sale. We’ll have about 200 cars on average.

“We draw about 175 to 200 dealers in our regular sale.

Dealers are as positive as we are this year. They all had a strong finish to the year and they have all had as strong of a start as we have had.”

OHIO Bob Fahey, owner, Value Auto Auction, Crooksville, Ohio: “We’ve been in business since 2004. We run six lanes.

“We just checked our volumes and all of our numbers from the first seven weeks of the year against the last few years and we’re actually ahead.

“We really cranked up our online numbers last year.

“We’re running about 550 a week. Our sales percentage is 51 percent this year.

“Basically, we sell dealer

consignment – about 97 percent – though we do sell some bank repossessions.

“In actuality, our numbers for repos last year were a little heavier. But in the state of Ohio, a lot of title loan companies are leaving the state. So, that (volume) pretty much slowed down after the first of the year. A lot of them decided to close down at the end of the year. The title loan (change) slowed up quite a bit for us.

“Our average sale price is $5,257.

“As far as tax (money), some dealers say they are starting to see some and other dealers haven’t seen any.

It’s just a matter of time.

“While we have simulcast for sale day, we also have online sales through Liquid Motors. We sell through different platforms with Liquid Motors. That has really picked up this year because

we made a big push for it. On a given week, we’re selling about 15 to 16 units a week online.

“It seems like the franchises seem to have the upper hand right now. I hate to say that because I was part of the Ohio Independent Automobile Dealers Association and the National Independent Automobile Dealers Association for many years.

“I want to see used-car dealers turn the corner here.

The independents don’t have the deepest pockets like the franchises do.

“We average 238 dealers (per sale) since the first of the year.

“We run promotions every week, but we also have an anniversary sale coming up at the end of March, which will be pretty big. That’s on March 26.

“Basically, I’m optimistic for the rest of the year.”

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9

Disconnected Jottings From

Tony Moorby 2/24/2020

About ten years ago I wrote about dealing with the frustrations of today’s packaging. Then, to the largest extent, it was centered on separating kids’ toys from their cardboard and plastic embrace.

Yesterday I was reminded that the fight gets even worse when dealing with grown up purchases. I get it that kids’ stuff needs to be safe and not have small bits and pieces available for their ingestion and expensive trips to the emergency room.

We’ve had the grandchildren from California staying with us since Christmas.

The toys that were, at last, wrested from their presentation cocoons now dot the floors around the house; small cars and plastic people being the biggest safety hazard when creeping quietly from room to room af-

ter dark. It’s tough to keep a scream from waking everyone when a miniature school bus greets an unsuspecting, naked, arched foot – the ensuing Mexican hat dance also adds to the drama.

Our kitchen shears and scissors are showing their age and despite numerous attempts at sharpening, they’re now as dull as yesterday’s dishwater and snips effect folds rather than crisp cuts. I bought three new pairs for use around the kitchen and study.

As soon as I had the scissor packs on the kitchen island’s counter I knew I was in for a fight. Superman might just as well have been dealing with Kryptonite!

The smart clear covers were molded to the exact shape of the contents with nowhere to grip and separate the front from the back

– they must have the equivalent of an arc welder at the packers. Then at four pivotal points of potential leverage, plastic lugs held the two halves with the grip of giant clams, I pulled, I bent, I tried to tear and the pack remained as good as new.

I looked at the other two packs with a jaded eye, having assumed that whatever was learned from the first experience could have extended to help the extraction of the others. Not so far.

These scissors were as safe as a nun’s maidenhead!

My language was becoming something comparable to that of an extremely aggrieved sailor – how can a sensible and practical man-about-the-house be rendered into a blithering, babbling idiot by unpacking scissors?

Then it occurred to me to re-gather the old pairs,

By Myles Mellor

Across

36. Ford ____ truck

12. Baseball sacrifices

1. 90s Bentley model

13. Toyota hybrid

6. Star in Ford vs Ferrari

38. Baton Rouge university, abbr.

9. Before, to a poet

40. Classic Cadillac

10. Murano and Pathfinder

41. ____ Clubman

11. Jeep model

44. Green color

21. Mitsubishi compact crossover

14. Makers of the Rapide sports saloon, 2 words

46. Dodge SUV

24. Clients

18. Large conflict

43. Overnight stay place

47. Avenger and Caravan

19. Last letter in the alphabet

Down

20. Rolls Royce model

1. Bentley luxury crossover

22. “Move on __!”

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which had been consigned to the garage to aid in future planting and pruning.

I exerted such pressure as to nearly break my arthritic fingers and merely succeeded at flipping the package on its side.

These shears had spent their previous life separating chickens from their various parts, snipping through breastbones, legs, thighs and wings with amazing dexterity. Their edges had now met their Waterloo.

There was a supreme irony here – unsuccessfully using scissors to be able to use scissors!

I stood in the garage, bewildered and bitching, looking at a lifetime’s worth of tools from sledgehammers to screwdrivers and spades to saws.

Then I had it. I set the first package in the vise, drilled out the lugs and then set

• 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 • NAAA Hall of Famer • IARA Circle of Excellence To see past columns from Tony Moorby, visit www.usedcarnews.com/ columnists/tony-moorby

to with a Dremel outlining the scissors. The same was exacted on the other two packs and I finally marched triumphantly back in the house, sweating and mentally fatigued on the cutting edge of technology!

You may clip this article out for future reference.

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Solution to this puzzle in the 3/16/2020 issue. Call 1.800.794.0760 for a FREE subscription.

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Tony Moorby

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Solution to the 2/3/2020 puzzle

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Your source for quality, selection and value: A broad selection of pre-owned vehicles from an industry leader. March 2020 Chase High Lines, featuring: 1 1

ADESA Boston March 6, 13, 20, 27

ADESA Salt Lake March 3, 17, 31 801-322-1234

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

ADESA Boston March 13 508-626-7000

Manheim Dallas March 17, 24 877-860-1651

Manheim Palm Beach March 18 561-790-1200

ADESA Brasher’s March 3, 31

ADESA Tulsa March 13 918-437-9044

Manheim New Orleans March 18 985-643-2061

ADESA Golden Gate March 24 209-839-8000

Manheim Milwaukee March 4 262-835-4436

Manheim Pennsylvania March 12, 26 800-822-2886

ADESA Charlotte March 12, 26

ADESA Washington DC March 4 703-996-1100

Manheim Orlando March 3, 10, 17, 24, 31 800-337-8491

Manheim Atlanta March 25 404-762-9211

Manheim Nashville March 11 877-386-5004

Manheim Riverside March 5, 19 951-689-6000

ADESA Chicago March 6

Columbus Fair AA March 11, 18 614-497-2000

Manheim Palm Beach March 18, 19 561-790-1200

ADESA Cincinnati/Dayton March 10

Manheim Atlanta March 12, 25, 26 404-762-9211

Manheim Pennsylvania March 6, 12, 13, 20, 26, 27 800-822-2886

ADESA Golden Gate March 10, 24

Manheim Dallas March 4, 17, 18, 24 877-860-1651

Manheim Phoenix March 5, 12, 19, 26 623-907-7000

ADESA Houston March 11, 25

Manheim Denver March 4 800-822-1177

Manheim Pittsburgh March 4 724-452-5555

ADESA Indianapolis March 10, 24

Manheim Detroit March 12, 26 734-654-7100

Manheim Riverside March 3, 5, 17, 19, 31 951-689-6000

ADESA Jacksonville March 26

Manheim Fredericksburg March 5, 19 540-368-3400

Manheim Seattle March 11, 25 206-762-1600

ADESA Kansas City March 10, 24

Manheim Milwaukee March 4, 18 262-835-4436

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

ADESA Lexington March 19

Manheim Minneapolis March 25 763-425-7653

Manheim Tampa March 5, 12, 26 800-622-7292

ADESA New Jersey March 12, 26

Manheim Nashville March 4, 11, 17, 18 877-386-5004

Southern AA March 4, 18 860-292-7500

2

ADESA Boston March 6, 20 508-626-7000

Manheim Atlanta March 26 404-762-9211

Manheim Orlando March 10, 24 800-822-2886

ADESA Charlotte March 26 704-587-7653

Manheim Dallas March 4 877-860-1651

Manheim Pennsylvania March 6, 20 800-822-2886

ADESA Chicago March 6 847-551-2151

Manheim Detroit March 12 734-654-7100

Manheim Pittsburgh March 4 724-452-5555

ADESA Golden Gate March 10 209-839-8000

Manheim Fredericksburg M March 19 540-368-3400

Manheim Riverside March 3, 17, 31 951-689-6000

ADESA Houston March 25 281-580-1800

Manheim Nashville March 4, 18 877-386-5004

Manheim Seattle March 25 206-762-1600

Columbus Fair AA March 18 614-497-2000

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

Manheim Tampa March 5 800-622-7292

3

Chase High Lines, featuring:

4

ADESA Boston March 20 508-626-7000

Manheim Fredericksburg March 5 540-368-3400

Manheim Pittsburgh March 4 724-452-5555 Manheim Seattle March 25 206-762-1600

ADESA Boston March 13 508-626-7000

Manheim Dallas March 17, 24 877-860-1651

Manheim Palm Beach March 18 561-790-1200

ADESA Salt Lake March 3, 17, 31 801-322-1234

Manheim New Jersey March 18 609-298-3400

ADESA Golden Gate March 24 209-839-8000

Manheim Milwaukee March 4 262-835-4436

Manheim Pennsylvania March 12, 26 800-822-2886

Columbus Fair AA March 11 614-497-1177

Manheim Orlando March 3, 31 800-337-8491

Manheim Atlanta March 25 404-762-9211

Manheim Nashville March 11 877-386-5004

Manheim Riverside March 5, 19 951-689-6000

Manheim Denver March 4 800-822-1177

Manheim Pennsylvania March 13, 27 800-822-2886

Ma

Manheim Southern CA March 12 909-822-2261 Southern AA March 4, 18 860-292-7500

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

Contact auctions directly for current sale information.

1

The Jaguar word mark, the Jaguar logo, and Jaguar Financial Group are trademarks of Jaguar Land Rover Limited and any use by JPMorgan Chase Bank, N.A. ("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 JPMorgan Chase Bank, N.A. ("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 JPMorgan Chase Bank, N.A. ("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

Maserati Capital USA, the Maserati logo and model designations are registered trademarks used by JPMorgan Chase Bank, N.A. ("Chase") under license from Maserati S.p.A.

Neither JPMorgan Chase Bank, N.A. ("Chase") 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. Š2020 JPMorgan Chase Bank, N.A. Member FDIC (20-003) 3/20

SPECIAL ADVERTORIAL SPECIAL ADVERTORIAL SPECIAL ADVERTORIAL

Special Advertising Section • Frazer ...................12-14

• AutoIMS ...................12

• Car Financial ............13

• Northland ...........13-14

2/24/2020

Aligning Data Integration Exchanging data with your partners is crucial to drive efficiencies and avoid manual errors, but all data integration projects are not created equal.

In the past, the only option was usually some sort of nightly batch update, often involving text files and ftp servers.

In the last decade or so, additional “real time” options have become common. Web services (also known as API’s, which stands for “Application Programming Interfaces”) can provide access to just the data you want at exactly the moment you need it.

If you have both to choose from, what should you do? As with many decisions, it depends on what you’re trying to accomplish.

Are you just trying to make sure a data warehouse stays up to date?

Does your source of data change infrequently or on some sort of schedule? Are you storing the data

to be used for future reporting needs? If so, batch updates a few times a day might be the most efficient solution.

On the other hand, do you want to show a user the latest data about a specific vehicle on demand? Do you have time-sensitive actions to perform when certain data fields change? Do you need to access crucial data only under specific circumstances? In that case, web services might be just the ticket.

Sometimes you need a Lyft to take you door to door quickly; other times you need to charter a bus to take the whole team.

Reliable, predictable batch updates are still great in many situations, but web services can sometimes enable tighter, more efficient integrations.

Together, you and your data partners can discover the solution, or combination of solutions, that best suits your particular needs.

• Copart .......................14

• Columbus Fair....12-14 ONLINE | IN THE LANE

We Only Sell Service COLUMBUS FAIR AUTO AUCTION List your units, increase exposure • CFAA Marketplace • OVE • SmartAuction Buy online, build your lot • Intuitive Simulcast • Proxy bidding • Create wish lists

12

2/24/2020

Special Advertising Section

Modern Technology Improves Relationships Technology has and will continue to make everyday tasks, communication, and even transactions more efficient in a way that improves the lives of everyone. This is evident today in the auto industry as companies continuously try to communicate better with their clients to achieve the best relationship possible.

CAR Financial continues our dedication to this technology revolution with the release of the CAR OneView platform. CAR OneView is our dedicated dealer portal where dealers use a CAR Financial floor plan login to view inventory, floor a vehicle, make a payment, or get in touch with their local representative.

The One View app is both desktop and mobile phone friendly. The app is very easy to navigate providing a great user experience that facilitates ease of inventory management and a quick source of reference to engage their local representative with any questions or requests.

CAR Financial continues to believe

that relationships are at the heart of business. CAR continues to provide a single point of contact for all dealer relationships. CAR OneView will enhance the dealer experience while still providing a dedicated manager relationship.

CAR Financial Services provides a wide array of services to dealers in the buy-here, pay-here industry. Our programs include: Bulk Purchases, Payment Stream Purchases, Payment Sharing Purchases, Floor Plan Financing, Account Servicing, as well as Backup Servicing for banks and other financial institutions.

CAR Financial strives to understand your day to day business so we can structure a program designed to meet your long-term goals and objectives.

CAR Financial operates in 45 states and continues to be a leader in the BHPH marketplace.

For more information on CAR Financial Services’ programs and services go to www.carfinancial.com or call 1-877-570-8857.

FLEXIBLE CAPITAL for all your dealership needs!

• Local Point of Service in YOUR Market • Bulk Purchase Program with NO Hassles • Payment Stream Advances (6-15 months)

Change at Northland Auto As They Greet their 3rd Decade It’s not easy to improve upon a 30-year winning formula, but as they enter their third decade in business, Northland continues to re-invent itself.

After customer research and leadership planning, Northland Auto Enterprises, Inc. is now Northland Auto Solutions. Same company, new name.

Along with a new name, they are introducing a new logo, new branding and a new theme: Northland Auto Solutions, Power to your Business. Today and Tomorrow.

“We are aware of the support of our customers and are dedicated to entering the future with new ideas, products, and revitalized devotion to helping dealers succeed. We hear from customers constantly how much they appreciate our sharing knowledge and advice about operating their auto leasing programs with greater impact and efficiency,” said President Jill Warhol.

Northland Auto was founded in 1990 by Allen Lentsch and has shown steady growth and leadership in the creation of a

unique ‘Lease’T’Own®’ business operating suite of products and offerings for used auto dealers in the US. We asked Mr. Lentsch how his plan differed from buy-here, payhere. He reponded: “We’ve heard many times that Lease’T’Own® is the same as buy-here, pay-here.

They are as different as night and day. With buy-here, payhere you’ve got the bankruptcy problem, and the repossession problem. Also, with buy-here, payhere you need to pay the taxes up front. You don’t have that upfront expense with Lease’T’Own®”.

Mr. Lentsch continued: “The programs are different. With Lease’T’Own® you are looking to have a customer for 20 years, the other way is just getting a customer in a car and off the lot and hoping he can make his payments. And that’s the longterm difference.”

• Aged Pay Share Program that gives you Capital and Cash Flow!

• Floorplan for select BHPH Dealers with NO Audit Fees!

• Servicing for all types of Auto Receivables

®

CAR FINANCIAL SERVICES, INC. Dealer Solutions

1.877.570.8857 www.carfinancial.com 13

Special Advertising Section

2/24/2020

How Copart Makes Things Easier for Sellers

Frazer Is The Hub of Your Business

Technology should make things easier and more efficient—that’s why Copart has created multiple mobile apps for our Members. Our apps help buyers and sellers find what they’re looking for whether that be bidding and buying cars through our Member Mobile App or selling their inventory with the Copart Go App.

How many different partners does the average used car dealership work with?

7? ... 11? … 31?

It’s hard to say exactly.

Here’s what’s not hard to say: managing all those partners separately can be a real pain. And it can eat up a lot of time.

That’s why here at Frazer we work off the philosophy that we should be the hub of a dealer’s business.

Through an always expanding number of partnerships (over 200 now), Frazer connects your dealership to all the other products and services

The Copart Go App lets sellers directly connect their offsite inventory with buyers around the world. In addition to giving them the ability to list their inventory online for a global buyer base, the app enables our sellers to do even more.

They can create offsite assignments, view their inventory, accept and counter offers from buyers, and even scan VINs to instantly populate vehicle information from their mobile device!

Quick and Easy Assignment Entry Sellers can enter their vehicle assignments more efficiently than

14

ever before by using the Copart Go App. All they need to do is scan the VIN and use the decoder to populate the vehicle’s year, make, model and more – plus take pictures right in the app.

Sellers can even save drafts while they are working so they can go back at any time and complete the entries on their phone.

Manage Offers To make things even easier, our sellers receive push notifications instantly whenever a buyer makes an offer. The seller can then view and manage their offers, make counter offers and accept the buyers’ offers in real time all within the Copart Go App. Experience the Ease of Use Have some inventory that you need to sell? Experience how Copart can make your job easier by downloading the Copart Go App from the App Store and Google Play.

that your business depends on.

Connections to marketing platforms, finance companies, credit reports, online DMV services, credit card and ACH processing, vehicle value guides and vehicle history reports – its all available right through Frazer.

To learn more about how Frazer can connect you to these great products and services, visit www.frazer.com.

Multiple Venues to Sell Your Vehicles Looking to increase your inventory’s exposure? Columbus Fair Auto Auction is the place for you.

Our internet sales team is ready and able to list any of your vehicles for sale on a variety of online venues, including CFAA Marketplace, OVE, and SmartAuction.

Units running through CFAA’s weekly sale are listed beforehand for viewing, with all the information buyers need to make a purchase, whether in lane or online.

Should a unit not sell during the

auction, we can have it posted on the same day.

We understand the added value of increasing your inventory’s reach to get the most out of the time your vehicle spends on our lot.

Additionally, our state-of-theart AWG Simulcast delivers high definition video and audio from CFAA’s live auction through a stream to mobile devices and desktop computers. This intuitive platform features live bidding, proxy bidding, and much more. Vehicles with more exposure sell quicker.

Copart GO App

Directly connecting Sellers' offsite vehicles with

Buyers around the world!

TOP FEATURES List cars from your lot in seconds –––––––––––– Receive instant offers from Buyers via push notifications

Work with Buyers from anywhere in the world –––––––––––– Counter-offer or accept offers in real time

Available on Apple and Android devices –––––––––––– Work your offers as they come in

FEE STRUCTURE $0 FEE TO LIST ——————— 3% SALE FEE

$100 MINIMUM ——————— $300 MAXIMUM

Ready to get started?

Learn more at Copart.com/Go