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UCN

Used Car News

8/16/2021

McCloskey, NIADA Focus on Members

Buy with Total Confidence.

Joe McCloskey is the incoming president of the National Independent Automobile Dealers Association. He is president of McCloskey Motors, with three locations in Colorado Springs, Colo. Those businesses, which focus on retail and subprime, include McCloskey Truck Town; McCloskey Imports and 4X4s; and Joe’s Car & Truck Repair. McCloskey, 63, was NIADA’s 2013 National Quality Dealer. He is married to Ann and they have five children. UCN: Could you tell our readers how you got into the used-car business?

IN THIS ISSUE:

• Service Dept. • Retail Markets

Rush - Dated Material

• Numbers

Joe McCloskey: I always liked cars as a young kid. I started sweeping garage floors at age 13 so I could hang around in the shop. Then I got recruited to be a lot boy at 14½. Then at 17, I started selling cars as a junior in high school at a Volkswagen-Mercedes dealership in Pueblo. After high school, I moved to Denver and sold cars there. Later, I came back to Colorado Springs and helped run two franchise stores. I started our business in 1989 at 31. My wife, Ann and I had four children at the time. We started in a garage in a sketchy alley with one light bulb hanging by a cord. It had no phone and the phone company said the trunkline was full. But I had already signed the lease and was committed. They had a new thing called a pager. So, I was running liner ads with my pager as the number. When I got a page, I would run across the street to the shopping center with a pocketful of quarters to call people back. That’s how we started. We got an Isuzu and a Suzuki franchise to get financing for our used-

car business. I’ll never forget. When we were signing the loans to get the new-car franchises, my banker patted me on the back. Then he said, ‘You’re a used-car dealer that happens to have new-car franchises.’ He meant, ‘remember your core.’ Later Isuzu and Suzuki went out of business, so we decided to stick with our core. We kept all of our lenders except one and we kept our reputation. “Shortly after that, I was honored with the Colorado IADA Quality Dealer of the year and then the National Quality Dealer of the Year. UCN: Why did you get involved in leadership at NIADA?

McCloskey: The first thing we did in 1989 was join the Colorado Independent Automobile Dealers Association as well as the NIADA. I did that at the recommendation of other independent dealers. It’s the same advice I give to new dealers I meet. So many people sit around and complain about how things should be. I knew that for me to have a voice at the table, I needed to participate on the state association board. I joined the Colorado IADA board of directors in 1994. I served in each officer position over 27 years. In 2014, I was approached by Continued on page 3


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NIADA President 8/16/2021

McCloskey – continued from page 1 NIADA to join the board as Region 4 vice president. The biggest reward that I have is that before legislation is drafted, I can have a voice and testify on committees. Legislation can be written with good intentions but often have unintended consequences for dealers or our customers. Sometimes our legislators think they are acting in the best interests of consumers when, actually, the legislation hurts the consumer. UCN: Are you ready for the challenge of becoming NIADA president with new NIADA CEO Bob Voltmann and the economic challenges from the pandemic? McCloskey: Actually, it’s a very exciting time. NIADA is celebrating its 75th anniversary and we’ve always had good leadership. But the board, along with Bob Voltmann,

worked together with every state association, members and vendors, to develop a strategic plan. We’re about 5½ months into the strategic plan which provides us direction, motivation and accountability to steer NIADA in the direction the membership wants to go. There’s been great continuity from NIADA Chairman Henry Mullinax and outgoing President Lou Tedeschi to me. The big areas we’re targeting are growth in membership, legislative affairs and dealer education – which is absolutely imperative. The other thing is to make sure NIADA represents all dealers – the smallest dealer to the largest dealer – regardless of the business model, whether it’s retail, subprime, buyhere, pay-here, fixed operations or wholesale. A large percentage of NIADA members have five or less employees and we represent those dealers. The one commonality is

we’re all auto dealers. UCN: What has been the reaction of NIADA members to these changes? McCloskey: We want all types of feedback. During this process, we had 17 Zoom calls with 20 Groups. The big takeaway that I got was that they like the NIADA. They would also tell us what (they didn’t like) and then they’d ask, ‘What can I do to help? What do you need from me to make NIADA grow and be successful?’ A lot of their concerns are in the strategic plan. We would remind them that it’s a five-year plan and won’t happen overnight. Once they understood that and they could see that we were listening, taking notes and asking questions, then it went well. UCN: What are you hoping to

achieve out of your time as president in the coming term? McCloskey: I’m hoping that I’m able to facilitate getting all members, all state associations, and all stakeholders to pull together under one umbrella. We need to join together as one, unified force to further the cause of independent dealers. If I’m able to accomplish that and have dialogues with people about it, then that will be a successful year. I also want everyone to know that there are so many unpaid volunteer dealers who take time out of their businesses to help their local and state associations. So many times, theses unpaid volunteers, who put in hours of work at their own expense, are too often overlooked. I want them to know we appreciate all they do. If it wasn’t for them, we wouldn’t have an association.

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People in the News 8/16/2021

Auction Honors Employee

Cheri Slaughter has been recognized by America’s Auto Auction for outstanding performance and was presented with the company’s August Spotlight Award. Slaughter is the company’s fleet/lease specialist for the Houston market and divides her time between America’s Houston and America’s North Houston operations. “Cheri is an invaluable member of America’s team,” said Buddy Cheney, general manager at America’s North Houston. “She’s the first to raise her hand when any department in our auction needs help, and she always does it with a fantastic attitude and a smile. She’s an outstanding person, a tremendous success in our business and an asset to our industry.” Slaughter’s 30-year career in the auto industry began in 1989, when she worked for a Toyota distributor as an administrative assistant. From there she went on to work for two CHERI SLAUGHTER different finance companies in the Houston area, eventually becoming its North Houston auction. In her a sub-prime lender representative. initial post as dealer account manShe launched her career with ager, she generated more vehicle America’s Auto Auction in 2009 at

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sales in her first three months than any other previous representative had. She was later promoted to fleet sales. Slaughter serves as local fleet/ lease specialist, managing accounts for America’s Houston Auto Auction and America’s North Houston Auto Auctions.

NIADA Hires Industry Vets

The National Independent Automobile Dealers Association has added two industry veterans to its staff. NIADA brought Bill Elizondo on board as a senior buy-here, pay-here 20 Group moderator/consultant, along with Ben Goodman, who will serve as a senior moderator for NIADA’s Dealer 20 Groups. Elizondo will work with NIADA’s BHPH 20 Groups, as well as leading dealer training classes and conducting on-site consulting. He joins retail 20 Groups senior moderator Ed Curry on the association’s retooled dealer development staff. Elizondo’s experience in the BHPH industry goes back more than 30 years, beginning in 1990 with CAR Financial Services (formerly Wells Fargo Financial). Goodman’s long career in subprime sales and finance includes more than a decade in the BHPH industry. Goodman has spent the past 11 years with Byrider. He was named GM of Byrider’s newly developed business development center, designing and operating an internal BDC for 21 Byrider corporate stores. “NIADA is a world-class organization with a proven track record of success for its members,” he said. “The team of subject matter experts they’ve put together across all platforms is unsurpassed. “I’m humbled and excited to become a part of this tradition and I can’t wait to get started.”

Milestones

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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”). Retail/Loan and lease accounts are owned by Chase.

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”). Retail/Loan and lease accounts are owned by Chase.

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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. Retail/Loan and lease accounts are owned by Chase. Maserati North America is solely responsible for its vehicle products and services and for promotional statements about them and is not affiliated with Chase or its affiliates.

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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 Chase is under license. Retail/ Loan and lease accounts are owned by 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. Dealer communication only; not intended for retail purchaser. ©2020 JPMorgan Chase Bank, N.A. Member FDIC

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20-017-A

Auto industry pioneer William P. DeLuca, Jr., of Windham, N.J., died on July 28, surrounded by family at High Pointe Hospice House in Haverhill, Mass. He was married to Kathleen M. (Manning) DeLuca for sixty-seven years. DeLuca was 87. Born and raised in Lawrence, N.J., DeLuca enlisted in the United States Navy after high school and was honorably discharged in 1954. He married his sweetheart Kathleen in March 1954. Later, DeLuca owned a local gas Conntinued on page 8

Volume 27 | No.7 Published By General Media LLC USED CAR NEWS (ISSN 1555-7413) is published at : Used Car News P.O. Box 80800 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 Emeritus Colleen Fitzgerald, Publisher Editorial: Jeffrey Bellant, Managing Editor Ed Fitzgerald, Staff Writer Advertising: Shannon Colby, Account Manager Tony Moorby Columnist: Circulation: subs@usedcarnews.com Production: Tom Savage, Production Manager Cee Lippens, Web Master Used Car News is published every third week. 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. Used Car News assumes no guarantees or liabilities concerning the accuracy of any advertisements. All Rights Reserved. Reproduction in any form is prohibited without the written consent of the publisher. OUR ADVERTISING APPROVAL POLICY Payments from first time advertisers must accompany the insertion order. Distribution is guaranteed by the USPS. The advertising reservation deadline is 12:00 noon Thursday, 11 days prior to the issue cover date. Ad materials are due by 5 pm Friday, 10 days prior to issue cover date. For advertising specifications please email colleen@usedcarnews.com.

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C R O S S WO R D PAGE 14


Service Dept.

Brought to you by:

Time to crash this party ...HMm, who should I be this time?

8/16/2021

Dealerships Lean on Service During Difficult Times By Jeffrey Bellant

The pandemic placed a spotlight on the importance of service departments, which will continue to be a big part of a dealer’s success going forward. Earlier this year, Massachusetts dealer Lou Tedeschi, president of the National Independent Automobile Dealers Association, described how his service department was critical to his survival in 2020. Massachusetts initially made auto service an essential service but shut down auto sales. “The service departments kept a lot of our dealers alive during COVID-19,” he said. NIADA, as a result, will have an entire track on auto service on the agenda at this year’s annual convention. Gordon Tormohlen, president of Tormohlen’s Good People Automotive in Freeport, Ill., is excited about that addition, including a general session presentation from Chris Collins, a “service guru,” and author of “Millionaire Service Advisor.” Tormohlen said, “I’m really looking forward to hearing what he has to say.” Tormohlen is a buy-here, pay-here dealer with a small service department and low overhead. But service plays a big role in his business. “In a nutshell, we take a very holistic approach to service,” he said. “It’s one of several doors a customer can enter through, as is sales, parts, or finance. Every department in our store is dependent on the others, both as internal customers and external customer loyalty builders. “Regarding service, we source business from reconditioning our inventory units, finance customers who need us to facilitate repairs, warranty repairs and referrals. We do no advertising.” Tormohlen used to have a Chrysler store years ago and he still has those former customers come to his store for service because they trust him. The department picks up about half of Tormohlen’s overhead. “Service drives a lot of our repeat customers,” he said. Finding auto techs remains a challenge. “I’d hire two techs in a heartbeat if I could,” Tormohlen said. “We have three line techs, plus a detailer, and we just hired an apprentice on our scholarship program.”

Tormohlen described how a local college serves as a farm team for his service department. “We’ve got an outstanding junior college here in town – Highland Community College – that does a fantastic job in auto tech,” he said. “They do a terrific job.” So Tormohlen offers a scholarship to a student, who can choose at what level they want to be funded. “We let them work here on an internship basis, or I’ll pay half or 100% of their auto tech tuition, fees, books, whatever,” he said, “if they agree to work here for four years after school.” Every semester that these students pass and get good grades, Tormohlen gives them a $1 raise. “In addition to that, we take $1 an hour for every single hour they work here for the two years they’re in the program. Then we lump that together and essentially give them a signon bonus when they complete their studies that they can use to buy a car, buy their tools, whatever makes sense to them.” Tormohlen said when he had a Chrysler store, the company recommended the dealership have five technicians. “We had 14 line techs, five guys on the lube lane, two detailers, five people up at the front counter – I mean, I had a 32-person staff just in fixed operations, the service department,” he said. “We’ve built it the same way here. That’s why I have trouble finding people.” Tormohlen said if he locked the door on his service department today, he would still have about 60days’ worth of business between his internal repairs and his current customers. “But here’s the key,” he said, “a typical consultant will tell you that you have to sell 3.5 hours on every repair order. That means the service advisor is going to hand the customer a bill for $300 or $400 every time they walk in the door. “About the third trip, they just don’t come back. Tormohlen’s philosophy is if it needs a repair that he’d tell his grandma she needs, then he’ll do the repair. “If it’s OK, maybe we tell the customer he needs the repair six months down the road,” he said. “That way, the trust factor is through the roof.”

Always up for causing some trouble, Harley the harlequin hacker Brews a Mean virus and Deploys some Malicious spyware.

carlotta miles is on vacation. time for me to step into her shoes...

P TTAA P

TAP

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WARNING THREAT DETECTED! IDENTITY: NOT CONFIRMED LOCATION: ACME AA

CHARACTER: DISHONEST MALICIOUS ACTOR

Miles ION Carlotta E AUTO AUCT GM AT AC

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Carlotta Miles, GM ACME Auto Auction

WEAPON SCAN: SPYWARE, MALWARE, OTHER

Here boy, I’ve got a bone for you. Your favorite flavor: phish!

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Phis

pinball Scans Carlotta with his authentication visionator.

Meanwhile, back at AutoIMS HQ... I see her in the system. It’s the HarlEquin Hacker. Let’s take her down.

I’ll do the patches.

I’ve got the updates!

The Admins deploy a team of experts to mitigate the threat.

Always having one more trick up her sleeve, Harley deploys her Escape-o-Matic Dust and gives Pinball AutoIMS and pinball the slip, vowing to return another day. will be ready and prepared… will you!? The job of a Remarketing hero is never done. Luckily the Superfriends have a hotline: 888-683-2272! Carlotta Miles, GM ACME Auto Auction


Retail Markets 8/16/2021 Compiled by Ed Fitzgerald

CALIFORNIA Brenna Stansberry, owner, Park Marina Motors, Redding, Calif. “We’ve been in business for 42 years. “We did not have to shut down for COVID. California allowed us to stay open as an essential business, as long as we had a repair shop. We gave our salespeople the choice of staying or going on unemployment. We had a handful that stayed on, and we had a handful that took the free ride. The handful that stayed on are still here. “I see a bigger struggle now then I saw a year ago. Even though COVID was scary, once we got through it -- putting masks on and going back to work, I now see the inventory shortage being the bigger threat (to our business). And we don’t have a crystal ball to see how that will affect us, not just going

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forward, but tomorrow and next week. The prices went up so much, and those have plateaued now, but what will happen next? “Normally we have 100 vehicles in inventory. Right now, we have 50. On average, we sell 45-50 a month. It’s down a bit, but we’re in northern California and it’s 110 degrees in the summer. “Normally trucks account for half of our sales, with cars and SUVs making up the other half. But that’s changing, too, with the price of gas going up. I paid $4.32 the other day. “I have been doing the auctions by simulcast. I miss touching the cars, which is an old-school habit. I think the auctions like that it’s moving online, it’s less liability for them. “But I’m doing more buying off the street. I’m two and one-half hours from the

nearest auction, so that also hinders me from going. “My advice to new dealers is to reach out to other dealers. Some have been in the business a while and they might be willing to lend a helping hand. “You could join your state association. This business is all about relationships. “The last car we sold was a 2017 Ram 1500. It had 64,000 miles and we sold it for $38,250.”

COLORADO Mark Weida, owner, Street Smart Auto Brokers, Colorado Springs, Colo. “I have been in the used car business my entire adult life since graduating from college. While submitting applications to graduate school, I began selling cars for a franchise dealership. After eight months they

made me a sales manager. I became the general manager of a Honda-VW store when I was 29 years old. “I ran franchise dealerships until 2006. “I wholesaled cars for four years and then opened my independent retail dealership on April Fool’s Day, 2011. Since then, I opened a service center and another retail rooftop. “COVID kicked us in the teeth last year, but we have rebounded. “We generally stock 100120 retail vehicles. We retail between 60-80 and wholesale another 25-50. “Approximately 40 percent of our sales are SUVs, 35 percent are trucks, and 25 percent are cars with the occasional minivan. “We sell about 65 percent domestic and 35 percent import. “We have our own service

center and average approximately $1,125 per vehicle in reconditioning. “We source our vehicles from auctions, franchised dealers and other independents. “Our sales sweet spot seems to be vehicles from 2-8 years old with miles in the 25,000-125,000 range. “We advertise exclusively on the Internet. “Our average down payment is $1,500 with an average term of 69 months. “My advice for new dealers? Start small and don’t try to grow too fast. Build cash reserves. “Most dealers fail from poor cash flow, not lack of profitability. “The last vehicle we sold was a 2018 Subaru Impreza sedan with 29,000 miles for $19,496, plus $499 dealer handling for a total of $19,995, plus tax.


News 8/16/2021

NY HERO Act Deadline Arrives By Jeffrey Bellant

New York is requiring businesses, including dealerships, to implement an airborne infectious disease exposure prevention program, as part of the New York Health and Essential Rights Act. As of Aug. 5, employees must provide a copy of the adopted plan to all employees in their primary language within 30 days of adoption, or by Sept. 4. “The New York HERO Act sets minimum safety standards in the private sector,” said Paula Frendel, executive director of the New York Independent Automobile Dealers Association. “This is important because it is one of the only instances of New York State passing legislature of this nature. “NYIADA is continuously advocating for our members and educating them on compliance. Each dealership needs to ensure they are following the guidelines set forth by state and local officials when operating to ensure continued success and safety.” On May 5, Gov. Andrew Cuomo signed the NY HERO Act into law. The law mandates extensive new workplace health and safety protections in response to the COVID-19 pandemic. However, he also stated that amendments to the Act would be forthcoming to address any deficiencies in the Act. Such amendments include: (1) making technical changes to the law by giving the New York Department of Labor and employers additional instructions for developing and implementing

workplace standards; (2) requiring employers to immediately cure violations; and (3) limiting litigation to situations where employers act in bad faith and fail to cure deficiencies (which reduces some of the penalties currently written in the law). The amendments were signed into law by Cuomo on June 14. The purpose of the NY HERO Act is to protect employees against exposure and disease during an airborne infectious disease outbreak. Under this new law, the New York State Department of Labor (NYS DOL), in consultation with the NYS Department of Health, has developed a new Airborne Infectious Disease Exposure Prevention Standard, a Model Airborne Infectious Disease Exposure Prevention Plan, and various industry-specific model plans for the prevention of airborne infectious disease. Employers can choose to adopt the applicable policy template/plan provided by NYS DOL or establish an alternative plan that meets or exceeds the standard’s minimum requirements. The airborne infectious disease exposure prevention plans must go into effect when an airborne infectious disease is designated by the New York State Commissioner of Health as a highly contagious communicable disease that presents a serious risk of harm to public health. Employers are required to provide a copy of the adopted airborne infectious disease exposure prevention plan and post the same in a visible and prominent location within each worksite. Templates and resources are available through the state.

Milestones - Continued from page 4 station in Lawrence and began selling used cars as well. He bought and sold several franchise dealerships over his lifetime. In the early ‘60s, he was one of the first to lease automobiles and at one point trained Chrysler’s new car franchises on leasing. In 1978, he formed a daily rental company which eventually grew to more than 25 locations. He started a floor plan company and, in 1995, he was instrumental in forming the Auto Auction of New England. Later in that year, he incorporated Southern NH Bank and Trust, and

has since changed the name to Bank of New England. It has grown to nine branches and $1.2 billion in assets. All companies combined today employ almost 500 people. DeLuca was preceded in death by his parents, Dolores (Roy) and William P. DeLuca, Sr. and his son, Joseph. He is survived by his children, William P. DeLuca, III and his wife Maz; Marybeth Finn and her husband Paul; and Lisa A. Drew and her husband Robert Drew, Jr. as well as six siblings, 12 grandchildren and 12 great-grandchildren.


Wholesale Markets 8/16/2021 Compiled by Jeffrey Bellant

CALIFORNIA Justin Soghomonian, vice president, All Valley Dealers Auto Auction, North Hollywood, Calif.: “We have four lanes and we’re running all four. “Our auction has a Tuesday sale and a Friday sale. “Friday is our main sale, it’s our bread-and-butter. We have one lane dedicated to our fleet/lease – and bank and repos – which is our Lane A. Two of the lanes are dedicated to franchise stores. Then one lane I’ve dedicated to a couple of my biggest sellers, WeBuyCars. com and Bidlane. They are buying centers that buy cars from the public. They have so much inventory that two sellers make up one lane. “We run about 200 cars on Tuesday and 600 on Friday. That’s kind of back to normal (to pre-COVID numbers). Normally, we might

have had 250 and 650 respectively, so it’s not that big of a difference. “(Conversion rates) on Friday are about 60 to 65 percent and Tuesday is about a 50 percent sale. Tuesday has more (inexpensive) cars, we’ll run more $5,000 cars than $10,000 cars, as well as some reruns. “Our Friday sale is made up of 45 to 50 percent digital bidders, while Tuesday is about 75 to 80 percent. “In the past, the average price at the Friday sale had always been about $7,000. But this year, we’ve seen it go up. Our average sale price this year is about $10,500. “We average about 570 dealers in the lanes on Friday with about 250 online. “We’ve been growing our fleet/lease to about 30 percent of our volume. In past years, July and August are typically the months where

SEPTEMBER 21st — PUT IT ON YOUR CALENDAR AND DON’T MISS IT4

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I would have gone on vacation. But July ended on a good note and August has been a decent month. “It’s been a strong year, a really good year. “We have purchased a new property and we’ll be making a move in early 2023. It will be a state-of-the-art location, 15 minutes from where we are now. “It’s going to be an auction where people are going to want to hang out. “I want it to be a hybrid sale so sellers can have an option.”

TEXAS Hunter Dunn, general manager, Corpus Christi Auto Auction, Robstown, Texas: “We have two locations, here and the San Antonio Auto Auction, which is the old Sparkling City Auto Auction that was owned by the

late Wade Walker, who was my mentor. Now all three of his (adult children) are active participants in the business. “I’ve been GM for seven years. Prior to that I was the sales manager for six years. The auction is 33 years old. “We have four lanes, but I’m running two or three typically. I’m having a hard time getting drivers. Those are the hardest jobs to fill. “We typically are running 350 a week. Prior to COVID it would have been 400. This has been kind of strange. Six months ago, car dealers would not let any unit loose since they had nothing to replace it with. For the last couple of weeks, that belt has loosened a little bit. Franchise dealerships in this area are still short of cars – big time. “But the used car supply, in this town, is pretty good.

“Conversion rates this year were in the high 80s, low 90s. But over the past couple of weeks, we’ve been in the 50s. I think it may get a little worse because these are cars that dealers may have bought for unrealistic numbers. “Prior to the pandemic, dealer cars made up 70 percent, compared to fleet/ lease/repos. Now I’m about 80/20. “Our average price is about $8,000. It’s been strange. For a while, we were just lining them up and getting out of the way. “(Bidders) are about 50/50 in-lane to online. “I don’t think the market returns to normal until a couple of months into 2022. That’s just my guess. “But if you’d asked me a year ago how long this would last, I would have said a couple of weeks.”


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Manheim Riverside September 2, 16, 30 951-689-6000

ADESA Boston September 3 508-626-7000

Manheim Fredericksburg September 16 540-368-3400

Manheim Pittsburgh September 15 724-452-5555

ADESA Salt Lake September 28 801-322-1234

Manheim New Jersey September 1, 29 609-298-3400

Manheim Seattle September 8 206-762-1600

Columbus Fair AA September 22 614-497-2000

Manheim Orlando September 7 800-337-8491

Manheim Southern California September 23 909-822-2261

Manheim Denver September 15 800-822-1177

Manheim Pennsylvania September 10, 24 800-833-2886

Southern AA September 15 860-292-7500

ADESA Golden Gate September 7 209-839-8000

Manheim Milwaukee September 15 262-835-4436

Manheim Atlanta September 8 404-762-9211

Manheim Nashville September 22 615-773-3800

Manheim Dallas September 14 877-860-1651

Manheim Palm Beach September 1, 29 561-790-1200

Manheim Pennsylvania September 9, 23 800-833-2886 Manheim Riverside September 2, 16, 30 951-689-6000

Choose Chase on ADESA.com and OVE.com for quality bank-sourced vehicles. Contact auctions directly for current sale information. 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. 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”). 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. The tradename “Aston Martin Financial Services” and the Aston Martin logo are owned by Aston Martin Lagonda Limited and are licensed to JPMorgan Chase Bank, N.A. (“Chase”). 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. ©2021 JPMorgan Chase Bank, N.A. Member FDIC (21-009) 9/21


Wholesale Numbers 8/16/2021

seg/type -------Car Car Car Car Car Car Car Car Car Car Truck Truck Truck Truck Truck Truck Truck Truck Truck Truck Car Car Car Car Car Car Car Car Car Car Truck Truck Truck Truck Truck Truck Truck Truck Truck Truck Car Car Car Car Car Car Car Car Car Car Truck Truck Truck Truck Truck Truck Truck Truck Truck Truck Car Car Car Car Car Car Car Car Car Car Truck Truck Truck Truck Truck Truck Truck Truck Truck

make/model/name ---------------Honda Civic Toyota Camry Toyota Corolla Nissan Altima Ford Fusion Chevrolet Malibu Nissan Sentra Hyundai Elantra Ford Mustang Hyundai Sonata Ford F150 Chevrolet Silverado 1500 Ram 1500 Toyota RAV4 Honda CR-V Chevrolet Equinox Jeep Grand Cherokee Ford Escape Ford Explorer GMC Sierra 1500 Honda Civic Toyota Camry Toyota Corolla Nissan Altima Ford Fusion Chevrolet Malibu Nissan Sentra Hyundai Elantra Ford Mustang Hyundai Sonata Ford F150 Chevrolet Silverado 1500 Ram 1500 Toyota RAV4 Honda CR-V Chevrolet Equinox Jeep Grand Cherokee Ford Escape Ford Explorer GMC Sierra 1500 Honda Civic Toyota Camry Toyota Corolla Nissan Altima Ford Fusion Chevrolet Malibu Nissan Sentra Hyundai Elantra Ford Mustang Hyundai Sonata Ford F150 Chevrolet Silverado 1500 Ram 1500 Toyota RAV4 Honda CR-V Chevrolet Equinox Jeep Grand Cherokee Ford Escape Ford Explorer GMC Sierra 1500 Honda Civic Toyota Camry Toyota Corolla Nissan Altima Ford Fusion Chevrolet Malibu Nissan Sentra Hyundai Elantra Ford Mustang Hyundai Sonata Ford F150 Chevrolet Silverado 1500 Toyota RAV4 Honda CR-V Chevrolet Equinox Jeep Grand Cherokee Ford Escape Ford Explorer GMC Sierra 1500

2020-08-01 ---------10500 10350 8900 8900 8800 10975 6850 7100 15400 8850 23700 24500 21000 12450 14050 11000 14500 9800 17275 27800 11650 12625 11050 11150 11400 12400 9100 9250 16800 10550 27700 26600 24000 14650 17475 13450 18125 11950 20350 30300 13100 15900 12300 12425 12950 13750 10900 10650 18400 12225 29500 28200 25500 16875 20000 15600 20025 13150 21950 33300 14900 16775 13400 15650 14000 15675 12500 12000 21250 14425 30700 32700 20450 21825 17175 24275 15450 25400 38300

2021-02-01 ---------9050 9600 7800 7475 8150 9525 5450 6300 13800 8350 23800 25600 22300 12475 13975 9875 16150 8925 16525 30000 10250 11575 9100 9450 10100 11375 7650 7900 15300 9900 26800 28600 25700 14225 16825 11575 19800 10775 20425 33000 11800 14000 10700 10950 11250 12400 9550 9300 16600 11425 29100 30700 26800 16100 18900 12850 21200 12325 21500 36500 13250 14750 12050 13375 12400 13650 10900 10800 18125 13200 31300 35200 19000 21125 14375 22475 14500 22725 41600

2021-08-01 ---------12900 12625 11450 9925 12800 12425 9200 10200 19225 11100 28500 30800 26200 17125 17500 12600 18675 11600 19625 35800 14600 15000 13550 12975 15300 15225 11800 12100 20750 13675 31400 34000 29900 18400 21725 15325 22850 14425 23525 39600 16650 19425 16000 15300 17500 17300 14350 13900 21900 16175 36000 37300 33300 20925 23475 20250 24825 17075 25600 43500 18500 20525 17500 19325 19050 19350 17150 15650 23450 18225 39000 42000 23875 26125 21575 27175 19250 27700 49300

2022-08-01 ---------9600 9475 8550 7100 9150 8925 6700 7425 13300 8425 21525 23625 19150 12475 13700 8325 12625 7850 13125 26475 10850 11175 10075 9050 11000 10900 8600 8575 14575 10225 23800 26075 21825 13425 17150 10225 15325 9575 15475 29425 12525 14275 11750 10650 12825 12500 10450 9975 15700 12025 27825 28775 24425 15250 18650 13750 16850 11350 17500 32525 14100 15300 12925 13325 14175 14275 12475 11500 16950 13600 30550 32825 17650 20775 14975 19075 13000 19600 37175

2023-08-01 ---------7775 7975 7025 5700 7300 7025 5400 5750 10650 6975 18225 19850 16475 10525 11575 6600 9850 6300 10525 22450 8875 9275 8225 7075 8775 8525 6925 6750 11850 8350 20225 22000 18725 11375 14475 8150 11850 7525 12175 25050 10275 11725 9525 8325 10225 9850 8350 7900 13025 9750 23975 24425 21075 12875 15900 10950 13200 8925 14175 27900 11700 12725 10525 10250 11500 11525 9900 9200 14150 11050 26675 27950 15075 17750 12225 15250 10400 16400 32500

Actual Wholesale and Projected Residual Values

M/Y --------2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2016 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2017 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2018 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019 2019

Source: Black Book


Disconnected Jottings From

Tony Moorby 8/16/2021 Tony Moorby The new fridge is due to arrive today to complete the kitchen renovation – the master bathroom is still an open project. More on that some other time. Like many, we have a fridge/freezer in the kitchen and another, previously on duty in the kitchen, which now stands sentinel in the garage as ‘the beer fridge.’ I don’t actually drink much beer these days but it carries the load for Terry and me to indulge our cooking exercises. The family’s not too upset by the output either. So now the previous beer fridge is to be replaced by the old kitchen model, which has a copious amount of room to accommodate our ongoing production. Which means the old beer fridge needs to find a new home. It’s built like a brick outhouse and is as reliable as an old Labrador (I can’t believe I’m using a dog

simile). It’s been virtually maintenance-free and just needed a jolly good clean. I don’t mean a quick rub down with a dishrag and towel – we’re talking reconditioning detail standards, as its new home is to be that of one of my more persnickety daughters. The exercise took a day and a half! Some of that time was taken up by transferring the contents of the freezer to some newly acquired coolers. Not as easy as you think. I thought I always labeled and dated containers and vacuum-packed morsels. Not so. “What in the world is this?” I exclaimed on a number of occasions as I delved into the forgotten realms of the freezer’s deeply packed shelves, undisturbed since the last imposed ice age. It’s easy to assume when you’re filling your Tupperware with Bolognese sauce or Hungarian Goulash that such contents

would be deliciously recognizable at any time in the future. After months of icebound isolation it’s impossible to render an opinion – Beef Bourgeon or Lamb and Barley braise? Prospects of future ‘pot-luck’ dinners were being fostered by the minute. At a point in its history some condensate had trickled down the back of the freezer compartment’s inside so that the bottom shelf was cocooned in an ice block on an Antarctic scale. Peering through the block gave no clue as to what was imprisoned. It was large enough to excite all kinds of prehistoric proposals including a Wooly Mammoth. It took an hour to defrost with the aid of a hairdryer and finally released unrecognizable gifts only worthy of the trashcan. About two-thirds of the frozen foodstuffs made it to the coolers for future delec-

By Myles Mellor

convertibles

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To see past columns from Tony Moorby, visit www.usedcarnews.com/ columnists/tony-moorby

Alan was large and muscular – no surprise there but Charlie was thin and wiry but knew how to balance and shift weight as second nature. The kitchen is now a masterpiece and a pleasure to use – at last. Now, about that bathroom floor…

Play Online at Us e d C a r N e ws. c o m

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9. Makers of Vantage and Vanquish, 2 words

• 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

tation and I could continue the fridge’s rehabilitation. Having been around the car business for years I had collected an agglomeration of cleaning products to impress any recon shop. Needless to say, the fridge was as clean as a new pin and the stainless steel case shone like a dime up a chimney sweep’s backside! The new fridge has been delivered and installed since I started writing. Regular readers will remember my experiences with the dishwasher saga and the big box retailer with the orange logo. I wasn’t looking forward to this episode either. Alan and Charlie were the two nicest, cleverest, most humorous and conscientious installers I’ve ever met. They were clean and tidy, as well as polite. They moved the old fridge from the kitchen to the garage with the grace of a ballet with nary a grunt or groan.

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Solution to this puzzle in the 9/6/2021 issue. Call 1.800.794.0760 for a FREE subscription.

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ROCK AUGUST & ROLL SALE 25th & 26th, 2021 ! k c a B It ’s

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