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UCN

Used Car News

9/6/2021

Cavender Named National Quality Dealer By Jeffrey Bellant

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IN THIS ISSUE:

• Car Cruises • Awards

Rush - Dated Material

• Numbers

Lee Cavender of Cavender Auto Sales in Gainesville, Ga., was named the 2021 National Quality Dealer of the Year at this year’s National Independent Automobile Dealers Association Convention & Expo in San Antonio. Back in college, Cavender studied mining engineering in West Virginia. However, because of a strike in the mining industry and after meeting his future wife, Natalie, Cavender moved to Stone Mountain, Ga., to begin working as a new-car salesman. Michael York, who served as master of ceremonies, told Cavender’s story as he announced the award. “Great success, born of great decisions,” York said. “In 1996, Lee and Natalie opened Cavender Auto. A year later they started a finance company and 25 years later, those businesses grew from two employees to 24 and made some great car history along the way.” As Cavender accepted his award, he described the moment as “humbling.” He thanked his wife for her love and support during the early years. Cavender described his children, Chad and Morgan, as an inspiration. He also praised his brother, Rondis, who runs the day-to-day operations of Cavender Auto Sales. “There is nothing that makes me more proud than to walk in there and see the passion that each and every member of our team has,” Cavender said. He added that he can’t describe the benefit he has received from his state and national dealer associations. “If I was going to tell a dealer anything, it would be – participate,” he said. “Participate in everything. Your state and local government

can make a casual decision that will put you out of business. So, you have got to get to know these people.” He added that the more he gives comes back to him tenfold. “I can’t tell you how proud I am,” he said. York said Cavender became a forerunner in his industry over the years, including taking the lead in a legislative battle. “When a new tax issue threatened dealers and their way of doing business in (Georgia), he engaged his state association to express his concerns,” York said. Cavender was challenged to get involved and he has met the challenge, getting to know state sena-

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tors and governors, while being a fixture at the capitol. The 20-group member and Certified Master Dealer has served as commissioner for the Buy-Here, Pay-Here Commission and has attended NIADA’s National Policy Conference in Washington D.C. for seven years. He sponsors local families at Christmas and his dealership is a Toys for Tots location. Cavender has served in various leadership roles in the Georgia Independent Automobile Dealers Association. During his nominee interview, Cavender talked about the importance of his state association and Continued on page 6

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Used Car News 9/6/2021

2021 WOODWARD DREAM CRUISE By Jeffrey Bellant

More than a year after the initial lockdowns over COVID-19, summer car cruises returned to America, including the legendary Woodward Dream Cruise in Southeast Michigan. Though the main event was Saturday Aug. 21, activities and cruising usually go on all week long. One highlight was Roadkill Nights, featuring legalized street racing. But the main event Saturday featured everything from Lambos and and Ferraris to Ford Fairlanes and Thunderbirds. Mopars and Hemis were every-

where and a few Hellcats and Demons roared down the boulevard. Hot rods drove low to the ground and several mid-engine Chevrolet Corvettes roamed the streets. For those with a sense of irony, a Pacer and even a Vega were spotted. Classics? I don’t think so. Oldtimers and young people all together, with the scent of ethanol and burnt rubber in the air. Even when the daily headlines turn grim, for a few days life was back to normal for classic car enthusiasts. The past looks better from here.

Industry Leaders Receive Top Honors from NIADA By Jeffrey Bellant

Forty years in one field may seem like a lifetime and – for Henry Mullinax – it has resulted in one of his industry’s highest honors. Mullinax, who served almost 40 years as a leader of national and state independent dealer associations, received the Michael R. Linn NIADA Lifetime Achievement Award. The award, presented Aug. 24 during the 75th annual NIADA Convention and Expo in San Antonio, Texas, was created to honor individuals who have contributed a career of exceptional and selfless service to the association. It is named for NIADA CEO emeritus Michael Linn, who became the first recipient in 2013 on his retirement from his longtime role as NIADA’s chief executive. “I wasn’t expecting it,’ Mullinax said.

Also honored were Tony Long, of the International Automotive Remarketers Alliance, and John Brown, executive director of the Carolinas IADA. Tony Long, IARA’s executive director and longtime leader and innovator in the auto remarketing industry, was selected as the newest member of the NIADA’s prestigious Ring of Honor. Long became the 32nd auto industry leader to be inducted into the Ring of Honor, NIADA’s highest award for non-dealers, during the NIADA’s Leadership Awards. NIADA’s Ring of Honor recognizes allied industry leaders who have contributed to the professionalism and growth of the automobile industry through outstanding performance and leadership. Brown won NIADA Association Executive of the Year. In his 12 years as executive direc-

tor of the Carolinas IADA, Brown has taken the association from more than $1 million in debt to a surplus of $1 million, as well as record attendance at CIADA’s past five annual conventions, with record vendor participation. In addition, Brown launched CIADA’s Political Action Committees in North and South Carolina, leading to multiple legislative successes, and built strong relationships with both states’ Department of Motor Vehicles. He launched BetterDealers.TV, a successful continuing education platform that has hit record dealer participation the past two years. And he’s written three dealer books, including two Amazon best sellers. Mullinax said he got choked up as he accepted the award because Mike Linn called him the night before. This was the first convention in 34 years that Linn missed. Mullinax was recommended for

the award by Linn himself, which, he said, made the honor especially meaningful. “It’s an honor to think that (Linn), of all people, would think I deserve this award,” Mullinax said. “That’s the most humbling thing I could ever experience.” Mullinax said Linn told him that Henry had done everything he could do in the Alabama Independent Automobile Dealers Association. Mullinax said Linn was the one who talked him into moving into leadership at NIADA. “I am so thankful that he lent his talents to independent dealers,” Mullinax said in accepting the award. “He made a difference for, and in, our industry.” Linn told Used Car News he still stayed connected during NIADA by watching the National Quality Dealer Award live online. Linn was Continued on page 10

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News Briefs 9/6/2021

Milestone

National Auto Auction Association announced the sudden passing of Maria Acuna on Saturday, Aug. 14, 2021. Maria was a 13-year employee of Big Valley Auto Auction, Donna, Texas. She was a graduate of the Auction Academy Class Five and a very loved, respected individual who served as a vibrant force and an important part of many peoples’ lives who were privileged to have known and met her, NAAA stated. Acuna is survived by her husband, Jorge, of 24 years and her son, Jorgie.

BSC Hosts Blood Drive

BSC America’s Bel Air Auto Auction continues its focus on service to the community, hosting a blood drive for the American Red Cross on July 13th. An earlier blood drive was held in the spring on March 3rd in conjunction with the auction’s 74th Anniversary Sale. Once again, the auction converted its cafeteria to a satellite blood

bank, welcoming the Red Cross who brought the equipment and the personnel to handle the blood drive in a safe and socially distanced environment. Auction employees were joined by auction customers and members of the community for the blood drive. Twenty units of blood were collected, which the Red Cross estimates will help up to 60 people. Several people participating in the blood drive received pins as Baby Brigade Donors, meaning that their blood would be used specifically to help babies. “At Bel Air Auto Auction, we feel that community service is an important element of our company culture,” said Michelle Nichols-Neff, executive vice president of BSC America. “Our success over these many years is due in large part to the loyalty of the community we serve, and we value opportunities like these to give back. We are grateful to all who participated.”

tion celebrated its 47th Anniversary at GRAA’lapalooza, on July 20-21. The celebration kicked off with a 200+ vehicle sale Tuesday night featuring vehicles from both Fleet/ Lease and Dealer consignment. Following the sale, guests enjoyed tacos, pizza, porkchop sandwiches, hotdogs and burgers from local food trucks, while listening to the opening act Fred & Ginger, a local singing duo. GRAA’lapalooza headliner Aaron Tippin took the stage with hits like “You’ve Got to Stand for Something,” and “Workin’ Man’s pHd.” Wednesday morning, GRAA welcomed guests back for another exciting auction with 800+ vehicles. Following the sale, guests had their chance to win $10,000 in giveaways, ranging from a trip to Nashville, arcade games, Beats headphones, and more. “We are thankful for everyone who came out to celebrate our 47th Anniversary with us at GRAA’lapalooza,” Auction Marks Anniversary said Chad Anderson, general manThe Greater Rockford Auto Auc- ager. “We would not be who we are today without our customers. Our entire team had fun celebrating with them at the Aaron Tippin concert and the next day at the auction.”

Brand Loyalty Drops Brand loyalty among U.S. consumers for new vehicles dropped to a six-year low in June, according to new analysis from IHS Markit. Analysis of new-vehicle registration data through June indicates that the overall brand loyalty rate of 51 percent in the U.S. market is the lowest since August 2015. This decline in loyalty is due, at least in part, to the major declines in dealer inventory. Year over year, IHS Markit newvehicle registration data indicates that brand loyalty in the U.S. fell by 1.7 percentage points (PP) to 51 percent in June (vs. June 2020). This follows a 2.5 PP drop year-over-year in May and a 2.8 PP decline in April. The aggregated three-month brand loyalty in 2021 was 51.6 percent, down from 54 percent a year ago and 54.1 percent two years ago. While consumers are changing brands, body style loyalty remains strong, increasing slightly -- national overall body style loyalty rose 1.1 percentage points in June (yearover-year) to 55.5 percent. The three dominant body styles, including sedan, pickup, and sport utility, all experienced loyalty improvements, with sedan up 2.4 percentage points, pickup up half a percentage point, and SUVs up 0.3 percentage points.

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Volume 27 | No.8 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


State News 9/6/2021

Michigan IADA Honors Dealer at Golf Outing By Jeffrey Bellant

Jim Van Paemel, owner of Victory Motors, won the Michigan Independent Automobile Dealers Association’s State Quality Dealer of the Year award last month. He took the opportunity to fire up his association’s dealers. Van Paemel received his award during the Michigan IADA’s 2021 Golf Outing/Event on Aug. 23 at Cherry Creek Golf Club in Shelby Township, Mich. His acceptance speech started out with a joke, but he soon got serious and challenged his fellow dealers. “First, I’m really glad I became a car dealer instead of a professional golfer, because I never would have made a nickel in that job,” he said. “But to me, this award is more about the team I’ve had around me and people that I do busines with. “It’s been a long run and a good

run for me.” Van Paemel, who started in the car business 41 years ago, said it’s special that the award comes from the industry, from people he does business with. He acknowledged the last year or two have been really strong ones for the used-car business. “But if you watch what’s going on, the new-car dealers are gobbling each other up one after the other and becoming mega-stores,” he said. “Once that happens the corporations come in and buy up the megastores. “We’re like the last of a breed, the independents.” He said if the independents aren’t careful, the Vrooms and the Carvanas will run them out of business. He said franchises and megastores want “every part” of the business now. Used-car dealers carved out niches for themselves, like ser-

vicing credit-challenged customers. Van Paemel’s niches are 1-to 3-year-old cars and to be cheaper than the newcar dealers. “Well now, with Carvana, Vroom and the mega-dealers, they don’t care. They’ll sell cars just to make $500 or $600 (because they sell on volume),” he said. “So, they suck everybody dry.” That’s why Van Paemel Photo By Jeffrey Bellant urged dealers to get behind their state associa- HONOR: Michigan dealer Jim Van Paemel accepts his tions to defend their turf state’s Quality Dealer of the Year award from Joe Kuhta. and their livelihoods. “We’ve got to be stronate even without physical locations, ger,” he said. “They won’t run us out which gives them an advantage over of business, but they’ll regulate us typical independents. out of business.” Tesla is another challenge that’s Van Paemel, 69, said chains like here. Carvana and Vroom are able to operContinued on page 6

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“If we don’t stop being like little tribes and don’t get together, we’re all going to die a singular death,” Van Paemel said. He added that personal service is a strength that the big businesses can’t match. “Better than 50% of our customers are referrals,” he said. “What business has that kind of loyalty?” Van Paemel said even though he does a lot of advertising, including television, he’s not aiming for the first customer. “I care about who that first customer is going to bring,” he said. “Because that person doesn’t cost me a thing.” An association board member had high praise for Van Paemel. “He does things the right way,” said Joe Kuhta, Michigan IADA’s treasurer, who presented the award. “He’s done it the right way forever, He’s a good man, he’s a humble man. “I’m privileged to stand up here and introduce him.” Kuhta said Van Paemel got his start as a gas station owner. But when he saw that business was doing poorly, he sold it. After starting at an AMC dealership, he bought a small car lot in Mount Clemens, Mich., in 1982.

The first Victory Motors store opened in Warren, Mich., in 1994. Today, Van Paemel has stores in Chesterfield Twp., Royal Oak and Wyandotte. He has three children and his daughter, Sara, is general manager. “We’re really proud as an organization to have him as a member of our team,” Kuhta said. The award ceremony came at the end of a golf event on a gorgeous sunny day. More than 80 golfers, including dealers and vendors, attended the event. Annette Chapman, the association’s executive director, organized the event, which was one of the first big events since the pandemic. Vendors and dealers seemed to have a good time, which included hot dogs and drinks during golf and a full luncheon, prizes and raffles during the award ceremony. Otto Hahne, owner of City of Cars in Troy, Mich., attended the event. He was the 2019 Michigan Quality Dealer of the Year and went on to win the National Quality Dealer Award. Van Paemel will contend for next year’s National Quality Dealer of the Year.

Quality – Continued from page 1 NIADA. “For a new dealer, I tell him that the contacts, training and knowledge from the dealers who have made it is invaluable,” Cavender said, “both on a state and national level. “The industry is changing daily and if you don’t keep up with it, you’re not going to make it. So, if you want to be successful, if you want to thrive, be involved.” Other nominees included: Alabama’s Robert Case; California’s Brenna Stansberry; North Carolina’s Bobby Hoffman; Colorado’s Mike Widhalm; Florida’s Luis Giraldo; Hawaii’s John Caudell; Illinois’ Frank Taylor; Indiana’s Trent Lee Davis; New Jersey’s Carmine Zeccardi; Ohio’s George Shehadeh; Pennsylvania’s Wayne Herring Sr.; South Dakota’s Dirk Byers; Texas’ Paul Scott; and Virginia’s Charlie Bryant. Michigan’s Otto Hahne, the 2019 National Quality Dealer of the Year, gave brief remarks about the award. “It’s been an amazing experience,” Hahne said. He praised his wife, Jer-

rianne, his three children and grandchildren. He also expressed gratitude over “the great dealers I’ve met, and the amazing people” since he became National Quality Dealer. Hahne said the award brought many well-wishers and has benefited his advertising and branding. Northwood University, a school with an automotive marketing department, is part of the selection committee that chooses the winner. Nominees are judged on criteria including how they have served the NIADA and their willingness to help state and national association leaders. The nominees should also demonstrate a willingness to serve the used-car industry and their fellow dealers. Nominees should be outstanding business operators and should be involved in serving their local community and give something back through their time, talent and money.


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Privacy 9/6/2021

Firm Launches Security Product to Help Independents By Jeffrey Bellant

Security and privacy remain critical concerns for businesses, especially automobile dealers. However, can protecting consumers’ private information become a selling point for independent dealers? Andrea Amico, founder of Privacy4Cars, said car dealers can use this issue to draw new customers to their stores and build trust. According to the company, four out of every five vehicles sold last year contained personal data. Whether it’s through playlists, satellite radio or cell phone connections, cars have become treasure troves of personal data. Amico said this is where Privacy4Cars steps in. Privacy4Cars is a technology platform that promises to “efficiently remove Nonpublic Personal Infor-

mation left in a vehicle system by previous owners and users,” while also allowing the business to build detailed tracking of the deletion activity for compliance and operational purposes, and to back the deletion with a certification and warranty to reduce your liability.” The firm, which introduced its app back in 2018, already has partnerships with AutoIMS, the American Recovery Association and America’s Auto Auction among other wholesalers and remarketers. Amico said the firm has had “incredible growth” through its wholesale channel. “We have made so much progress, you wouldn’t believe it,” Amico said. “Now we’re at more than 380 auctions locations in the U.S. and Canada. We’re everywhere. “We’re a really small company with some really big customers.” But Amico said partnerships in-

cluding Cox, GM Financial, Wells Fargo, and VW Financial are just a few of the firm’s clients. Its most recent partnership is with ServNet. “We make it mind-numbingly simple for people in the field to remove personal information that’s vastly superior to other methods,” he said. “But most importantly, we create detailed records that let the customers know that their personal information has been protected.” It’s critical to provide the client with a good process to clear out that data, Amico said. The tipping point for Privacy4Cars was the passage of the California Consumer Privacy Act in January 2020. “At that point, auctions and remarketers started to realize – this is not just a California problem,” Amico said. However, every state has data se-

curity laws, data retention laws and data breach laws. So, when an auction or dealership resells a car, it might have a past customer’s address or garage door code. “Tell me again why you’re leaving this stuff (in the car)?” Amico said. The second issue is how to provide “reasonable security.” While the term may be hard to define, it’s easier to define what it’s not. “I think it’s going to be really hard for businesses to emerge on the right side of history if they don’t take care of this issue,” Amico said. When he began looking at this issue seven years ago, Amico said it became obvious to him that “people were leaving their digital lives behind.” So, the company came out with a program that would remove the data stored in a car, build a track record along with certification and a Continued on page 10

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News 9/6/2021

NIADA - Continued from page 3 the one who spearheaded NIADA’s efforts to put that show online. Mullinax has been a member of NIADA and Alabama IADA since he joined as a franchise dealer in 1978. He rejoined as an independent dealer in 1981, after he founded Mullinax Auto Sales in Oxford, Ala. He became president of his local AIADA chapter in 1984 and has since served in every leadership position at the local, state and national level. He was AIADA president in 2006-07 and NIADA president from 2019-2020. He’s also served on numerous committees and has chaired the NIADA Services Board, the Legislative and Regulatory Committee and the NIADA Foundation Board of Trustees, among others. Mullinax completed his term as chairman of the NIADA board of directors this week when the new slate of officers was sworn in – the first time he has not held an association leadership post in 38 years. He has been named Alabama’s State Quality Dealer and was inducted into AIADA’s Hall of Fame in 2008. Long, meanwhile, was the son of an auto dealer and began his career in the used vehicle industry selling used cars for Twin City Buick in Alcoa, Tenn. He and his parents shifted gears and went into the auction business as founders of Airport Auto

Auction in Alcoa. That partnership lasted 20 years, and in that span Long became an industry leader, highlighted by serving as president of the National Auto Auction Association in 2004. He was also the first president of NAAA’s Warren Young Scholastic Foundation – he was later named a Fellow of that foundation – and was chairman of the search committee that hired NAAA CEO Frank Hackett, who retired this year after 17 years of distinguished service. Long moved on from the auction business after his father, Paul, died in 2009, but four years later he returned to remarketing as IARA’s executive director. During his tenure he has overseen the automation and growth of IARA’s Certified Automotive Remarketer program, which is widely used by IARA’s corporate members and is part of the curriculum of Auction Academy. “I lost my dad 12 years ago,” Long told NIADA members in accepting the award, “but he would be so proud and so honored to see me getting an award from dealers. You were his buddies. “I can truly say the most important lessons I’ve learned in this business are from my dad and from dealers just like you. I am so honored to be included in your family.” – Jeffrey Bellant contributed to this article.

Privacy – Continued from page 8 a warranty, then package that into a solution for businesses. Now Amico has his sights set on used-car dealers. “We’re very excited about the first responses we’re getting,” Amico said. We’ve done a lot of studies at dealerships studying, literally, hundreds of consumers. “What we’ve learned is that consumers crave peace of mind.” This product aims to achieve that. “I see there’s an opportunity for progressive dealerships to be white knights that come and save the day,” Amico said. He wants to offer dealerships a suite of services for their customers that allow dealers to meet their compliance obligations, while also delivering value to the consumer. “By the way, customers will be delighted to pay for this,” Amico said.

“And you will look completely different from the dealer next or who is competing with you. “Bring something different to the table, bring peace of mind.” Privacy4Cars’s first solution in this space is Trade-in Peace of Mind. The idea is that if a consumer brings their car to the dealership, the dealer will remove the data, give customers a certificate showing it has been removed and provid them with indentity-theft protection. “I think there’s an opportunity to do good and do well,” Amico said. “I think we can win people over pretty easy.” The product will officially launch in September with a basic version and a more expanded version, giving both dealers and consumers a choice.


Retail Markets 9/6/2021 Compiled by Ed Fitzgerald

GEORGIA Jack Carter, owner, Turn and Burn Motors, Conyers, Ga. “We opened near the end of 2012. “When COVID really hit the fan that one day in March 2020, when it was just chaos, we went home at about 4 p.m. We closed up and regrouped. We closed for two hours on that one day. “We were forced to do more business online, but we still attended auction previews. Doing more online was definitely an adjustment. We’ve been very fortunate that the ADESA here in Atlanta has been back up and running live auctions. I can’t tell you how thrilled I was to be there. It was fantastic. My brother and I bought seven or eight cars. “The other dealers were happy and everyone seemed to be excited by what was

going on. “We were probably averaging 100 cars in inventory, prior (to COVID). Now we’re averaging 65-70. “We’re selling 75-80 a month. We saw a lot of business from the stimulus money. Instead of tax time, we had stimulus time. “Delinquencies and accounts past due were probably the lowest they’ve ever been. “Has it become a little harder to find inventory? Yes, but it’s always been hard. I think the truth is were just so accustomed to shopping at one place. “We tried to ramp up our efforts to take trade-ins. ”Getting out of your routine was probably more of a problem than COVID was. “We sell the basic commuter sedan more than anything, with the small SUV right after that. We sell the

Camrys, the Accords, the Altimas. I set out to buy something that is in good mechanical condition, that won’t slow my shop down. “A good truck is $25,000 and up. A truck that is worn out completely with 200,000 miles is $10,000. “But since I do buy-here, pay-here I’m kind of limited as to how much I can finance in-house. “I spend about $1,200 a car in reconditioning. “I don’t have any vehicles on my lot that don’t have a GPS system, it’s one of the first things we do when the car comes in. We change the oil and put in a GPS system. “I don’t believe in the starter interrupts. I don’t know how you can determine that your customer isn’t having an emergency with a child and has to go somewhere to get an inhaler. “The last car I sold was

a 2013 Ford Fusion with department. 88,000 miles, $14,500.” “The average size of our inventory is about 100, it’s reNEW YORK ally up a smidge. We’ve been Chris Taylor, owner, Cer- pretty aggressive buying. We tified AutoBrokers, Grand sell about 85 a month. Island, N.Y. “We probably sell about 70 “We’ve been in business percent trucks and SUVs and 11 years. We started off very then 30 percent sedans. small, just me and my busi“We’re completely digital ness partner. We had a small on the buying side. We made office in a plaza and our lot the transition to a digital was on the other side of a buying platform probably motel. about a year before COVID. “We moved to the adja“I’d say our average down cent property in 2012. We payment is in the $2,000just broke ground on a new 2,500 range. building about a month ago. “Our reconditioning costs “In New York state we are high. Our average per vewere required to shut down hicle is around $1,300. All of completely for about a week it is in-house. because of COVID. “The average age of our ve“Then we had to open up hicles is 2018, 40,000 miles. a virtual showroom. We We are very late-model. weren’t allowed to have “The last car I sold was people in the showroom for a 2018 Chevy Silverado, a couple of months. Our ser- mileage was in the 30,000s. vice department, at the time, We pulled $39,000 for that mostly relied on our sales truck.”

11


Wholesale Markets 9/6/2021 Compiled by Jeffrey Bellant

GEORGIA Corey Sanford, general manager, America’s Auto Auction-Atlanta, Cartersville, Ga. “We opened in 2003. I ran 1,000 on Aug. 27, but for a good average. I run about 850. It’s nothing like everyone else is experiencing. We are so blessed. “(Pre-COVID) we’d do 850 on an in-op sale week and 750 on a non-in-op week. “This will be our best year ever, by thousands of cars sold. “We are constantly gaining new accounts and I mean every week. I’ve got the best sales reps in the business. I’ve got a general sales manager – her name is Alicia Kennedy – who’s been with me for 15 years. She’s just a firecracker. “We are 80% dealer and 20% fleet. Last year, for the year, we

were probably 55% sold. In 2021, it’s been right at 70% – 71%. “Typically, I’ll get 550 dealers in the lanes and another 500 to 600 online. Online exploded during COVID-19. It went from 150 on a Friday to 600, literally, overnight. “Dealers are saying that prices are sky high, obviously. Some of my smaller dealers that were really strong buyers have been unable to compete, unfortunately. “They can’t justify paying what these other guys are paying. I feel bad because I’d like everyone to get a piece of the pie. “I’ve got a guy who comes in and buys 50 or 60 every week. He’s had weeks where he’s bought 70. “Last year, $7,500 was our average price. This year, it’s $9,800. “We’re getting a newer, lower-mileage vehicle. But

iress T d ice e s U t Pr m iu owes m Pre the L at

part of it is just the market. “We run 100 in-ops every other week. The bidder count goes up on those Fridays. They also buy them online. I’m talking no CRs, just photos. “Last year, I was getting $200 for scrap. This year I’m getting $400 to $450 for scrap. “I’m looking for a record September.”

VIRGINIA Jerry Daisey, general manager, America’s Auto Auction Virginia, Virginia Beach, Va. “We’ve been here going on four years. We have eight lanes. “Typically, we’re an 850to 950-car sale. Right now, we’re running between 600 and 700. “We have both dealer and fleet/lease/repo. The per-

centage is probably 70% to 30%. Repos went from freeflow to a trickle, because of COVID-19. “I’m now doing 65% to 70% (conversion rates). “On sale day, we’ll get 450 to 550 dealers in the lanes. However, simulcast has really picked up and changed the game. So, right now I’m drawing between 200 and 250 per week online. We’re on Edge Pipeline. “Mostly what we’re hearing from dealers right now is, ‘We need some cars. We need cars.’ “The average price (on the block) is about $8,700 right now. Two years ago, it was about $6,000. “We also have a GSA sale. It’s a once-a-month sale. The flow on that has not slowed at all. Typically, I’m going to run between 50 and 75 (units) in that sale. It could be anything from a

van to executive cars to little Hyundais. It’s an amazing mix. We’re at the Navy base, so we get everything. “I run between 50 and 95 in-ops a week. We’re even selling them online now. We have a really good following. “We also do a specialty sale once a month, That’s boats, jet skis, campers, etc. Usually, we’ll run between 20 and 50 (units), but you never know. It’s a great promo sale. “Overall, for this year, the word that I would use is ‘grateful.’ That’s the word I use after surviving COVID-19, the cuts, the hardships on the employees and how hard they’ve worked. “Also, I’m grateful because the dealers remained so loyal. “As far as the year goes, we’re having a fantastic year. We just need these manufacturers to get these new cars made.”

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Wholesale Numbers 9/6/2021

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

2020-09-01 ---------11750 11000 9400 9150 9800 11525 7250 7950 16500 9650 25800 26500 22500 13700 15150 11600 15850 10400 17750 30500 13000 13425 11950 11800 12350 13800 9900 10300 18000 11450 31000 29500 25500 16300 18575 13950 21575 12550 22000 32700 14550 17100 13700 13325 13650 14850 11700 11500 19600 13075 33800 31100 27000 18425 21100 16100 23725 13950 24050 36200 16300 17875 14950 16450 14800 16800 13050 12400 21400 14875 34300 35800 21900 23325 17775 26300 16450 26225 41300

2021-03-01 ---------9100 9800 7950 7500 8400 9525 5550 6800 13875 8325 23800 25700 22400 12350 13900 9875 16075 9125 16650 30300 10300 11800 9350 9550 10300 11425 7950 8300 15375 10000 27000 28700 25600 14050 16750 11675 19700 10675 19875 32600 12100 14300 11150 11000 11450 12450 9450 9550 16650 11550 29500 30700 27400 15775 18775 13450 21075 12425 21350 36600 13350 15050 12700 13575 12750 13650 11550 11300 18100 13450 31500 35200 18950 21025 15175 22350 14500 22825 42100

2021-09-01 ---------12100 11800 10900 9325 11750 11825 8450 9900 18500 10400 26500 28500 24500 16075 16825 12125 18100 11075 18825 33300 13550 14200 12450 12025 13750 14225 11250 11400 20350 12900 29000 31500 27500 17575 20900 14600 22350 13675 22675 37800 15300 17850 14750 14525 16300 16175 13200 13150 21625 15475 33800 34500 31500 20225 22750 18950 24425 16325 25150 41000 17050 18825 16850 18600 18250 18150 15650 14600 23725 17675 36500 38500 23875 25325 20425 26975 18900 27950 46500

2022-09-01 ---------9225 9350 8400 7175 8875 8775 6625 7175 13300 8600 21075 22975 19350 12125 13500 8475 12750 7925 13775 25425 10475 11125 9600 9025 10450 10550 8575 8450 14800 10500 23175 25500 21775 13275 16875 10300 15600 9700 16325 28700 11875 14075 11325 10850 12225 12100 10075 9825 16000 12475 27475 28100 24550 15200 18500 13575 17250 11450 18575 31700 13250 14975 12900 13725 14000 13875 11925 10875 17625 14275 30100 31725 18075 20600 14950 19450 13500 21175 36850

2023-09-01 ---------7525 7950 7000 6000 7125 6900 5600 5600 10525 7250 18150 19675 16800 10300 11350 6675 10000 6425 11075 21575 8650 9325 7975 7350 8450 8275 7050 6675 11850 8725 20050 21925 18925 11275 14200 8150 12075 7700 12875 24400 9850 11700 9350 8775 9850 9575 8300 7775 13025 10275 24075 24275 21400 12875 15725 10800 13500 9100 15000 27150 11150 12650 10625 10950 11375 11225 9775 8800 14375 11750 26750 27550 15375 17550 12175 15575 10825 17575 32025

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 9/6/2021 Tony Moorby It’s quite amazing that the minutiae of life’s passing parade go on unabated for most people despite the miasma of issues at odds around the globe ripping people’s lives apart. Having lost my twin brother to Covid-19 at the very start of the pandemic, I was absolutely convinced that time and even life itself would weigh heavily and drag along like manacles forever. Friends and family rally to these causes and buoy one back to face the future, whatever that may look like. Such devastating events do, however, put a different interpretation on what is or is not important in the grand scheme of things. Readers may remember that some recent renovations hadn’t really gone exquisitely according to plan; in the old days I would have behaved like a demented hobgoblin, questioning

other peoples skills or even their parentage! I now refuse to get stressed over things that can be fixed with a little time and effort. One of our contractors noted, “You are the most laid back son of a gun (or similar) I’ve ever seen, with all that’s gone wrong on this project.” I retorted that rending hair or gnashing teeth was not going to entice the plumber to show up early the next day or the painters to stop another job to see to mine. The only person to further suffer would be me. I did lose it with the tile setters, inviting them to leave the house forthwith along with some suggestions that involved sex and travel. Time hasn’t dragged this year; it’s flown by, in accordance with the observation that a slowing metabolism speeds the sense of time. Events here and around the world have stressed

everything from political allegiances to long-held reliance on advice from worldwide medical professionals. Long festering and debilitating, expensive wars (in human as well as financial terms) have taken enormous tolls like the recent withdrawal from Afghanistan. I try to avoid politicking in this column these days – I used to be quite vociferous about my views but proffering opinions these days is tantamount to inviting the wrath of Khan from either side and I don’t need the stress. However, having been so close to the effects and finality of the coronavirus’ invasive transmission and the latest variant being even more malicious, I fail to understand some people’s insistence that their ‘rights’ to not wear masks or get vaccinated stand in their way to stay healthy – not just for

By Myles Mellor

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

All this in spite of infection rates at all-time highs. Meanwhile, everyday life squeezes through the cracks as we deal with the little things that make our worlds go around while others wonder if theirs will ever be the same or whether there will be a tomorrow.

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

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• 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

themselves but family and strangers too. Phil Valentine, a nationally syndicated right leaning, news talk radio host, here in Nashville, whilst not an out and out anti-vaxxer, argued quite lucidly that his chance of catching and dying from the coronavirus was less than 1%, even if he didn’t wear a mask or get vaccinated. Many people agreed with his posture – and still do after Mr. Valentine passed away last week after a prolonged and vicious fight against Covid-19. He even asked his brother to go public and try to persuade listeners to take all the obvious and necessary precautions. I fail to see how the governor of a state can put his residents in mortal danger by telling people they cannot be mandated to take sensible precautions to obviate the ever-growing transmission of this plague.

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Solution to this puzzle in the 9/27/2021 issue. Call 1.800.794.0760 for a FREE subscription.

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Solution to the 8/16/2021 puzzle


Profile for Used Car News

Used Car News 09/06/2021  

Used Car News 09/06/2021  

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