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UCN usedcarnews

3/15/2021

Used Car News Remarketers Alliance Learns to Adapt By Jeffrey Bellant

IN THIS ISSUE:

• NIADA • NADA

Rush - Dated Material

• Retail Markets

The International Automotive Remarketers Alliance will hold its 2021 Virtual Conference with a full slate of topics ranging from “Adapting to a Socially Distanced World,” to “Key Trends and Outlooks” to panels on transportation/logistics, consignor challenges and dealer insights. One panel will discuss the perennially controversial topic, “Is Your Condition Report Making the Grade?” Doug Turner, director of asset management for J.D. Byrider, will have a discussion with Matt Arias of America’s Auto Auctions on the issue. Arias was previously director of arbitrations with Cox Automotive. He worked with Turner at America’s Auto Auction, before Turner went back to J.D. Byrider. Turner said the pair want to discuss what is most important in the CR. “What should the CR be in the eyes of the buyer,” he said. “No. 1, you would expect to get ‘cosmetics’ in a CR report, right? That’s the norm. Tell me it’s got a ding; tell me it’s got a dent.” But the pair believes even more important is a better conversation around identifying mechanical issues and anything frame related. Turner’s son works for ACV Auctions, so he’s seen how they do CRs. “They got some really cool CR stuff,” Turner said. “They’ve got a microphone you can put under the hood so you can hear the engine start up when it’s cold and hear when it‘s warm. “They’ve got this virtual lift where you drive over it and it gives you high-def, 3D images of what the frame and structural components of the car look like.” Tools like that go way beyond

whether a car has a torn seat or bad tires. “A few other items on our list to talk about are the value and importance of AutoGrade,” Turner said. “Do people have value in that?” The challenge for buyers is that a 3.0 grade in one buyer’s mind may look a lot different than the 3.0 grade in another buyer’s mind, Turner said. So, the question is whether that grade dominates the view of the CR? Turner said he was at a recent auction where the CRs were pretty good overall, but still had issues. “But we were looking at vehicles that showed they were a 3.8 that looked worse than vehicles that were graded at a 2.5 or 2.8,” he said. “I would just say that the CR has to be more consistent.” But how auctions handle disputes remains critical to the process. “From a buyer’s perspective,” Turner said, “if we know the auction has a good arbitration policy and they are very neutral in their decision-making process, then in my opinion, the buyers are going to take a little bit more risk and pay a little bit more for that car.” If the platform or company that sells the car is taking care of the buyer, at the end of the day, the buyer is going to bid more. “But if they think it’s more risk – or the arbitration policy always tends to sway toward the seller more – you may back off your bid more,” Turner said. He said IARA provides very strong communication for all parties and the conference provides presenters with good operational experience. “Obviously, Paul Seger, being IARA president, does a great job, kind of coaching and guiding us through all this stuff.”

Steve Greenfield

Tammy Swofford

Jay Wertzberger

Robert Voltmann

Doug Campbell


NIADA News 3/15/2021

NIADA Reaches Out to Members, Setting New Tone By Jeffrey Bellant

The National Automobile Dealers Association is aggressively moving toward the future following its 2021 Winter Leadership Meeting. One of the big pieces of news coming out of that meeting is that NIADA will return to a live, in-person convention this August in San Antonio, Texas, with the association’s 75th annual Convention & Expo. The diamond anniversary event was pushed back from June for safety reasons and to allow more people to get the COVID vaccine in time for the convention. Lou Tedeschi, NIADA president, said the revamped event will also feature three learning tracks, one for retail stores, one for buy-here, payhere and one for service centers. “So, we’ll have something for everyone,” he said. The addition of service centers is a

direct result of the pandemic experience, Tedeschi said. “The service departments kept a lot of our dealers alive during COVID,” he said. Tedeschi, a Massachusetts dealer who was not allowed to sell cars for weeks because of a state lockdown, relied on his service business – which was allowed to stay open – to keep his business afloat. Tedeschi said the winter meeting was also an in-person event, with the entire NIADA board of directors present, along with Association Executives Council Chairman Adam Jones and other leaders. “One of the key discussions was centered on how to help the smaller independent dealer who makes up the majority of the NIADA’s members,” Tedeschi said. “Sixty-five to seventy percent of our dealers have five or fewer employees, so we’re putting a big emphasis on those

smaller dealers.” The service track, 20 groups and other education, will focus more on these everyday dealers. “We’ve got to make sure we recognize these people,” Tedeschi said. This also helps draw in the state associations who also have felt left out of the conversation at the national level. This is a result of a two-year “listening tour” where state leaders said they felt they were being left on their own. A hybrid session during the winter meeting brought in state association leaders for training and several work groups to get the state’s input. The gesture was not lost on Jones, executive director of the Utah IADA. “As a state association director, I think the important piece to keep into consideration is that idea of making sure states feel important and know they are part of what’s go-

ing on at the national office,” Jones said. As chairman of the Association Executives Council, Jones said new leadership has definitely made a difference. “Having new leadership there, I think that there was a new focus on state associations that we haven’t seen in a little while,” Jones said. “It was refreshing to see there was emphasis placed on state associations – that the national associations will do things to help the state associations succeed. “One of the biggest things that helped was when (new NIADA CEO) Bob Voltmann came in. One of the first things he did was reach out to all of the state IADAs. “I think it’s also important that Voltmann included states in the discussion of the strategic planning process, making sure they are part of it.”

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News Briefs

UCN usedcarnews

3/15/2021

Volume 26 | No.16

Milestones Jack Allen Kesler, longtime auction owner, died Feb. 27 at Indiana University Health Methodist Hospital, Indianapolis, after a brief hospital stay. He was 93. Kesler, born in Lebanon, Ind., was an avid outdoorsman who loved to hunt, fish, and play golf. He was married to his Speedway High School sweetheart and wife of 68 years, Jacqueline R. “Jacque” Kesler. Kesler was co-owner, along with

Jacque, of Kesler-Schaefer Auto Auction (KSAA), a wholesale automobile auction established in Indianapolis in 1943 by Jacque’s father, Ken Schaefer. Jack and Jacque were given the NAA Pioneer Award in 2013 by the National Auto Auction Association. Today the business is run by their son Steve Kesler as its president. Kesler was also a longtime buyer and seller of residential and commercial real estate. He attended

Butler University on a basketball scholarship. He left Butler to enlist as a corporal in the U.S. Marine Corps, serving until his honorable discharge in 1947. He re-enlisted in 1950 and was again honorably discharged. Kesler is survived by his wife and their sons Dr. Kenneth A. Kesler and Stephen J. Kesler (Mary Ann), and daughter Alayne K. “Lannie” Thompson (John); five grandchildren, and three great-grandchildren.

Auto Salesman Sentenced

United States Attorney for the District of Connecticut. According to court documents and statements made in court, Williams worked as a salesman and de facto general manager at the used car dealership located at 1075 Newfield Street in Middletown, known variously as Car Nation LLC, Car Nation CT LLC, and Middletown Motorcars, which was owned and operated by George Hajati. In connection with automobile loan appli-

cations for multiple borrowers, Williams, Hajati and others submitted documents and statements to victim lenders that falsely represented the borrower’s employment, salary, sources of income, and amount of a down payment. The false documents included fictitious or altered borrower pay stubs and income verification letters purportedly from the Social Security Administration. In some instances, the borrower was not aware of the actions. Between approximately November 2015 and June 2016, Williams defrauded lenders of $264,345.54. He was ordered to pay $251,267.08 in restitution. Williams was previously convicted of federal fraud charges related to a Hartford-area scheme to defraud mortgage lenders. Williams is required to report to prison on July 5.

Justin Williams, 42, of Rocky Hill, Conn., was sentenced last week by U.S. District Judge Robert Chatigny to 21 months of imprisonment, followed by five years of supervised release, for his role in an auto loan fraud scheme. The judge ordered Williams to serve the first three months of his supervised release in home confinement, and to perform 200 hours of community service, according to Leonard Boyle, Acting

NHTSA Investigates RAV4 Fires

NHTSA’s Office of Defects Investigation has received 11 complaints and additional Early Warning Report (EWR) data alleging a noncrash fire originating in the left side of the engine compartment of fourth generation Toyota RAV4 vehicles (XA40 platform, Model Year 20132018). A majority of fires occurred during driving conditions, with four taking place with the ignition off. Drivers experienced stalling prior to the fire in half of the instances. The 12-volt battery was identified as the area of origin in a majority of the incidents. Improper battery installation or prior front end collision repair was a factor in the EWR Field Reports. Despite these external influences on the battery retaining method, the overall number of vehicle fire allegations with the battery as the origin is larger than its peer population. This Preliminary Evaluation has been opened to better understand the factors and frequency of vehicle fires originating from the battery area.

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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 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.

Join the Conversation! Visit Used Car News online at www.usedcarnews.com or scan this QR code with your smartphone to be taken directly to the website.

UCN usedcarnews

PAGE 14


NADA News 3/15/2021 Brought to you by:

Industry Vet Steers NADA By Jeffrey Bellant

Mike Stanton, with a long career in the auto industry, took the reins as President and Chief Executive Officer of the 16,500-plus member National Automobile Dealers Association. It’s a natural landing spot for a man who has held a variety of jobs in the industry. Starting right out of school, Stanton went to work for American Isuzu and then Nissan. “Most of that time, I was calling on car dealers,” he said. “Back in 2000 I was able to come on board to NADA in a couple of roles. “I worked in the industry relations department, where I advocated for dealers in front of the manufacturers and tried to make positive change there. “Then I was used to run the NADA Used Car Guide, which I did for almost 10 years.” After he helped build that part of the business, J.D. Power came in and bought the guide. Stanton joined J.D. Power as part of the acquisition. In 2018, Stanton came back to NADA as chief operating officer until he has named CEO last fall. While the COO’s role was handling the day-to-day operations, the CEO holds a more “outward facing role,” Stanton said. He praised the team he has, saying the relationships he’s built over the years have helped him hit the ground running. That’s good news, but there are some challenges as the nation moves to come out from under COVID-19. Inventory for new-car dealers is almost as much of a challenge as it is for used-car dealers as manufacturers deal with pandemic shutdowns and now a microchip shortage. Stanton said the current situation shows how NADA relies on the state dealer associations, since each state has different COVID-19 rules and restrictions. It’s a two-way street, though, where state associations let NADA know what they need, and NADA offers help on a 30,000-foot level with guidance and support. NADA also helps by fighting on the federal level for the policies that franchise dealers and state associations need on the ground. “When we have the NADA, our board, the dealers and our state executives all rowing in the same direction, it’s a very formidable team,” Stanton said.

MIKE STANTON On the teamwork front, Stanton said new- and used-car dealers are competitors in many ways, but in other areas they can work together. Stanton and NADA have worked well in the past with the National Independent Automobile Dealers Association, going back to former CEO Mike Linn. Stanton has recently met with new NIADA CEO Bob Voltmann and expects that relationship to go smoothly as well. Stanton said Voltmann has moved to Texas for his job and his kids now attend Stanton’s old high school that Stanton’s children also attend. “So, we hit it off right away,” he said. The partnership will also benefit from new NIADA executives Larry Dixon and Jim Gibson being former colleagues of Stanton at J.D. Power. “I’ve worked with those guys for 20 years and think the world of them,” Stanton said. “They’re going to do a great job.” The car business is a relationship business, Stanton said. So, having worked with these folks, such as Frank Hackett, CEO of the National Auto Auction Association, as well as leaders at Cox Automotive, KAR Global and independent auctions, Stanton believes he will have good working relationships from the jump. Most often, these groups can work together because their interests are aligned. “We all think ‘Cash for Clunkers’ doesn’t make sense,” Stanton said. “We all think that grounding used vehicles for non-safety-related recalls doesn’t make sense. “We will speak as one voice on those issues.”

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News 3/15/2021

NADA – Continued from prior page Competition between new- and used-car dealers is a good thing, because it makes both groups better, and benefits the consumer, Stanton said. One area where franchises and independents have battled is usedcar sales, which have begun to play a bigger role in franchise profits. “We’re talking about used cars much more than we have historically,” Stanton said. On the government affairs side, NADA, NIADA and NAAA are always in communication and work together where they can, Stanton said. Those partnerships help because a change in leadership at the federal level always brings uncertainty. Stanton said the key is to remind those in government about the benefits the industry brings. “We have a great story to tell,” he said. “Our franchise dealers represent 18 percent of the total retail

sales in the United States and our dealers employ over a million people. If you count all the indirect jobs, that number creeps up to over 2 million people.” Throw in the sales taxes and payroll taxes those businesses pay and the industry is a big factor in the U.S. economy, Stanton said. Making sure lawmakers and policy makers understand how the industry works is crucial in getting laws and regulations that support rather than hinder the industry’s success, Stanton added. That story doesn’t change, no matter which political party is in leadership. When it comes to balancing the relationship between new-car dealers and auto manufacturers, there will be instances where they disagree. “But we both want to sell cars,” Stanton said. “We both want to make money. So, our common goals outweigh the challenges.”

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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.

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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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Manheim Fredericksburg March 4 540-368-3400

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Manheim Atlanta March 24 404-762-9211

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Manheim Riverside March 4, 18 951-689-6000

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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 JPMorgan Chase Bank, N.A. ("Chase") is under license.

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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").

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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.

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. ©2020 JPMorgan Chase Bank, N.A. Member FDIC (21-003) 3/21


Retail Markets 3/15/2021 Compiled by Ed Fitzgerald

ALABAMA Jennifer Gant Harlow, president, A&D Motors, Arab, Ala.: “A&D has been in business since 1992. We recently moved to a new location in May 2020 -- yes, in the middle of a pandemic. “For COVID, we have had to make some changes regarding our lobby procedures and safety precautions, but our business has been strong throughout the pandemic. “We carry around 60 vehicles in inventory and sell an average of 35 vehicles per month.” “Trucks make up 20% of our sales, SUVs 40%, and cars 40%. “Our sales of imports and domestics is 50/50. “The average reconditioning cost is $1,300. We do it in-house with a six-bay shop. “We get our vehicles from

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Dealer’s Auto Auction, Manheim, Fort Payne Auto Auction, Kelly Auto Auction & ACV. “The average age of our vehicles is 8-10 years with 140,000 miles. “We advertise on local radio and Facebook. “The average down payment we get is $1,200 for 42 months. “About 75 percent of our business is buy-here, payhere. We do use GPS and starter interrupts. “My advice to dealers starting out is to always control your overhead. It doesn’t matter how much money you make if you don’t control your expenses, and always take care of your customer. It’s easier to keep a customer than make a new one. “The last car we sold was a 2012 Chevy Cruze with 175,000 miles, for $8,200.”

WASHINGTON Howie Ruddell, owner, Ruddell Auto, Port Angeles, Wash. “I am a third-generation owner and our legacy dates to April 1941. “Because of COVID we had a period of time last spring that required us to effectively close for over eight weeks. Since then, we have put many safety measures in place. We have transitioned to being more appointmentbased. “COVID really affected our business throughout 2020. There are so many challenges, from supply chain, to inventory, to traffic patterns, and pricing. “We typically carry 90-100 vehicles in stock and our sales volume ranges from 40-55 a month. “Being in the Northwest, we sell a lot of trucks and SUVs. Those are about 75

percent of our sales mix. “Our blend of import versus domestic varies upon what people are requesting. We sell a lot of full-size trucks. “We spend a lot to make our vehicles retail ready. We do everything in-house. Recon for cars averages around $600, but trucks can be $1,200 and more. “We source our inventory from every available means! The auction we have had the best success with is Dealers Auto Auction in Spokane. They have a tremendous leadership team. “The average age of our used vehicles is four to seven years with around 50,00070,000 miles. “Our down payments vary, but the most requested payment range is still that $350400 per month payment. That has not changed for 15 years.

“For those just starting in business, the best advice I would give is to find and listen to good mentors and friends. “Auto retailing has been in my family for over 80 years. My grandfather and father were both dealers and community leaders. Many of my fondest memories growing up were of working alongside my Dad. He wasn’t just my father, but he was my coach, mentor and best friend. He was an awesome example of how one person can make a difference. Our state independent dealer association has awarded nearly 100 scholarships in his memory. “Our three oldest children have now started working at the dealership. “It is such a joy to work with and mentor and train your own children. We are excited about the future.”


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Wholesale Markets 3/15/2021 Compiled by Jeffrey Bellant

MINNESOTA Rob Thompson, owner, Mid-State Auto Auction, New York Mills, Minn.: “This summer will (mark) 37 years in business for us. We run four lanes. We’re having live physical sales. “My volumes are decent. We’re running 400 or 500 cars a week. You’re never running as much as you want because the sales percentages are so crazy high. I mean, we’re seeing 75- to 80-percent sales. “Right now, overall, I’m 370 sold-cars ahead of last year. “In fact, 2020 ended up being (as far as volume) our biggest year ever. We got hit pretty hard (because of COVID) in March and that lasted through April. The turnaround started in May and by the summer, things were going great guns. It stayed strong through the

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winter. January was our biggest January ever. “We’re getting 60 percent dealers in-lane and 40 percent online. “I kind of feel for our new dealers because they’re having a hell of a time getting inventory. “From what I’ve heard, the moods of independents are good. The COVID money helped propel sales for those guys, too. I’m getting really positive vibes from everybody I’ve talked to. “Our mix is 75 percent dealer cars and 25 percent fleet-lease. “We have a GSA sale once a month. The volumes in 2020 were good. We sold 750 last year. At our recent one we sold 20-something. Typically, we’ll sell in that 80 to 100 range. It’s just (the slow time) of the year. “For our regular sale the average price is in the neigh-

borhood of $8,000, which is up pretty noticeably from this time last year. “We’ve got our spring anniversary sale coming up on April 16. We’ll give away $10,000 in cash and prizes and have a big meal.”

WASHINGTON Collin McConkey, general manager, DAA Northwest, Spokane, Wash.: “I think technically (at press time) we could run a physical sale, but only with 25 percent capacity – and a lot of restrictions. “So, we have chosen to wait since we feel we are still offering full service to our buyers and sellers. Our lot is still open for dealers to preview inventory. But we want to open up our way with that country club mentality where it feels like home for people. We don’t want people restricted.

“On March 4, we had an 84 percent sale, so clearly even going 100-percent digital right now is working. We’ve seen dealer consignment sales go 100 percent in backto back-weeks. “My dad, Bob McConkey, had a vision with Edge Pipeline to unify one market (for independents) to get all the eyeballs in one place. You see the dividends during this pandemic. “During the last quarter, we’re running about 1,100 a week. Before the pandemic we’d be running 1,600 and then 2,500 during our promotional sales. The biggest hit is in our fleet consignment, which has made our flagship promotional sales flatten out. Depending on the week, we’re probably seeing a 20 percent reduction in volume. “Prices are pretty unbe-

lievable right now. The average price (on the block) is $22,000. This time last year it would be $17,000. Part of that is we are close to the Canadian border and we’re so heavy into the expensive trucks (imported from Canada). “Our RV inventory (has tightened up). With COVID, recreational travel saw a huge increase, so there is massive demand and a lot of that product is not coming to wholesale. We normally would run between 80 and 100 and we’re probably at a 40 or 50 mark now. “Our car dealers are ready to come back in but some also feel they do better homework online. “We’re proud of our team and the resilience of our customer base. The fact that people are still staying positive is the over-arching theme I see.”


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Wholesale Numbers UCN usedcarnews 3/15/2021

12_UCN.indd 1

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

2020-03-01 ---------10450 10500 9150 8800 9150 11000 7450 7150 12800 9200 22000 23400 20100 12650 13700 10700 14625 9900 16775 23500 11500 12250 10400 10500 11250 12100 8900 9000 14300 10550 24200 24700 21900 14200 17150 12325 18825 11400 20200 24900 13100 15350 11900 12050 12250 13700 9850 9850 15750 12200 25800 26100 23400 16050 19850 14250 21125 12750 22375 26400 14550 16650 13200 14350 13950 14600 11000 11050 18000 14650 27700 32100 19200 21450 16350 24825 15150 25300 33500

2020-09-01 ---------11750 11000 9400 9150 9800 11525 7250 7950 16500 9650 25800 26500 22500 13700 15150 11600 15850 10400 17750 26500 13000 13425 11950 11800 12350 13800 9900 10300 18000 11450 31000 29500 25500 16300 18575 13950 21575 12550 22000 27500 14550 17100 13700 13325 13650 14850 11700 11500 19600 13075 33800 31100 27000 18425 21100 16100 23725 13950 24050 29700 16300 17875 14950 16450 14800 16800 13050 12400 21400 14875 34300 35800 21900 23325 17775 26300 16450 26225 36200

2021-03-01 ---------9100 9800 7950 7500 8400 9525 5550 6800 13875 8325 23800 25700 22400 12350 13900 9875 16075 9125 16650 27300 10300 11800 9350 9550 10300 11425 7950 8300 15375 10000 27000 28700 25600 14050 16750 11675 19700 10675 19875 27800 12100 14300 11150 11000 11450 12450 9450 9550 16650 11550 29500 30700 27400 15775 18775 13450 21075 12425 21350 30800 13350 15050 12700 13575 12750 13650 11550 11300 18100 13450 31500 35200 18950 21025 15175 22350 14500 22825 34800

2022-03-01 ---------7350 7825 6450 5925 6525 6900 4400 4725 10475 6450 17725 20025 15900 10000 11350 6400 11325 6425 12050 21925 8400 9300 7550 7325 8025 8275 6075 5850 11775 7650 20100 22425 18150 11350 13850 7675 13775 7450 14150 22825 9925 11300 8875 8475 9000 9175 7375 6800 12975 8825 22625 24250 19525 12800 15550 9200 15150 8725 15775 25425 11125 12100 10175 10325 10200 10375 9025 8100 14200 10275 24450 28025 15400 17375 10525 16675 10300 17575 29075

2023-03-01 ---------6375 6900 5625 5225 5625 5725 3750 4025 8750 5550 14950 17175 13950 8925 10225 5275 9175 5675 9625 18775 7350 8075 6550 6300 6875 6850 5050 5025 9925 6525 16900 19250 15875 10050 12500 6400 11075 6500 11150 19950 8625 9825 7650 7300 7800 7725 6225 5850 11125 7500 19500 21000 17350 11350 14075 7925 12375 7625 12850 22375 9825 10700 8725 8900 8950 8975 7525 7000 12225 8725 21475 24300 13700 15750 9275 14125 9125 14875 25750

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

3/5/21 3:08 PM


Disconnected Jottings From

Tony Moorby 3/15/2021

Mention snow to average Tennesseans and their eyes will glaze over as efficiently as their driveways. Mind you, there is an exquisite efficiency in their abilities to clear supermarket shelves of eggs, bread, milk and beer. That’s from an assumption that they fully intend to stay home for the duration of the inclemency. Granted, that snowfall here in the Deep South is a rarity, but recently we experienced a week of a frigid wintry mix with temperatures to make an Eskimo cry – well, a Tennessean Eskimo anyway. The difference between sleet and freezing rain is that sleet is rain that’s already frozen and freezing rain is rain until it hits frozen ground and freezes immediately; the most dangerous surface for foot or tire. Freezing rain makes black

ice, as you can’t see it unless you’re looking closely – 30 miles an hour in a car isn’t close enough! Viciously dangerous and unforgiving. No amount of technology loaded into the latest car models is going to afford the slightest help, when someone who is not used to these conditions is going downhill, panicking and pushing the brake pedal through the floorboards while the ABS system screams its juddering protest, and you couldn’t drive a sixpenny nail up the driver’s backside with a seven-pound club hammer. If it wasn’t so dangerous it would be hilarious. New residents to the area rapidly realize how hilly the surroundings of Nashville really are. Routes using back roads, normally taken for granted, become insurmountable obstacles if they involve anything more

than a gentle rise. While the limited resources of brining and salting equipment are stretched to the max on major roads, it takes an age for them to make it to the rural byways. As snowfall is so infrequent, there’s no use looking for a sled on the wall of the local hardware store, so kids resort to all kinds of slick machinery to enjoy a downhill ride. From inner tubes to trash can lids, there’s no end to kids’ creativity. Cardboard boxes become clumsy bobsleds, boogie boards are used in all kinds of directions; standing like a snowboard or laying down, head first (not a bright idea). No one seems to think that wearing a helmet is appropriate, but some of the speeds these kids reach is frighteningly fast. It doesn’t get any safer when parents get equally

By Myles Mellor

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carried away – four-wheelers, Razors and even the family Suburban end up pulling occupied tires with ropes attached. Turning a corner in the neighborhood doesn’t contemplate the arc that the trailing receptacle has to make and the increase in speed is terrifying. We had several serious casualties as a result. This was one of those times that I was only too happy to oblige the mandates of staying home. Then comes the sloppy stuff – how can so much dirt be on the roads to turn virgin white snow into a black and gray soggy soup only to freeze again at night to create more havoc? So now the roller coaster of winter weather one week turns to balmy spring breezes the next, lulling you into a false sense of vernal expectation as the next Ca-

Tony Moorby • 50-year veteran of the industry • President from 1997– 2000 of ADT Automotive • Served as ADESA’s executive vice president of sales and marketing • Moorby & Associates 2006–present • NAAA Hall of Famer • IARA Circle of Excellence To see past columns from Tony Moorby, visit www.usedcarnews.com/ columnists/tony-moorby

nadian Clipper pays a visit. Spring is my favorite time of year and my grandson helped me clear some ground in the garden to sow a wild flower meadow last fall – they’re starting to peep through with the promise of summer. It’s nice to look forward to something.

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Solution to this puzzle in the 4/12/2021 issue. Call 1.800.794.0760 for a FREE subscription.

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