With a few exceptions, consumers will find almost the same deals at both new- and used-car dealers.
Car search website iSeeCars conducted an analysis of over 20 million used cars for sale by used- and new-car dealers throughout the U.S. Collectively, new-car dealers had slightly better prices, on average, by 0.26 percent.
RouteOne Partners with Finance Express
RouteOne LLC will now allow Finance Express’ pool of dealers to submit applications to all RouteOne lenders with whom they have an existing relationship.
Safety Ads Work Best To Sell Automobiles
Recent ads from major industry brands Chevrolet, Inifiniti, and Mercedes were found most compelling by consumers when they demonstrated the vehicle’s safety features – not speed, technology, or appearance.
Dealership Marks 80 Years of Service
By Jeffrey Bellant
When Vin Powell opened up an Oregon car dealership in 1933, he sold cars for $4 to $8, with a load of produce or wood thrown in to close the deal.
His son, Vince Powell Jr., has carried on his father’s legacy – Powell Motors
Inc.’s tradition of sales and service. The dealership’s 80th anniversary featured a celebration that included a special dinner with autothemed decorations, a car show and prizes for the dealership’s clients, staf and longtime customers. A schedule of events was printed on a sheet that
resembled a window sticker and centerpieces included vintage hubcaps and license plates. Prizes included fancy pedal cars and numerous gift certificates, including weekend trips and admission to an area car museum.
The event allowed Vince to reflect on how much things have changed over
the past 80 years. Cars on the lot now average between $8,000 and $12,000 and today the dealership uses AutoTrader.com, Craigslist and Cars.com to advertise. Despite the changes, the dealership remains strong, selling a couple dozen units a month.
Continued on page 14
NADA Sees Used Vehicle Prices Slip
The average price of used cars and light trucks up to eight model years in age fell 2.6 percent in September, marking the highest rate of decline recorded since the 2.9 percent tumble in October 2012, according to the National Automobile Dealers Association Used Car Guide.
September ended a three-month period with depreciation averaging an unusually low rate of 1.2 percent.
While the drop in September was higher compared to the previous 10 months, it was less severe than the 2.7 percent average rate of depreciation recorded for the past months of September from 2005 to 2012 (excluding the recession years of 2008 and 2009). As a result, NADA’s seasonally-
adjusted used vehicle price index ticked up to 124.8, onetenth of a point higher than August’s figure of 124.7.
Along with the time of the year, larger quantities of oneyear-old units entering the used market also applied downward pressure on used prices in September.
The number of 2013 model year units sold at auction last month–the majority coming fårom rental companies–grew by more than 24 percent compared to August. Compact car, midsize car and midsize van segments, which have experienced the highest price increases in the 2013 model year supply, fell by a combined average of 2.9 percent — the biggest price decline in September.
Photo Courtesy of Powell Motors Inc.
GREAT RIDE: Vince and Pam Powell recently celebrated Powell Motors Inc.’s 80th anniversary. The Portland, Ore., dealership was started by Vince’s father in 1933. This year, the dealership held a special gala to celebrate its success with its clients, vendors, staff and customers.
States Hold Second Annual Regional Conference
By Jeffrey Bellant
The second annual MidAtlantic Regional Independent Automobile Dealers Association Conference in Atlantic City has some early good feedback.
State associations including Maryland, Delaware, Pennsylvania, New York, New Jersey, Ohio and West Virginia partnered for the event at the end of September.
The line-up of speakers and presenters were a who’s who of the used car industry, including people like Joe Lescota of the National Independent Automobile Dealers Association; attorney Tom Hudson of the law firm Hudson Cook; Ken Shilson, founder of the National Alliance of Buy-Here, Pay-Here Dealers and Chris Leedom
of Leedom and Associates.
Justin Marchuska of Just in Time Auto in Endicott, N.Y., said the conference exceeded his expectations.
“I was clicking my heels,” he said.
Marchuska has attended numerous conferences over the years, but had grown jaded until this show.
He took back several ideas from the conference, though he didn’t want to give any secrets away.
“But I’ve already started to (implement) an idea I got from the conference,” Marchuska said.
Other speakers included sales trainer Jay Rose, AutoTrader.com’s Juan Flores and Robert Hollenshead, president of Buy Book Technologies.
Tracks included information on legal compliance and digital marketing to tax planning and the new health care law. A warranty panel was held to assist dealers in that area.
Reg Evans, executive director of the Pennsylvania IADA, has spearheaded this annual event.
“Approximately 130 (people) from some 60 dealerships attended,” Evans said.
“More than 50 exhibitors were in the exhibit hall.”
Marchuska said he’s never been to a conference with the quality of speakers and experts like this conference.
Evans said the associations made a big efort to get toptier speakers and experts for the event.
“We were fortunate to have so many excellent industryrelated speakers with expertise in their fields to speak to our dealers.
“We had speakers from approximately 30 industryrelated companies.”
Evans said organizers have received excellent feedback from dealers and will use it to make next year’s show even better.
“Next year, changes we would make include: more general session focus and fewer breakout sessions at the same time; more activities in the exhibit hall to encourage and facilitate more interaction between dealers and exhibitors; and more outside activities to keep (families) happy and occupied during the conference,” he said.
Photo Courtesy of the MARIADA
ROUNDTABLE : Attendees at the recent MARIADA conference take a lunch break from the conference in Atlantic City, which featured expert speakers from across the nation.
Reg Evans
NEWS BRIEFS
Certified Pre-Owned Sales Lower Due to Fewer Selling Days
According to AutoData Corp., CPO sales were 157,175, down 21.6 percent from August while up 1.6 percent up from September 2012.
There were 23 selling days in September, 25 in September 2012 and 28 in August.
Third quarter CPO sales were 540,383, up 16 percent from the third quarter a year ago and down 1.5 percent below the second quarter of 2013.
This was the second highest of any quarter ever, bested by the second quarter of 2013.
September year-to-date sales were 1,586,780, up 14.7 percent from September YTD 2012.
Hertz Issues Fleet Notes
Hertz Global Holdings Inc. announced that its wholly owned subsidiary, Donlen Corp., has successfully completed the establishment of a new fleet-lease securitization platform to finance its U.S. fleet lease operations going forward.
In connection with the establishment of the new financing platform, Hertz Fleet Lease Funding LP (HFLF), a wholly owned special purpose subsidiary of Donlen, successfully completed a $1.1 billion financing, allocated between a one year variable funding note facility
with an expected maturity date of Sept. 29, 2014 and a two year variable funding note facility with an expected maturity date of Sept. 29, 2015.
The proceeds of the notes were used to refinance the GN Funding II LLC facility that was due to mature on Dec. 31.
The GN Funding II LLC facility has now been terminated.
The new HFLF financing platform also provides for the issuance from time to time of medium term asset backed notes. g
Westlake Announces Securitization
Westlake Financial Services announced a new $200 million securitization joint led by Wells Fargo and the Royal Bank of Scotland.
The securitization closed on Sept. 25, with all bonds sold on the investor market. JP Morgan and Credit Suisse were co-managers on the transaction.
This is Westlake’s fourth securitization in four years, all rated “AAA” by Standard & Poor’s.
Its three previous securitizations have performed better than S&P projections.
Dealertrack Buys CFM, VINtek
Dealertrack announced the completion of its acquisitions of CRM provider Customer Focused Marketing Inc. and VINtek, a provider of automotive collateral management, electronic lien and title (ELT) and consumer automotive finance processing services.
CFM, established in 1997 and headquartered in Irving, Texas, provides consumer marketing and management services to automo-
tive dealers across the United States.
Its oferings include a number of services and technology tools to help automotive dealerships better manage every aspect of the customer relationship, including prospect, sales, service and database marketing and communications.
The agreement to acquire CFM was announced on Aug. 27.
Established in 1990, Philadelphiabased VINtek is a leader in delivering comprehensive ELT and collateral management services to more than 3,000 banks, automotive finance companies and credit unions in the United States.
Published By General Media LLC
USED CAR NEWS (ISSN 1555-7413) is published at 24114 Harper, St. Clair Shores, MI 48080
Phone: 586-772-5200 or 800-794-0760 Fax: 586-772-9400
www.usedcarnews.com
Charles M. Thomas
Founder (1947-2002)
Lynda R. Thomas, Publisher Colleen Fitzgerald, General Manager
Editorial:
Ted Craig, Managing Editor
Jefrey Bellant, Staf Writer
Contributing Writers: Ed Fitzgerald, Jenny King, Sheila McGrath
Columnist: Tony Moorby
Advertising:
Shannon Colby, Account Manager
Megan Frump, Account Manager Marie Hingst, Account Manager
Circulation: Helen Thomas
Production:
Josie Godlewski, Media Manager Tim Montie, Graphic Designer
Used Car News is published the first and third Monday of each month. Subscribers: We print advertisements as sent to us by auctions and other advertisers. It is not possible to verify the correctness of listed vehicles in auction ads. Most lists are partial and all lists are subject to last minute changes by auto auctions, so before travelling a long distance for a particular auto auction event, contact the auction by telephone for a fax of vehicles in the sale. 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.
Please submit clear,
copy. Payments from first time advertisers must accompany the insertion order. Distribution is guaranteed by U.S. Postal Carriers. The advertising reservation deadline is 5:00 p.m. Friday, 10 days prior to the issue date. Camera ready ads must be received by noon on Monday prior to the issue date.
By Ed Fitzgerald
Rob Lange hears from frustrated dealers all the time about a customer coming in and quoting the value of a certain car.
“How do they come up with those numbers – I’m sure you’ve all said that,” said Lange, the national sales training manager for Kelley Blue Book, during a recent training session in Detroit.
“How many of you have found yourself tangled up in a conversation with a buyer about their tradein before they even talk about what car they might buy?”
Lange said that starting this month KBB will begin listing a wider range of vehicle values.
“Customers are coming in thinking their car is worth more than it is. We want to make it easier for you guys to shake hands (with the buyer),” he said.
Lange said that dealers should never discredit a customer’s source of information.
“You can tell them what you paid
another person for the same car,” he said.
“They’ll say ‘that’s a nice story but my car is better than his.’ Tell them that they know their car better than anyone. They want a level playing field.”
KBB has been publishing vehicle values for 87 years.
“But we don’t set the market, we reflect it,” Lange said, adding that the company will continue to stress transparency.
Kelley said his company formerly did just monthly vehicle values.
“We made a big investment to do weekly values – in infrastructure, technology and people,” Lange said.
There are many criteria that go into making a vehicle price assessment and Lange said KBB is starting to take “a real hard look” at mileage.
Lange cited statistics that show the auctions are doing 50,000 to 75,000 transactions per week.
And in a survey, KBB found that used car dealers said the most important figure provided by KBB was the “asking price.”
New-car dealers said it was the listing of the manufacturer’s suggested retail price.
Lange said poor economic conditions can have a profound efect on someone trying to sell or trade-in his vehicle.
Rob Lange
“
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Electric Car Catches on Fire
When debris on a Seattle-area freeway pierced the battery of a $70,000-plus Tesla Model S and touched of a raging fire, it raised new safety concerns for electricvehicle owners.
It also caused rare jitters among investors, who of late have viewed Tesla as nearly invincible.
Electric vehicles have scored well in government tests of front and side crashes _ the Model S earned the highest score possible. But Tuesday’s incident demonstrates that real-world driving could reveal some vulnerabilities that don’t show up in laboratory testing.
“The safety challenges related to electric cars are still in the early stages of being tested and addressed,’’ said Karl Brauer, senior analyst at Kelley Blue Book.
Tesla said the Seattle-area driver hit a large metal object in the road, which damaged a battery cell and caused a fire. The company said the car acted as designed by containing the blaze in the front of the car.
Still, experts said that while incidents like this will happen again, they are rare. And electric cars still are safer than those with gasoline engines that haul around a tank full of flammable petroleum. The Tesla fire also shows that automakers need to bolster the shields around
batteries, and that firefighters need more training to deal with electric car blazes.
Of the estimated 194,000 vehicle fires in the U.S. each year, the vast majority are in cars and trucks with gasoline or diesel engines. Electric vehicles make up less than 1 percent of the cars sold in the U.S.
Tesla says this is the only fire ever to happen in one of its batteries. Although a Chevrolet Volt made by General Motors caught fire two years ago after a government crash test, neither GM nor Nissan, which make the top-selling electric cars in the nation, know of any real-world blazes in their vehicles.
“If you think about what you’d rather be close to, 10 gallons (39 liters) of gasoline or a battery pack, I’d pick the battery pack every day,’’ said Giorgio Rizzoni, director of the Center for Automotive Research at Ohio State University, where he is a professor of mechanical and electrical engineering.
In other green car news, Toyota is lowering the price of the Prius plug-in hybrid. The 2014 plug-in Prius will start at $30,800, $2,100 less than the 2013 model.
The new pricing makes the plugin Prius about $4,000 less than a Chevrolet Volt.
–The Associated Press
We Don’t Just Build Solutions, We Build Relationships ”
— Paul Rosenthal, Vice President of Sales – Automotive Solutions Group
Consumers Use Multiple Devices to Shop for Automobiles
A consumer shopping for a car today might do so in a lot of places.
She might look up a website on her computer at work, then do another search on her call phone during her son’s soccer game and then look at cars on a tablet while watching TV.
That is the key finding of AutoTrader.com’s new “Multi-Device Car Shopping Study.”
While only 23 percent of car shoppers are utilizing two or more devices, with PCs still on top, the rapid adoption of mobile devices in general will likely lead to an increase in multi-device car shopping in the coming years.
AutoTrader.com predicts that the number will more than double to over 50 percent by the year 2018.
“With slightly less than a quarter of car shoppers using multiple devices, we are clearly still in the early stages of multi-device car shopping, but the 77 percent who are left will be hopping on the bandwagon soon enough,” said Isabelle Helms, senior director of research and marketing analytics at AutoTrader.com.
The fact that consumers are adding more devices is having far reaching implications for how those users feel about the car shopping process. According to the study, 80 percent think that multi-device usage enhances the vehicle shop -
ping process, 78 percent think multi-device usage increased their knowledge about automobiles, 77 percent think that multi-device usage empowered them when shopping for a vehicle and 57 percent think that multi-device usage shortened the purchase process.
Most of these shoppers are younger, higher-income consumers.
One of the most surprising findings of the study is the main reason consumer goes online to shop for vehicles. It isn’t need or even aspiration, but boredom.
Three out of four car shopping activities were spontaneous, and 25 percent of multi-device users reported that “found time” was a top motivator for shopping on a device.
“Found time” includes those spontaneous moments throughout the day when consumers are bored and have an opportunity to access a device.
Street shopping and television were also motivating factors.
“Seeing a car on the street” is the second leading motivator for smartphone users at 26 percent and for PC/laptop users at 22 percent.
Television commercials ranked in the top three motivating factors across devices as well, at 18 percent for PC/laptops, 16 percent for smartphones and 23 percent
for tablets.
Someday soon smart devices will allow consumers to photograph cars they see on the road and conduct a search for similar vehicles. They will also be able to call up a search directly from their TVs while watching a commercial.
These changing shopping patterns mean dealers must make sure their web presence is the same on all devices. That requires optimizing websites for a range of screens.
Dealers also need to know consumers do on their various devices.
Tablets are more media oriented. They are used for reading reviews and product descriptions.
Smartphones are for communication. Consumers will call or email a dealership from their phones, often while in trafc.
Desktops/laptops are where the work is done. This is where a consumer might fill out a credit application, for example.
PAGE 8 - FACTORY FOCUS
GM Remarketing Works to Help Dealers Turn Vehicles
(Dan Kennedy is the manager for GM Remarketing.)
UCN: How many vehicles will you remarket this year?
Kennedy: We can’t give exact numbers. Our sale volumes will be lower than the levels sold in 2012. There are fewer rental and oflease vehicles in 2013.
There will start to be a growing volume of of-lease vehicles coming back in the fourth quarter. While Ally is responsible for the sale of these vehicles we go to market together, so I expect the availability of of-lease vehicles to increase in the GM sales.
UCN: What are your
expectations for next year?
Kennedy: 2014 should see a higher volume than 2013. We’re working with several of our fleet customers to ofer their vehicles in our closed and open sales. Our lowest periods were May, June, July and the first three weeks of August. Now is the traditional time of year when we see higher volumes available in the GM sales.
This year’s volumes will be significantly lower than last year’s volumes, but they will be significantly higher than what the dealers have experienced at our sales for the last five months.
UCN: How are your online initiatives going?
Kennedy: GM uses the Ally SmartAuction for our upstream online sales. Over the years, the GM dealers have utilized SmartAuction to fill many of the used vehicle needs from GM. We are now ofering Hertz rental risk vehicles on both ADESA Openlane and Manheim
OVE weekend sales from the physical auction locations. We’ll be announcing some changes for our dealers in late December and early January about vehicles that will be available on various Internet channels.
UCN: How is your mix of vehicles?
Kennedy: With Chevrolet being GM’s largest division, the majority of the products available at auction are Chevrolet. Within Chevrolet product lineup, we have a pretty good mix of all their vehicles at auction. We also have products from across the Buick, Cadillac and GMC portfolio of vehicles available at all of the GM sales.
UCN: How are the vehicles contented these days?
Kennedy: The option content is very good on our rental vehicles. The GM Re-
marketing group works very closely with our rental team to ensure the rental vehicles are contented in the manner suggested by our dealers, so they are desirable to retail customers. We look at option contenting to make sure what we’re putting into the rental fleets is very close to what the retail market requires.
We don’t want dealers to have to take vehicles back and put diferent equipment on the vehicle to make it salable. That doesn’t make any sense.
If we equip them properly, with the right options, and the right exterior color and the right interior trim, it’s much easier for our dealers to take those vehicles back to their dealerships and sell them to a retail customer. Then they come back to us and buy another vehicle to fill that hole.
UCN: What is your lineup of physical auctions like these days?
Kennedy: We always look at overall performance. We haven’t changed a lot, but we have made some adjustments. The sites we left did a very good job of servicing our dealers, but we saw some opportunities at other auctions that we needed to try.
UCN: Are your residuals meeting your expectations?
Kennedy: What we do, day after day, is work very hard to keep sales prices positive by making a high quality vehicle available to our dealers so they’re willing to stretch a little and pay for the higher quality we are providing. We are also working with some fleet customers, assisting them in maximizing their values in the sale lanes.
Dan Kennedy
CarMax Wins Zoning Change
Greg Pirkle, a Tupelo attorney representing CarMax, says the lawsuit will be dropped.
TUPELO, Miss. (AP) – The Tupelo City Council has cleared the way for a used-car dealer to open near the city’s Mall at Barnes Crossing. The council voted to update the city’s development code and zoning map, the Northeast Mississippi Daily Journal reports.
City planner Pat Falkner says the new code means the city will allow more proposed land uses and reject fewer proposals. It’s the first major change to Tupelo’s development code or zoning map since 1994.
Used-car chain CarMax Inc. had sued the city over its denial of permission for a location near the mall. The new code, meant to streamline residential and commercial development in the city, will allow the dealership.
In related news, CarMax recently announced it is hiring for two new stores that will open in December. One of these, located in Newark, Del., is the company’s first store in that state.
Toyota Wins Another Lawsuit
LOS ANGELES (AP) – While Toyota Motor Corp. still faces a bundle of lawsuits claiming that defective electronics caused some of its cars to accelerate uncontrollably, often with tragic results, another courtroom victory has given the automaker momentum heading into those other cases.
Jurors deliberated for about five days in Los Angeles before concluding Oct. 10 that the automaker was not liable for the death of Noriko Uno. The 66-year-old was killed in 2009 when her 2006 Toyota Camry
was struck by another car, then continued on a harrowing ride until it slammed into a telephone pole and tree.
Toyota’s lawyers said the sedan’s design was not to blame and Uno likely mistook the gas pedal for the brake. Jurors cleared the Japanese automaker but decided that the other driver, who ran a stop sign, should pay Uno’s family $10 million.
The Uno case was one of hundreds of “unintended acceleration” lawsuits still pending in federal and state courts against Toyota.
Toyota Scores Legal Victory
LOS ANGELES (AP) – While Toyota Motor Corp. still faces a bundle of lawsuits claiming that defective electronics caused some of its cars to accelerate uncontrollably, often with tragic results, another courtroom victory has given the automaker momentum heading into those other cases.
Jurors deliberated for about five days in Los Angeles before concluding Oct. 10 that the automaker was not liable for the death of Noriko Uno. The 66-year-old was killed in 2009 when her 2006 Toyota Camry
was struck by another car, then continued on a harrowing ride until it slammed into a telephone pole and tree.
Toyota’s lawyers said the sedan’s design was not to blame and Uno likely mistook the gas pedal for the brake. Jurors cleared the Japanese automaker but decided that the other driver, who ran a stop sign, should pay Uno’s family $10 million.
The Uno case was one of hundreds of “unintended acceleration” lawsuits still pending in federal and state courts against Toyota.
ADESA Boston November 1, 15
508-626-7000
ADESA Charlotte November 14 704-587-7653
ADESA Cincinnati/Dayton November 26 937-746-4000
ADESA Golden Gate November 5, 19 209-839-8000
ADESA Houston November 13, 27 281-580-1800
ADESA Indianapolis November 12, 26 800-925-1210
ADESA Kansas City November 12, 26 816-525-1100
ADESA Lexington November 14 859-263-5163
ADESA New Jersey November 7, 21 908-725-2200
ADESA San Diego November 7 619-661-5565
ADESA Tulsa November 8 918-437-9044
America’s AA-Chicago November 27 708-389-4488
Brasher’s Salt Lake AA
November 5 801-322-1234
Columbus Fair AA November 6, 13 614-497-2000
Manheim Atlanta November 6, 7, 21 404-762-9211
Manheim BaltimoreWashington November 19 410-796-8899
Manheim Dallas November 6, 20 877-860-1651
Manheim Denver November 20 800-822-1177
Manheim Detroit November 7, 14 734-654-7100
Manheim Fredericksburg November 7, 21 540-368-3400
Manheim Milwaukee November 6, 20 262-835-4436
Manheim Minneapolis November 13 763-425-7653
Manheim Nashville November 13, 27 877-386-5004
Manheim Nevada November 22 702-361-1000
Manheim New Jersey
November 6, 20 609-298-3400
Manheim New Orleans November 6 985-643-2061
Manheim Orlando November 5, 12, 19, 26 800-337-8491
Manheim Pennsylvania November 7, 8, 21, 22 800-777-2053
Manheim Phoenix November 7, 14, 21, 26 623-907-7000
Manheim Pittsburgh November 20 724-452-5555
Manheim Riverside November 12, 14, 19, 26 909-689-6000
Manheim Seattle November 20 206-762-1600
Southern AA November 20 860-292-7500
Choose Chase on ADESA.com and OVE.com for quality bank-sourced vehicles. Contact auctions directly for current sale information.
Vince grew up around the business, helping out his dad around the dealership, like children of other dealers.
But the irony is, Vince didn’t plan on making the car business his future.
He went to college in the late 1960s, but had made a promise to his dad to help if he needed it.
“After college, in 1971, my dad asked if I would come work for him. Forty-two years later, here I am,” Vin said.
Powell also invited fellow dealers, like Eric Freeman, of Freeman Motor Co., in Portland. Freeman, a member of the Oregon IADA’s executive committee, also won the Manheim Community Service Award this year at the National Independent Automobile Dealers Association Convention.
Vince Powell
Powell, however, also has his own trophy case.
He won the Oregon Quality Dealer of the Year Award in 2013 – the second time he has received the honor. He also won in 1993.
Over the years, the dealership underwent a few changes. In the 1950s, the dealership had two lots: one for vehicles over $500 and one for those under $500.
In 1975, the dealership moved to its current single location.
In addition to Powell’s clients, staf and customers, the event also featured others from the industry.
Diane Sparks, executive director of the Oregon Independent Automobile Dealers Association, was
Unfortunately, Vince’s dad died in 1989 and wasn’t able to witness his son’s continued success in the business he started.
But during his celebration with friends, colleagues, family and customers, Vince received a wonderful gift from someone who knew his dad.
“He told me my dad would have been proud of me,” Vince said.
KCI KANSAS CITY
Exciting in-lane promotions
Thousands in post sale prizes
Italian cuisine served at the conclusion of the sale
PLUS - Every attending dealer receives a limited-edition 35th Anniversary gift
PEOPLE IN THE NEWS
Dent Wizard Names Directors
Dent Wizard International recently announced several personnel moves.
Sonny Mondia was named regional finance and insurance director. Mondia will manage the Midwestern U.S. and Canada markets.
Operating from his ofce near Chicago, Mondia will focus on selling Dent Wizard’s growing portfolio of F&I products and programs.
Mondia will report to Dent Wizard’s national F&I director Aaron Cooper.
Mondia will join existing regional F&I directors John Saro from the Western territory, Harlan Daniel from the MidSouth territory, Matt Trudeau from the Northeast territory, and Jonathan Himmelwright from the Southeast territory.
Wizard’s national sales coverage. In these roles, Sobyak and South will focus on growing Dent Wizard’s customer base.
Sobyak brings more than 20 years of experience in the auto industry, most recently as territory manager for Southern Auto Finance Co.
South has nearly 30 years of experience in the automotive industry, most recently, as general sales manager for John Hine Mazda in San Diego, Calif.
NADA Elects Chariman
The National Automobile Dealers Association’s board of directors has elected Forrest McConnell III as chairman for 2014.
Every Thursday at 4:30pm. 500+ weekly consignments in 4 lanes. Specializing in new car dealer trades. Restaurant and transportation lot.
Mondia brings to Dent Wizard 20 years of experience in the automotive financing field, most recently, as business development manager for LoJack Corp.
The reconditioning firm also recently added two regional business development managers.
Laura Sobyak will oversee the MidSouth region, and Tim South will oversee the West region. Sobyak’s position is newly created, representing further expansion of Dent
2851 St. Johns Parkway Sanford, FL 32772 407-328-7300 | Fax:
www.sanfordautodealers.com
General Manager Joe Killory, ext.112 Offce Manager Tara Napier, ext.135 SmartAuction Ed Murphy, ext.113
He represents New York’s newcar dealers on NADA’s board, and is the owner of Fox Dealerships in Auburn, N.Y.
The election took place at NADA’s board meeting in Santa Barbara, Calif. Colorado dealer Jef Carlson was elected secretary, and George Nahas, a dealer in Florida, was elected treasurer.
McConnell and Fox will take office at the 2014 NADA Convention & Expo in New Orleans, which runs Jan. 24-27.
General Manager Richard Galway Offce Manager Dawn Hensley
Sale Day Information: Every Wednesday at 5pm. 500+ weekly consignments specializing in new car dealer trades.
Sale Day Information: Every Tuesday at 2pm, 2000+ consignments every week, ALLY Auto Remarketing & SmartLane at 3pm in lane six and online. GSA Sale, second Tuesday of every month. Sell inventory all week long with SmartAuction. Online sales at www. auctionpipeline.com. 1205 Northwest 27th Avenue Ocala, FL 34475 352-368-5900 | Fax: 352-368-2051 www.ocalaautodealers.com
RETAIL MARKETS
COLORADO
Trish Bobbitt, owner, Modern Classic Motors, Grand Junction, Colo.:
“We’ve been in business since 1979.
“We have one location, with a service department across the street.
“We carry about 130 (units). I think we average about 72 to 73 sold per month.
“(Business) is much better than this time last year. The reason, I think, is that I’m pretty aggressive in the advertising area.
“I advertise quite a bit. I have some pretty aggressive campaigns.
“Plus my sales staff is pretty darn awesome.
“We buy cars from other dealers and from other states a lot online.
“I also have a buyer who goes to the auctions in different states.
“We typically do not buy online, but we just began doing that recently.
“I’m going to say our average price is about $22,000.
“We sell a lot of pickups
and they are quite pricey.
“We don’t do any buyhere, pay-here.
“We do some subprime, like Credit Acceptance Corp. and a little bit of Westlake Financial.
“The average model year is probably around 2010.
“Our average mileage is around 50,000 to 60,000.
“Definitely, we carry mostly domestic.
“But we are carrying more imports, like Toyota and Nissan.
“We stay away from BMW and Mercedes – European stuff.
“We have about 50 percent pickups – about as many trucks as we do cars and SUVs (combined).
“Our average reconditioning costs are about $550. We’ve always reconditioned (well).
“That’s one of the things that makes us different.
“We also offer a 30-day warranty on our vehicles and nobody around here offers that.
“We service our own vehicles but we also do outside vehicles.
“That’s what we‘re look-
ing to build in the near future – expand our service department to take on more outside customers.
“We have eight bays but we’re not using them all now. In 2008, they were all full.
“For advertising, I primarily use radio.
“We have a fairly inexpensive radio market. I also use some cable.
“But we have a big presence in the community. We’ve been here a long time.
“We sponsor a lot of the fun things, like monster truck shows, concerts, MMA fights, etc.
“We have a lot of involving in the Salvation Army and other charities.
“We recently sold a 2012 Mazda CX-9. It had 32,000 miles on it.
“We sold that for $29,995.
“The fires and floods have taken a toll on our state this year.
“But most of that has been on the eastern slope, so that (hasn’t affected our business).”
GEORGIA
Larry Lewallen, general manager, Rainwater Motor Co., Douglasville, Ga.:
“The dealership has been in business almost 34 years. We have a single location.
“I probably have 75 to 100 cars in inventory. That’s similar to what it was this time last year.
“We sell somewhere around 50 per month.
“Our vehicles come from auctions, wholesalers, individuals and new-car dealers – wherever we can get them.
“We do a lot of buy-here, pay-here and subprime (deals).
“Our average retail price is around $9,000 to $10,000. The average model year here is 2006 or 2007.
“The average mileage is around 90,000 to 100,000.
“Mileage has been an issue.
“It’s hard to get lowmileage cars right now.
“We sell a mixture of domestic and imports.
“I carry 40 percent cars,
Compiled by Jeffrey Bellant
20 percent SUVs and the rest are pickups.
“We recondition our cars. We send them through our service center.
“We do it in-house. We only do our customers’ vehicles and our own (inventory).
“Recon has gone up from this time last year.
“We do a lot of marketing and advertising. We do (television) commercials and we use newspapers. TV works well. We have done radio off and on. We also use billboards. We give three free oil changes to our customers.
“We recently sold a 2006 F-150 pickup. It had fairly low mileage on it. It had 60,000 miles. That was sold for $12,900.
“As far as the rest of the year, it depends on the government.
“If they get everything straightened out, the stock market goes up, and people become more comfortable, then we can do more business.
“Nobody’s doing what they were doing (in business) a few years back.”
RETAIL MARKETS
COLORADO
Trish Bobbitt, owner, Modern Classic Motors, Grand Junction, Colo.:
“We’ve been in business since 1979.
“We have one location, with a service department across the street.
“We carry about 130 (units). I think we average about 72 to 73 sold per month.
“(Business) is much better than this time last year. The reason, I think, is that I’m pretty aggressive in the advertising area.
“I advertise quite a bit. I have some pretty aggressive campaigns.
“Plus my sales staff is pretty darn awesome.
“We buy cars from other dealers and from other states a lot online.
“I also have a buyer who goes to the auctions in different states.
“We typically do not buy online, but we just began doing that recently.
“I’m going to say our average price is about $22,000.
“We sell a lot of pickups
and they are quite pricey.
“We don’t do any buyhere, pay-here.
“We do some subprime, like Credit Acceptance Corp. and a little bit of Westlake Financial.
“The average model year is probably around 2010.
“Our average mileage is around 50,000 to 60,000.
“Definitely, we carry mostly domestic.
“But we are carrying more imports, like Toyota and Nissan.
“We stay away from BMW and Mercedes – European stuff.
“We have about 50 percent pickups – about as many trucks as we do cars and SUVs (combined).
“Our average reconditioning costs are about $550. We’ve always reconditioned (well).
“That’s one of the things that makes us different.
“We also offer a 30-day warranty on our vehicles and nobody around here offers that.
“We service our own vehicles but we also do outside vehicles.
“That’s what we‘re look-
ing to build in the near future – expand our service department to take on more outside customers.
“We have eight bays but we’re not using them all now. In 2008, they were all full.
“For advertising, I primarily use radio.
“We have a fairly inexpensive radio market. I also use some cable.
“But we have a big presence in the community. We’ve been here a long time.
“We sponsor a lot of the fun things, like monster truck shows, concerts, MMA fights, etc.
“We have a lot of involving in the Salvation Army and other charities.
“We recently sold a 2012 Mazda CX-9. It had 32,000 miles on it.
“We sold that for $29,995.
“The fires and floods have taken a toll on our state this year.
“But most of that has been on the eastern slope, so that (hasn’t affected our business).”
GEORGIA
Larry Lewallen, general manager, Rainwater Motor Co., Douglasville, Ga.:
“The dealership has been in business almost 34 years. We have a single location.
“I probably have 75 to 100 cars in inventory. That’s similar to what it was this time last year.
“We sell somewhere around 50 per month.
“Our vehicles come from auctions, wholesalers, individuals and new-car dealers – wherever we can get them.
“We do a lot of buy-here, pay-here and subprime (deals).
“Our average retail price is around $9,000 to $10,000. The average model year here is 2006 or 2007.
“The average mileage is around 90,000 to 100,000.
“Mileage has been an issue.
“It’s hard to get lowmileage cars right now.
“We sell a mixture of domestic and imports.
“I carry 40 percent cars,
Compiled by Jeffrey Bellant
20 percent SUVs and the rest are pickups.
“We recondition our cars. We send them through our service center.
“We do it in-house. We only do our customers’ vehicles and our own (inventory).
“Recon has gone up from this time last year.
“We do a lot of marketing and advertising. We do (television) commercials and we use newspapers. TV works well. We have done radio off and on. We also use billboards. We give three free oil changes to our customers.
“We recently sold a 2006 F-150 pickup. It had fairly low mileage on it. It had 60,000 miles. That was sold for $12,900.
“As far as the rest of the year, it depends on the government.
“If they get everything straightened out, the stock market goes up, and people become more comfortable, then we can do more business.
“Nobody’s doing what they were doing (in business) a few years back.”
WHOLESALE MARKETS
CALIFORNIA
John Brasher, president, Brasher’s Sacramento Auto Auction, Rio Linda, Calif.:
“We’re running 12 lanes right now. We could run 14. We run double blocks and two of our lanes are running just single blocks.
“Our volume is 1,700 to 1,800 cars a week. That’s a little bit better than last year.
“We’ve always seen our sales percentages in the high-50s to mid-60s, pretty much for most of the year. But since Labor Day, we’ve seen them drop. For example, one recent week, they were at 51 percent. I think that’s pretty typical. It feels like the fall market hit a little sooner this year than previous years.
“We’re getting 960 to 980 dealers in the lanes (on sale day). It’s about the same, maybe a little better than this time last year.
“They’re coming from all 12 Western states. We also have some from the Midwest that come every week.
“Since Labor Day, usedcar sales have been kind
of average. September for most of our guys has been kind of slower.
“We have closed factory sales on the same day as our regular sale.
“So we’ll have a sale on Tuesdays and once a month we’ll have our government sale on Fridays.
“Factory sales are way up over last year. We’ve really been seeing factory volumes climbing this fall.
“Some of the lease rates that we’ve seen this year have been super aggressive, not just on the domestic side but with the imports – the highlines – as well. It’s going to be really interesting over the next two or three years to see what happens to used-car values as these leases (come back).
“Some import lease returns have been hitting the market this past spring and this fall and, so far, the market has been gobbling them up. They’ve hit the residuals right.
“Our factory closed sales are about 5 percent of our total volume. Of our total volume, the open sale fleetlease stuf makes up 40 per-
cent of our total volumes. The rest would be dealer consignment.
“We’ve also got a great boat/RV sale every two weeks. Volumes vary from 100 to a lot more. But we’re not as big as our sale in Eugene, Ore., which is one of the biggest in the country.
“The demand is huge for these units. It’s been strong because the volumes (in the past) had dropped so dramatically.
“The recession hit the RV portfolio twice as hard as the car side. So prices are strong.”
KANSAS
Brook Phillips, vicepresident, Mid-America Auto Auction, Wichita, Kan.:
“We’re running about 450 units per week. That’s probably up a little bit from this time last year. New-car business is better, for sure. But other than that, not much has changed.
“Our sales percentage has historically been in the high-50s to low 60s. Then when cars got short, it was up in the 70s. But I’d say it’s
probably at 60 percent.
Compiled by Jeffrey Bellant
“Our (bidders) mostly come from Kansas and the five-state area – Nebraska, Missouri, Oklahoma, Texas and Colorado.
“New-car stores say they have been doing good. But the used-car dealers have been struggling a little bit.
“I don’t think the newcar dealers are coming any more than they did when they were (hanging on to cars).
“New-car dealers were still getting plenty of trades (a few years back); it’s just that the quality of the car was down quite a bit. It’s still down.
“They’re keeping more stuf
“The vehicles they are wholesaling and sending to auction are not the same.
“They are keeping cars they would never keep before.
“We’re probably averaging 300 bidders in the lanes. That’s typical of what it was last year.
“Ninety percent of our volumes are dealer consignment.
“We do very little fleet-
lease. We’ve always been heavily into the dealer consignment.
“Our average price coming through the lanes is still in the high $3,000s to $4,000. It’s probably dropped $100 from this time last year.
“It’s just because of the value of the cars coming to auction.
“Dealers are obviously keeping higher mileage cars than they used to keep. They used to sell the $4,000 to $6,000 trades at auction, but now they are keeping those (units).
“Those cars that nobody has – the $6,000, $7,000 or $8,000 vehicles – are extremely strong.
“Any particular sedans, vans, sport utilities or vehicles with good gas mileage in that price range are doing great.
“But I’m having a hard time selling anything under $2,500.
“It seems like the dealers have adjusted their pricing on those lower-end cars.
“I don’t know of anyone that’s having an easy time trying to selling anything under $2,000.”
ACTUAL WHOLESALE AND PROJECTED RESIDUAL VALUES
2012 MODEL S
BMW 7-Series 750Li 4D Sedan 69000 62800 56600 46350 39300
Honda Accord LX 4D Sedan 16050 16100 14800 13025 11550
Lexus ES 350 4D Luxury Sedan 32400 29800 29200 24350 21350
Mercedes-Benz E Class E350 4D Luxury Sedan 42000 36200 35800 29750 24800
Mitsubishi Galant ES 4D Sedan 12950 11800 12000 9625 8225
Nissan Altima Base 4D Sedan 14200 12900 12350 10475 9125
Nissan Altima S 4D Sedan 15400 14200 13650 11550 10050
Nissan Sentra Base 4D Sedan 12650 11900 11500 9575 8350
Toyota Camry LE 4D Sedan
Toyota
Volkswagen
2010 MODEL S
Buick LaCrosse CX 4D Sedan 16550 14900 13700 11450 9625 Cadillac DTS 4D Sedan
Chrysler Sebring Touring 4D Sedan 11400 10200 8650 6000 4750
Ford Mustang 2D Coupe 13600 13600 12350 10800 9450
Ford Taurus SEL 4D Sedan 16400 15000 13500 10750 8950
Lincoln Town Car Signature Limited 4D Sedan 19300 17700 17200 13450 10975
Ford Focus SE 4D Sedan 10150 9450 8750 7050 5800
Import
Acura TL 4D Sedan 21100 20600 19400 15550 12825
BMW 3-Series 328i 4D Sedan 22000 20000 18350 15250 12700
BMW 7-Series 750Li 4D Sedan 54600 44900 38150 32125 26875
Honda Accord LX 4D Sedan 13100 13000 11900 10150 8750
Hyundai Sonata GLS 4D Sedan 10700 9900 8600 7400 6100
Lexus ES 350 4D Luxury Sedan 24600 22600 22200 18000 15275
Mercedes-Benz E Class E350 4D Luxury Sedan 32600 28000 28000 20700 16625
Mitsubishi
2011 MODEL S
2009 MODEL S
Manheim Takes Clean Up Duty
As part of a national partnership with American Rivers, a group of more than 100 employees from Manheim Pennsylvania volunteered to collect more than 800 pounds of litter and debris along a halfmile stretch of Chiques Creek shoreline on Sept. 21. The group also beautified the grounds of the new Manheim Auto Auction Exhibition Center.
“We are delighted to ofcially dedicate the new Manheim Auto Auction Exhibition Center, and participate in our third river cleanup project,” said Tim Van Dam, market vice president for the northeast market. “We care about the environment and our community. This event allowed our employees to once again get their feet wet, literally, in the fight to keep Chiques Creek clean, and help put the finishing touches on the new facility that will benefit the community.”
The volunteers also installed landscaping, planted shrubs and trees, and spread mulch around the new Manheim Auto Auction Exhibition Center. The work was part of “Go Green with Manheim,” the company’s sustainability project.
NextGear Honors Independents
NextGear Capital honored four auctions with its Auction Partners Awards at this year’s National Auto Auction Association convention in Indianapolis. The newly created award recognizes independently owned auctions for their dedication to and support of the industry.
Winners were named in small and large markets in two categories, Operational Excellence and Remarketing Excellence.
Long Beach Auto Auction, Long Beach, Miss. (small) and Greater Milwaukee Auto Auction, Milwaukee (large) won Operation Excellence awards.
Remarketing Excellence awards
went to Akron Auto Auction, Akron, Ohio (large) and Dealers Auto Auction of the South, Horn Lake, Miss. (small).
“We sincerely appreciate all they do, and it is their commitment that compelled us to create these awards,” said Brian Geitner, president of NextGear Capital.
We
CLEAN EARTH: Volunteers from Manheim Pennsylvania help collect litter and debris to spruce up an area. The group also planted trees and improved landscaping.
Compiled By Jeffrey Bellant
Disconnected Jottings From Tony Moorby...
I normally make apologies for using this column as a space for obituaries but I rudely ask your forbearance for this indulgence.
My dearest friend, longtime colleague, business partner and confidant, David Bynum, died in a motorcycle accident on Oct. 2.
No words can describe the loss to all those he touched. His passing has left a chasm that will be difcult, if not impossible, to fill.
The auto auction industry is full of his ilk – passionate about the business and, more importantly, the people who make it work. David’s relationship with staf, customers on both the buy and sell sides, industry peers and partners could and should be emulated in any industry. His ‘people skills’ were his abiding talent and often, his secret weapon.
As a Southerner, he could charm the leaves from the trees and leave a total stranger with a feeling of embrace and welcome. As a businessman he was shrewd in negotiations, fairdealing with customers and had a “nose” for what was
right or wrong. He could walk our 55-acre lot and innately pick up on something amiss; a car left too long or parked in the wrong place.
He had a knack for organizing things and loved new challenges. He lead our charge into several new markets with trucks, motorcycles, RVs and we successfully shifted hundreds of FEMA trailers as flexibly and unflappably as putting on a garage sale.
You wouldn’t call him elegant, but he had a style all to himself. He loved to sport polo shirts and slacks, but was just as comfortable in a Harley T-shirt and jeans or shorts. He was a renowned prankster and his impish sense of humor was legendary.
I’ve known David since the early ‘90s as we worked together at ADT Automotive and other companies, but I shared part of his life for the last four years. We both spent four days a week in Chattanooga, him commuting from just south of Atlanta and me from close to Nashville. We shared a condo and while we missed our families, we made the best of
one another’s company.
We may have looked like “The Odd Couple,” but it worked. I often referred to us as Statler and Waldorf, the two Muppet characters in the balcony of their theater. We were remarkably similar in so many ways and our conversations ran the gamut of politics, society, religion and business –all those things you’re not supposed to talk about at the table!
But David’s biggest passion, like mine, was family. He bragged about them all the time and was just getting to the stage where he was going to hang up his hat and “go home”, as he used to put it. It’s a shame; he was deprived of that to which he so looked forward, more time to indulge his biggest passion. A sullen reminder to make the most of things while we can.
We both rode Harley Davidsons; me not so much lately as recent surgeries have precluded long stints in the saddle and he loved just to be in the garage polishing his steed until it shone like dime up a chimney sweep’s backside!
Mine’s now for sale! Like me, he’d been in the car business all his working life and was the inveterate dealer. We used to regale one another with stories of deals won and lost like a couple of fishermen brag-
ging of last weekend’s catch. He was unique and like a brother to me.
Last night I sat in “his” chair and drank two Maker’s Marks; one for me and one for him. God bless his memory.
1. Sedan from Subaru 5. Honda minivan 8. 500L and 500e 9. Graduate or Milano (2 words) 11. Lug ____
____ Evora
Saturn model
Inside prefx
GPS brand
Porsche’s family
Belgian automobile, built in 1920
Makers of Explorer and Expedition
By Miles Mellor
28. It’s where the instruments are
“Raiders of the Lost ___”
Ford crossover
Kelisa and Kenari
Golden state, abbr.
Makers of the Starlet and Sienna
Employing
__ display
Astra or Vue
Lincoln __ Car
Driver’s license is one
Not turned on
Toyota hybrid
“The ___ of all fears”
Dark green color
“Hold on a ___!”
Japanese currency
Car until 1957 19. Road surface material
Ransom E ___: automobile pioneer
British politician
Overdone pride
Negative conjunction
Vectra maker
Korean carmaker
Airport sign abbr.
Long standing Czech auto maker, now owned by VW
Former British car brand
Requiring repairs
MONTHLY DEALER CONSIGNMENT AVERAGES
USED TRUCK AND AUTO
BUSINESS AND REAL ES-
TATE. 3 acres of fenced and lighted mini-storage on sight (great cash fow). Fully equipped mechanical shop with Pa. State inspection. Full recon shop. Great sales history, F&I Dept. with 3 banks. Over 30 years in business. Western Pa. Location. Reply Box #1170, c/o Used Car News, 24114 Harper Ave., St. Clair Shores, MI 48080
FORMER DRIVE THRU
BANK on app.1/2 acre asphalt lot currently leased as used car dealership. Tenant will stay or move what ever works for the buyer. Get away from the cold and have your business in sunny FL. Located in Manatee county city of Palmetto near Port of Manatee. Price $325,000 U.S. negotiable. For more info, contact James Mount, 941-266-6617. Pic on request.
CAR LOT FOR LEASE.
$6,500. Can be divided. 820 S. Dixie Hwy., Pompano Beach, Florida 33064. Tel:954-687-4673
AUCTION BUYER. Flat fee purchasing. All cars checked for accident/damage. 17 years, Florida based but will travel. Licensed and bonded dealer. Global Auto Group Inc., 561-262-3008, STEKRA@AOL.COM
WHOLESALE BUYER -REP
30 yrs exp. Fl based. Will travel, references avail. Call Michael P. 954-445-6589
17 yrs. Open to the public. Next auction Oct. 5, 2013 and Jan. 25, 2014. Cheyenne, Wyoming. 307-632-8648
Salvage Yard - Used Car Dealer for Sale or Lease. 2 acre yard on main highway located 10 miles from Metro Baltimore. Under current ownership since 1977, in business since 1946. Owners looking for exit strategy. 275 feet of main highway frontage with local access to MD695, US95 north, US95 south, MD Rt 3 - US 301. Mid 2000’s inventory. All Auto Recycling licenses plus Maryland Used Car Dealers license. Property zoning allows for most auto business applications including Gas & Go. Financing or lease options available. 443-829-1912 Sam
Business & Lot for Sale Buy Here, Pay Here, lot in Southern Maryland. Excellent location with local demographics conducive to BHPH volume. Call Today, Ask for Ray or Bill at 301-609-9550
Payment Books $7.99. Printed & shipped to you or your customer within 24 hrs. Call 800-479-2226.
DEALS ON WEBSITES We want to help you. Since 1999. 888-236-1434 www.AutoRevolution.com
Clear-up ugly plastic headlites to a like new appearance. Call 1-866-998-4999 or visit www.uglyheadlights.com
Liability Specialists! Exclusive markets! Williams $ Stazzone Ins., 800-868-1235 www.wsins.com
DEALER WEBSITES Starting at $30/mth No Set Up Fee / 877-266-8913 www.YourCarLot.com
Located on CONE Rd. Sale Every MONDAY 9:30 am Over 180+unitsweekly
Indoor VIDEO SALE located at Cone Rd.
Fastest Growing Salvage Sale in FLORIDA FREE Breakfast 8:30 am
Proudly featuring: Ford Credit, Progressive, All State, Geico, State Farm, and various Fleet Lease
(813) 247-1666 5109 Cone Road Tampa, FL33619
TRANSPORTATION SERVICES
LOMEN AUTO TRANSPORT Serving the upper Midwest 37 yrs, 10 car haulers 800-697-0757
At TD Auto Finance, we’re committed to helping you grow your business. And we go to great lengths to meet your needs. We’re open longer so you can submit deals seven days a week, and with TD Auto Finance you can speak to a live analyst when you need to. You also get the expertise of our dedicated Dealer Relationship Managers, who work with you to customize business plans and maximize profitability. It’s just what you get from a financing partner with over 45 years of experience.
