Issuu

USED CAR NEWS

Used Car News 8 / 1 7/ 2 0 2 6

Wholesale Prices Normalize, Conversion Dips

IN THIS ISSUE: •D isparate Impact • D.C. Update • Retail Markets

Rush - Dated Material

Wholesale used vehicle values are settling into a more typical trend following the strong spring market. The Manheim Used Vehicle Value Index (MUVVI) fell to 210, reflecting a 1.3% increase for wholesale used-vehicle prices (adjusted for mix, mileage, and seasonality) compared to July 2025. The July index is down 1.4% month over month. The long-term average monthly move for July is an increase of 0.4%. Non-adjusted wholesale vehicle prices are now up

1.7% year over year, and down 2.6% against June 2026. The long-term average monthly move in non-adjusted values for July is a decrease of 0.7%. “Wholesale values kept normalizing through July, continuing the pattern since the spring bounce peaked in March,” said Jonathan Gregory, senior director, Cox Automotive, in the report released Aug. 7. “The Manheim Index closed the month at 210, down 1.4% from June and about 2.5% below that March

high. The year-over-year gain slowed to 1.3%, down from June’s 2.1% — a good chunk is a comp effect as we lap last summer’s tariffdriven climb, but genuine seasonal depreciation is doing more of the work now that we’re fully into summer.” Gregory noted one issue to keep an eye on is gas prices, which have been a concern for consumers all year because of the Iranian conflict. “Gas prices reversed course and moved higher again as July went on, after briefly easing in June,” Gregory said. “That’s kept demand for used EVs firm even as the broader market cools. EVs held above 4% of all units in the Manheim Index for a second straight period, a share we hadn’t seen before this year. But the EV Index itself decelerated, down 2.1% from June, and its year-overyear gain came in at 10.5%, down from June’s 12%. Non-EV values are essentially flat against last July, up just 0.4%. I wouldn’t call this a

reversal yet, but it’s the metric we flagged on our Q2 call to watch, and July is the first month it’s showing up.” MMR prices for the Three-YearOld Index decreased 2.8% in July, while MMR retention averaged 99.3%, up 0.1 percentage points year over year and down 0.1 percentage points from June. Sales conversion was 54.4% for the period, 0.3 percentage points lower than the most recent threeyear average for July and down 2.2 percentage points from the June rate, according to the MUVVI. The big takeaway here is MMR prices for the Three-Year-Old Index decreased more than the typical amount for this period. MMR retention fell slightly more than is seasonally normal for this time of year, although from an elevated baseline. Meanwhile, sales conversion indicates demand softening more than what’s usual for this time of year.

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Finance News 8/17/2026

FTC Policy Clarifies End of Disparate Impact Claims By Jeffrey Bellant

The Federal Trade Commission released a policy statement clarifying that the Commission will not pursue claims based on disparateimpact or “unfair discrimination” theories. “Disparate-impact claims are nearly impossible to square with our colorblind Constitution,” said FTC Chairman Andrew N. Ferguson. “They impose liability for discrimination without any evidence that anyone intended to discriminate, which pushes businesses to make race-based decisions in order to avoid liability. The Commission never had authority to impose disparate-impact liability. Today, we announce that the Commission will never do so again.” The policy statement follows President Donald Trump’s issuance of an executive order last year on “Restoring Equality of Opportunity and Meritocracy” that set forth “the policy of the United States to eliminate the use of disparate-impact liability in all contexts to the maximum degree possible to avoid violating the Constitution, Federal civil rights laws, and basic American ideals.” Disparate-impact theory presumes that a difference in outcome among demographic groups must be the result of unlawful discrimination, even if no evidence of discrimination exists. As the policy statement explains, the Commission lacks the statutory authority to consider claims under this novel legal theory. Moreover, disparate-impact analysis under its authorities would require race-based analysis of outcomes, which is pernicious and contrary to fundamental constitutional values. The policy statement goes on to explain that there are no apparent limits to the policy implications of applying disparate-impact analysis, because “almost any conceivable policy or practice affects different groups differently.” Had Congress intended to grant the FTC such sweeping authority, it could have said so. The statement sets forth how the Commission will pursue discrimination claims in appropriate contexts. For example, it will continue to assert disparate-treatment claims under the Equal Credit and Opportunity Act, but it will treat Section 5 of the FTC Act as the consumer-protection statute it has always been. Under the new policy, the Com-

mission reviewed past decisions that were based on statistical analyses designed to show disparate-impact liability and entered into agreements to modify certain compliance-related obligations for Napleton Inc., Passport Auto Group and an individual previously associated with Coulter Motor Company LLC. Last April, Erica A.N. Kramer, partner at Hudson Cook, discussed Trump’s announcement with Used Car News. “Back in 2015 is when the Supreme Court decision came out in which disparate impact attached to the Fair Housing Act (FHA),” she said. “That decision, though, didn’t squarely address whether it also applied to the Equal Credit Opportunity Act (ECOA). However, from the Consumer Financial Protection Bureau (CFOB), to the Department of Justice, as well as the other bank regulators, the actions that they’ve taken and their exams over time have made it pretty clear that those agencies view disparate impact as

cognizable.” Kramer said policies that clearly discriminate against protected classes are fairly clear to spot and easy to correct. But with disparate impact, Kramer said, there’s a “broader way that discrimination in the credit context might happen,” even if it isn’t intended but still has the same effect on protected groups. The idea of ECOA is to give good access to credit for all groups, she added. Kramer said she understands the frustration on the creditor’s side when they are not intending to discriminate but become liable under disparate impact. But there are situations where it can happen, even when the creditor is using neutral criteria, such as asking credit applicants whether they own their own home. “For example, home ownership is an example that sometimes comes up where statistically there’s a concern where the number of black consumers who own a home might

be fewer than the number of white consumers,” Kramer said. Disparate impact can suggest that if that home ownership requirement leads to an imbalance in approvals for a protected class, that could be a problem. For example, on average blacks and Hispanics have lower credit scores than non-Hispanic whites and Asians, or younger individuals have lower credit scores than people that are older. Kramer said the question is: Is there some type of legitimate business justification if we found disparate impact? “If there is a legitimate business justification that can be supported, then your disparate impact liability is mitigated,” Kramer said. The goal is being able to massage or remove some factors which allow the lender to still have approval rates with good default rates, while also preventing discrimination or disproportionate impact on a protected class, she said.

News Brief

USED CAR NEWS

8/17/2026

NAAA Marks Deadline for Scholarship Fundraising

NAAA member auctions across the country are competing to raise funds for the NAAA Warren Young, Sr. Scholastic Foundation. Member auctions have until Aug. 21 to report results and NAAA must receive the funds by Aug. 28. Over the last year, the Foundation has distributed nearly $150,000 in scholarships and emergency relief money. NAAA member auctions can be a part of this and make a difference. Auctions who compete can get recognized as a top overall fundraising auction or a top fundraising auction in its individual region. Winners will be recognized at the 2026 NAAA World Remarketing Convention in Seattle (September 28–October 1). Member auctions can participate by running a fundraiser, reporting their totals plus a description of their fundraiser to naaa@naaa. com and submitting their donation by mail to NAAA Warren Young, Sr. Scholastic Foundation, 5320 Spec-

trum Drive, Suite D Frederick, Md., 21703.

FCA Recalls 1.2 Million RAM 1500s

FCA US is voluntarily recalling an estimated 1,271,294 U.S.-market 2019–2026 Ram 1500 vehicles that may have been built with a secondrow center and/or second-row driver-side seat belt buckle anchor that was not properly attached to the vehicle body structure. In certain collision scenarios, this condition could affect the performance of the second-row seat belt system and increase the risk of injury to occupants, FCA US will notify affected vehicle owners to contact their dealer to schedule an inspection appointment. Dealers will inspect the secondrow center and second-row driver seat belt buckle anchor and, if necessary, properly attach it to the vehicle’s body structure. This service will be performed free of charge.

Cars.com Reports Q2 Sales

Cars.com Inc. released its financial results for the second quarter ended June 30, 2026. Revenue for the second quarter was $179.9 million, up 1% yearover-year. Subscription-based Dealer revenue of $163.3 million was up 3% year-over-year, primarily driven by improved Marketplace value delivery and dealer count, partially offset by a decline in media products. OEM and National revenue of $13.6 million was down 18% yearover-year, consistent with previously communicated expectations of OEM advertising. Total operating expenses for the second quarter were $152.1 million compared to $163.5 million in the prior year period, down 7% yearover-year. Lower depreciation and amortization was the largest driver of the year-over-year decline, though expenses were broadly down and reflective of improving operating leverage across the business and a partial quarter of efficiencies associated with April cost reduction activities. Adjusted operating expenses were $144.3 million, down 6% year-over-year, driven by the aforementioned factors. Net income for the second quarter was $14.3 million, or $0.25 per diluted share, compared to $7.0 million, or $0.11 per diluted share, in the year-ago period. The change in Net income is primarily attributable to improved operating income. Adjusted net income for the second quarter was $28.7 million, or $0.51 per diluted share, compared to $26.4 million, or $0.41 per diluted share a year ago. Adjusted EBITDA for the second quarter was $53.0 million, or 29.4% of revenue, compared to $50.9 million, or 28.5% of revenue in the year-ago period. Adjusted EBITDA grew 4% year-over-year, demonstrating operating leverage against revenue growth. “We delivered revenue and profitability growth in the second quarter while making steady progress on our Marketplace-focused strategy,” said Tobias Hartmann, chief executive officer of Cars.com. “Deliberate prioritization of Marketplace product, processes, and organizational improvements drove Marketplace revenue growth to its highest level since 2021, more than offsetting the expected decline in OEM revenue.

Volume 32 | No.5 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. 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.

C R O S S W O R D PAGE 14

Compliance News 8/17/2026

Attorney Details Current Federal Compliance, Finance Issues By Michael A. Benoit

This article is designed to catch you up on the most recent Washington developments in the auto sales, financing, and leasing world. This month, we’re covering developments from the Office of the Comptroller of the Currency, the Federal Deposit Insurance Corporation, the Federal Reserve Board, the National Credit Union Administration, and the Federal Trade Commission. Agencies Announce Enhanced Procedures for Handling Highly Sensitive Information During Bank Examinations. On July 16, the OCC, the FDIC, and the FRB issued a joint statement describing enhanced procedures for the handling of highly sensitive information during examinations of supervised banks. The agencies will rely on bank management to identify data and documents requested for an examination that should be considered highly sensitive information. For highly sensitive information, the agencies will consider a range of potential options to minimize collection and storage by the agencies, including on-site review, direct digital review from the systems of the supervised banks, redacted or summarized versions of documents, and additional measures related to transmission of, and access to, sensitive information. The agencies will notify banks of any potential or confirmed material data breach involving confidential supervisory information as soon as practicable but no later than 72 hours after discovery, unless legal restrictions apply. Agencies Issue Guidance on Lending to Individuals Not Legally Authorized to Work in U.S. On July 13, the OCC, the FDIC, and the NCUA issued joint guidance “to remind supervised financial institutions of their existing obligations with respect to credit risk management, particularly as it relates to borrowers who are not legally authorized to work in the United States (non-work authorized borrowers).” The guidance was issued in accordance with President Trump’s May 19 executive order titled “Restoring Integrity to America’s Financial System,” which directs federal financial regulators to review and strengthen anti-money laundering and customer due diligence/identification requirements with a focus on risks to

the country’s financial system posed by the extension of consumer credit to undocumented immigrants and by employers of undocumented immigrants that may be violating immigration law. The agencies’ guidance notes that lending to non-work authorized borrowers may present elevated credit risk because the borrowers’ ability to generate income, maintain employment, and remain financially stable may be subject to greater uncertainty. When lending to non-work authorized borrowers, the guidance states that financial institutions should consider certain underwriting issues, including: (1) stability and reliability of the borrowers’ sources of income; (2) ability to enforce security interests in collateralized loans, as it may be more difficult to contact non-work authorized borrowers or locate or repossess their collateral; (3) documentation and verification of employment income; and (4) risks to a financial institution’s lending portfolio where lending is concentrated on borrowers in specific geographic areas or with similar employers in similar industries, such that the portfolio may be disproportionately affected by changes involving non-work authorized borrowers (such as immigration enforcement or workforce disruptions) that may affect the repayment capacity of multiple borrowers simultaneously. The guidance also advises financial institutions to carefully consider the Consumer Financial Protection Bureau’s June 8 “Statement on Ability to Repay and Immigration Status” concerning creditors’ obligations under the Truth in Lending Act, as implemented by Regulation Z, and the Equal Credit Opportunity Act, as implemented by Regulation B, as they relate to non-work authorized borrowers. FTC Seeks Comment on Policy Statement Addressing Concerns that AI Companies Are Altering Systems’ Output. On July 1, the FTC announced that it is seeking public comment on its proposed policy statement addressing concerns that artificial intelligence companies may be altering or steering the output of their AI systems “to achieve undisclosed ideological objectives,” contrary to consumers’ expectations that AI systems give truthful and accurate outputs. According to the proposed policy statement, “an AI company might be tempted to alter or steer

the output of its systems contrary to consumers’ reasonable expectations for various reasons, including attempted compliance with a state law, such as Colorado’s recently revised Artificial Intelligence Act [which the FTC claims coerces AI companies into altering the output of their AI systems to comply with and advance the state’s ideological objectives].” The FTC states that steering an AI system in this manner may deceive consumers in violation of Section 5 of the FTC Act, even if the steering is done in an effort to comply with state laws. According to the FTC, “a company may be able to avert potential deception by making truthful, non-misleading representations about the aims of its model. But such representations would need to make clear that the AI company is prioritizing objectives different than those consumers requested or would otherwise expect.” Comments on the FTC’s proposed policy statement were due by July 31, 2026. FTC Settles Claims that Company Violated FCRA by Denying Identity Theft Victims’ Requests for Records of Fraudulent Transactions. On June 30, the FTC announced that it reached a $2.25 million settlement with Amazon.com, Inc., resolving allegations that the company violated Section 609(e) of the Fair Credit Reporting Act, which requires business entities to provide an identity theft victim with “application and business transaction records” evidencing any transaction that the victim alleges to be the result of identity theft. The business entity must provide such records no later than 30 days after the date of receipt of a written request from the identity theft victim. The records must be provided to the victim or, if specified or authorized by the victim, a law enforcement agency. Prior to providing the records, a business entity can require that the victim provide proof of his or her identity and proof of the claim of identity theft by providing a police report and a completed affidavit. The FTC alleged that Amazon failed to provide identity theft victims (as well as authorized law enforcement agencies acting on their behalf ) the application and business transaction records related to unauthorized transactions made in the victims’ names upon their request

and, in some instances, failed to provide the records to identity theft victims within the 30-day timeframe. According to the complaint, “when identity theft victims whose credit or debit card information had been used without authorization contacted Amazon to request records associated with these transactions, the victims would often enter a Kafkaesque sequence in which the Amazon agent would refuse to provide the identity theft victim with records related to the fraudulent account unless the identity theft victim was able to authenticate the identity of the person who had opened the fraudulent Amazon account. That typically meant asking the identity theft victim to provide the name of the person who established the fraudulent Amazon account that had used the victim’s credit card without authorization. But this was often information that could only be found in the business records the identity theft victim had requested from Amazon in the first place.” In addition, the FTC alleged that, in some instances, Amazon refused to provide the requested records at all, citing “security” or “privacy” reasons, even though Section 609(e) does not permit a business entity to deny a request for application and business records related to identity theft on those grounds. In other instances, the FTC alleged that Amazon denied consumers’ requests for records on the grounds that the consumer had not been the victim of identity theft, despite the consumer having informed Amazon that his or her financial information had been used without authorization and despite the consumer having submitted the materials specified in Section 609(e) substantiating the identity theft. The FTC also alleged that Amazon had no written policy to respond to Section 609(e) requests until early 2025, after it learned of the FTC’s investigation, despite FTC staff advising the company to review its compliance with this provision. So, there’s this month’s report. See you next month! *Michael A. Benoit is a partner in the Washington, D.C., office of Hudson Cook, LLP. © CounselorLibrary. Based on an article from Spot Delivery. Single print publication rights only to “Used Car News.”

Used Car News 8/17/2026

New Vehicle Brand Loyalty Rises, Tesla Gains Top Spot New vehicle brand loyalty climbed to 53.4% in the first half of 2026, according to the latest LexisNexis® Risk Solutions Automotive Brand Loyalty Study released this month. The mid-year 2026 results show an increase of 2.4 percentage points over 2025. This upward trend underscores stronger consumer retention as auto market conditions stabilize and inventory levels normalize. Data scientists for LexisNexis Risk Solutions employed proprietary loyalty methodology to analyze consumers’ vehicle purchases, which brands are in garages and whether the same brand were purchased. The biannual LexisNexis Risk Solutions Automotive Brand Loyalty Study indicates that OEMs must continue to compete for market share among consumers who seek price and tax-credit incentives in an automotive landscape transitioning

toward vehicle efficiency and away from gasoline-powered engines. A key factor in vehicle brand loyalty over the last several years has centered on fuel type. The cessation of the electric vehicle (EV) government incentive tax credit in September 2025 changed the market dynamics of EV brand loyalty. In the period of Jan 2025 – Sept. 2025, EV purchases made up 10% of new personal EV sales. Post-September 2025 – Mid-year 2026, that figure fell to 7.4%. EV owners did not replace their electric vehicle with another, dropping the loyalty rate to 60%, from 68.8% in 2025. Hybrid fuel-type vehicle owners hold the most loyal moniker with a 56.5% brand loyalty rate, reinforcing the growing importance of hybrid offerings in maintaining customer relationships. During the same period, gasoline repurchases surged briefly, follow-

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ing the EV tax credit end, before returning to prior levels. Tesla regained the top spot in brand loyalty, reaching 63.9%, an eight-percentage-point increase from the end of 2025. It leads a group of nine OEM brands that exceeds the industry average. The four brands immediately behind Tesla had loyalty rates ranging from 62.6% to 59.3%. In 2024, Tesla held the number one position with 59.7% brand loyalty. In the first half of 2025, its rate fell to 51.7%, well below peers in the category, and closed the year at 55.4%. A resurgence in Tesla brand loyalty in the first half of 2026 is a good example of how total cost of vehicle ownership and market fluctuations in consumer preferences for automotive brands can drive shifts in brand loyalty, creating uncertainty for OEMs.

Overall, the mid-year 2026 results point to an improving brand loyalty market that remains influenced by external forces, including incentives and shifting fuel preferences. Data gathering through proprietary linking technology and the LexID unique identifier enables analysis of U.S. consumers and their vehicle purchases to understand repurchase and retention behavior for vehicles. New data, pulled from January 1 to June 30, 2026, provides a snapshot of consumers’ preferences for the automobile brand they drive. Data scientists linked vehicle ownership and purchase data to analyze the resulting data sets using a loyalty methodology. They indexed purchased vehicles against garaged vehicles, seeking a match that paired vehicles and labeled the relationship to the appropriate model category, brand or OEM loyalty.

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SEPTEMBER 2026 Find an auction near you to stock your inventory of pre-owned vehicles

ADESA Boston SEPTEMBER 11, 25 508-626-7000

Manheim Atlanta SEPTEMBER 3, 16, 17 404-762-9211

Manheim New Orleans SEPTEMBER 9, 23 985-643-2061

ADESA Charlotte SEPTEMBER 3, 17 704-587-7653

Manheim Baltimore Washington SEPTEMBER 8 410-796-8899

Manheim Orlando SEPTEMBER 1, 8, 15, 22, 29 800-822-2886

ADESA Chicago SEPTEMBER 11 847-551-2151

Manheim Dallas SEPTEMBER 8, 9, 23 877-860-1651

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Manheim Denver SEPTEMBER 9 800-822-1177

Manheim Pennsylvania SEPTEMBER 3, 4, 11, 17, 18, 25 800-822-2886

ADESA Golden Gate SEPTEMBER 1, 15, 29 209-839-8000

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ADESA Indianapolis SEPTEMBER 1, 15, 29 317-838-8000

Manheim Fredericksburg SEPTEMBER 10 540-368-3400

Manheim Pittsburgh SEPTEMBER 9 724-452-5555

ADESA Kansas City SEPTEMBER 1, 15, 29 816-525-1100

Manheim Milwaukee SEPTEMBER 9, 23 262-835-411436

Manheim Riverside SEPTEMBER 8, 10, 22, 24 951-689-6000

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Manheim Dallas SEPTEMBER 8 877-860-1651

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Manheim Riverside SEPTEMBER 10, 24 951-689-6000

Manheim Milwaukee SEPTEMBER 9 262-835-4436

Manheim Palm Beach SEPTEMBER 23 561-790-1200

Manheim Seattle SEPTEMBER 16 206-762-1600

Manheim Atlanta SEPTEMBER 3 404-762-9211

Manheim Nashville SEPTEMBER 23 615-773-3800

Columbus Fair SEPTEMBER 23 614-497-2000

Manheim Nevada SEPTEMBER 18 702-730-1400

Manheim Dallas SEPTEMBER 8 877-860-1651

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ADESA Salt Lake SEPTEMBER 8 801-322-1234

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Financial Services*

Manheim Phoenix SEPTEMBER 10, 24 623-907-7000 Manheim Riverside SEPTEMBER 10, 24 951-689-6000 Manheim Seattle SEPTEMBER 16 206-762-1600

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Manheim Palm Beach SEPTEMBER 23 561-790-1200

Manheim Dallas SEPTEMBER 8 877-860-1651

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Manheim Milwaukee SEPTEMBER 9 262-835-4436

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* The tradename Jaguar Financial Group and the Jaguar logo are owned by Jaguar Land Rover North America, LLC (JLR) or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (Chase). Auto finance accounts are owned by Chase. * The tradename Land Rover Financial Group and the Land Rover logo are owned by Jaguar Land Rover North America, LLC (JLR) or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (Chase). Auto finance accounts are owned by Chase. * The tradename Subaru Motors Finance (SMF) and the Subaru logo are owned by Subaru of America, Inc. (Subaru) or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (Chase).Auto finance accounts are owned by Chase. * The tradename Maserati Capital USA and the Maserati logo are owned by Maserati North America, Inc. (Maserati) or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (Chase). Auto finance accounts are owned by Chase. * The tradename Aston Martin Financial Services and the Aston Martin logo are owned by Aston Martin Lagonda of North America Inc. (Aston Martin) or its affiliates and are licensed to JPMorgan Chase Bank, N.A. (Chase). Auto finance accounts are owned by Chase. ADESA, Inc. and Manheim Remarketing, Inc. (OVE) are solely responsible for their website content, sales events, promotions, fulfillment, and auction operations, and are not affiliated with JPMorgan Chase Bank, N.A. or its affiliates. JPMorgan Chase Bank, N.A. Member FDIC (9/26) ©2025 JPMorgan Chase & Co.

Retail Markets Compiled by

8/17/2026

Ed Fitzgerald

IOWA

Kristin Acosta, general manager, Sorensen Auto Plaza, Shenandoah, Iowa “In 1962 the owners started this as a tire and repair shop, but the dealership started in 1995. I’ve been here for 14 years. “We try to have 25 vehicles ready for sale on the lot and then 30-40 that we’re getting ready. “Our sales are kind of half and half. We’re in a rural area and we do sell to a lot of families. I think our biggest seller would be third-row SUVs. Pickup trucks will be next after that. About a third of our sales would be cars, because cars are entry-level vehicles -- maybe newer customers who haven’t established credit with us yet. “The salesperson usually sits down with the mechanic and they will go through the run numbers for Manheim.

They do their homework as to what the salesperson wants for the lot. The mechanic knows what motors and transmissions to stay away from. We give that shopping list to our owner, who is pretty much retired, but he still likes to go to auctions. “We have had such good underwriting and collections and being in a rural area it wasn’t super necessary to use GPS. But six years ago, when we decided to expand a little, we decided to use GPS. “Parts are always increasing, so we average about $1,500 per vehicle in reconditioning. We have our own shop. “It was nice to be a finalist for the Quality Dealer of the Year. Over the years we have tried hard to break the mold of what the stereotype is for the typical BHPH dealer.

Especially when you’re in a small town. It’s an uphill battle. No one sees all the things you’re doing for customers behind the scenes. It was nice to get the recognition to show the town that ‘we are doing the right things,’ and ‘we do have good business practices.’ “We’ve been in business for 30 years but we never stopped learning. Dealers are always willing to help each other. “We recently sold a powder blue 2020 Telluride. It was on our lot for an hour. We sold it for around $20,000.”

TEXAS

Blake Ingram Sr., owner, Auto City, Dallas, Texas “My father, Martin Ingram, founded the business in 1958. I joined him in 1984. “Compliance is always a major focus. Nationally, right-to-repair and consum-

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er-finance regulation are receiving a lot of attention. In Texas, TIADA is focused on the practical effects of changing identification, titling, and registration requirements. “We purchase our vehicles primarily through online auctions. “Approximately 50% of our sales are cars, slightly less than 50% are SUVs, and trucks account for only a small percentage. “Our actual sales mix is approximately 60% domestic and 40% import. “Our customer’s average down payment is just over $1,500. We do use Passtime GPS. “We have a 25-bay inhouse service facility and spend an average of approximately $1,400 per vehicle on reconditioning, including parts and internal labor. “After operating multiple

locations for many years, we are consolidating our operations into one store. We expect that location to carry approximately 150 vehicles and sell about 75 units per month. “(Since COVID) customers expect to complete the credit application and approval process before ever coming to the dealership, and we have adapted our process around that expectation. “Any dealers just starting out should grow slowly and deliberately and be careful with debt. Too much debt can force you to make shortterm decisions and create a cycle that is very difficult to escape. “The last two vehicles we sold were a 2022 Malibu with 82,000 miles for $21,995 and a 2018 Encore with 78,000 miles for $19,995. All of our sales include a two-year 24,000-mile warranty.”

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Wholesale Markets 8/17/2026

Compiled by

Jeffrey Bellant

MONTANA

Jake Gertsch, sales manager, Auto Auction of Montana, Billings, Mt. “We have four lanes and our volumes have been in the 450-500 range. Compared to this time last year, it’s about the same, pretty similar. In that volume, we usually have about 150 units per week in the fleet/lease lane. The rest is just dealer volume. “We run GM Financial on the fleet side. Of course, we run Holman, Wheels and some of the other fleet accounts. Enterprise Rent-aCar and Hertz are some big accounts for us as well. “On the rental side, the volume has been pretty typical. Obviously, now that we’re moving to the end of summer, that’s when they start kicking some units back. So usually, in August, first part of September, we’ll see quite

a bit from Enterprise and Hertz. In fact, Enterprise has been running 50-70 cars a week – a combination and they have a fleet arm as well. They have company fleet trucks. “For the 2025s, the mileage on the rental cars are average, same as they have usually been. But with Hertz in particular, you’ll see them still running some cars from 2023, 2024. You might start seeing them with 60,000 to 70,000 miles sometime. The July market is still really sluggish compared to the rest of the year as far as sales percentage. Right now, it’s at 54% to 56%, which isn’t terrible. During COVID, everyone was getting used to 80%, but for 20 years before that, 50% was pretty much the realm. In the summers back then, it might dip to low 40s. As far as the retail dealer,

I’d say it’s been steady for them. I wouldn’t say that it’s on fire. Generally speaking, price is everything right now, it seems. “I’d have to look it up, but I think our average price coming across is about $28,000 to $30,000, in that range. That’s typical for postCOVID averages. I think if we would rewind to 2018, I think our average price was probably $17,000 or $18,000. “Our market has a lot of trucks. But, primarily, trucks and SUVs make up about 90% here. There’s not a lot of sedans, but there’s not many people making sedans. We also have a few vans in the mix. “SUVs, especially those mid-size and smaller SUVs do great. Vehicles in the right price range do great – anything $40,000 and under. It’s funny to say that

$40,000 is the price range now, but $40,000 and under seems to be the sweet spot (in this market). “For online sales we use EDGE Pipeline. “At a typical sale, on the floor will get about 100 (bidders) and then online somewhere between 200 to 250 dealers represented. We’ll also sell on different platforms 24/7. Of course we’ll list on OVE and SmartAuction. “For powersports and such, we’ll just run them as they come. They’re usually repos and whatnot. This week we ran about six or eight trailers, a motorhome, a Harley and a couple of UTVs. We don’t have a specialized, dedicated sale for them. We also some in-ops every week. Overall, it’s a typical kind of distracted summer market. Higher dollar stuff, in

general, definitely slacked off a bit – half-ton pickups did for sure. But I think that’s just because there’s an abundance of them. “(For weather) a few weeks ago, we were the hottest place in the country. We hit 113 degrees, an all-time record for Montana. It kind of flipped on us this week (Aug. 3) I woke up it was 43 degrees. “It’s super smoky from the wildfires right now. We usually get a lot of the smoke from wildfires in Canada or Idaho. But we haven’t had a lot of fires here yet. “We’ve been in business 25 years. We’re going to have an anniversary sale in October. I’m sure we’ll have between 600-70 units. We’ll also have prizes and, of course, we have our newer remodeled restaurant – just finished it last year – so we’ll have everyone eating well.”

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Wholesale Numbers

USED CAR NEWS

8/17/2026 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 Truck

make_model_name --------------Toyota Corolla Toyota Camry Honda Civic Nissan Sentra Hyundai Elantra Nissan Altima Hyundai Sonata Chevrolet Malibu Ford Mustang Volkswagen Jetta Chevrolet Silverado 1500 Ford F150 Toyota Tacoma Nissan Rogue Honda CR-V Ram 1500 Toyota RAV4 Hyundai Tucson GMC Sierra 1500 Ford Explorer Toyota Corolla Toyota Camry Honda Civic Nissan Sentra Hyundai Elantra Nissan Altima Hyundai Sonata Chevrolet Malibu Ford Mustang Volkswagen Jetta Chevrolet Silverado 1500 Ford F150 Toyota Tacoma Nissan Rogue Honda CR-V Ram 1500 Toyota RAV4 Hyundai Tucson GMC Sierra 1500 Ford Explorer Toyota Corolla Toyota Camry Honda Civic Nissan Sentra Hyundai Elantra Nissan Altima Hyundai Sonata Chevrolet Malibu Ford Mustang Volkswagen Jetta Chevrolet Silverado 1500 Ford F150 Toyota Tacoma Nissan Rogue Honda CR-V Ram 1500 Toyota RAV4 Hyundai Tucson GMC Sierra 1500 Ford Explorer Toyota Corolla Toyota Camry Honda Civic Nissan Sentra Hyundai Elantra Nissan Altima Hyundai Sonata Chevrolet Malibu Ford Mustang Volkswagen Jetta Chevrolet Silverado 1500 Ford F150 Toyota Tacoma Nissan Rogue Honda CR-V Ram 1500 Toyota RAV4 Hyundai Tucson GMC Sierra 1500 Ford Explorer

8/1/2025 ---------15850 19250 14400 12800 11900 13800 14000 12650 18250 13800 28800 28900 29000 16500 19300 28400 23200 16250 28700 22000 17750 21550 17400 15100 14100 16800 16500 15400 19700 15550 32800 34800 30575 18900 21450 31200 26250 18550 32700 26200 20250 23150 18450 16600 16250 19800 18000 17000 22100 16800 34800 36500 32525 20800 24850 32700 28500 21200 36300 27800 21550 25200 19750 18300 17650 21300 19450 18350 26400 19250 38800 44000 35200 22300 26150 38700 30000 22550 40800 30700

2/1/2026 ---------13900 16350 13075 9300 10800 12900 12400 10900 15700 11750 24600 26000 26900 13500 17900 24400 20050 13100 26000 18800 15400 18500 16775 11800 12400 15700 14500 12550 17050 13700 28800 32400 28175 16500 19450 28300 21950 15950 31200 23000 17450 20000 17625 13300 13850 17700 16150 14350 19000 15650 30700 33800 29875 17800 21850 30500 24000 18150 32700 25400 19150 22300 18875 14800 15450 19300 17550 16200 23150 17350 34500 38800 31100 19500 24200 33900 25200 19750 37000 27200

8/1/2026 ---------13600 16650 13200 10500 10600 12475 12150 11375 15700 11150 26000 27700 26900 14600 18425 25000 21250 13250 26000 19400 15500 18900 16825 12800 13000 14225 14300 13475 18350 14275 29500 30700 28800 16300 20550 29500 24550 16800 29500 22600 17900 21775 18600 14575 15425 17050 16400 15950 20275 16275 32500 36200 30800 18000 23025 32000 26450 18850 31500 25700 20400 24325 19850 16250 17300 18750 18650 18525 24625 18275 36000 39200 32900 20150 24450 33700 29900 20450 35000 28300

8/1/2027 ---------11675 15125 11275 8650 8875 10550 11050 9400 13200 9375 21100 21050 22775 12050 15450 20725 17850 10100 21275 15150 13325 17000 14775 10100 10225 12200 11925 10600 14400 11750 24825 23450 24650 13850 17250 24450 21425 13375 24825 17575 15725 18875 16550 11225 11775 15225 13400 12225 16300 13450 27525 28425 26575 15500 19950 27125 23800 15275 27300 20550 17400 20775 18150 13600 13850 16525 16225 14300 19850 15325 28750 32225 28375 17975 21825 29600 26150 17550 30650 23350

8/1/2028 ---------10125 12575 9200 7250 7000 9050 9200 7700 11250 7800 17575 17750 20225 9825 13275 17275 15175 8250 18375 12125 11600 14250 12500 8550 8250 10350 9875 8575 12400 9875 21600 20200 21950 11375 14950 21200 18550 10975 21725 14150 13775 16050 14325 9650 9725 13075 11350 10250 14150 11825 24200 24700 23975 12925 17450 23800 20825 12700 24450 17125 15350 17850 16000 11725 11700 14275 14050 12250 17300 13550 25550 28100 26275 15800 19400 26375 23250 14950 27650 19775

Actual Wholesale and Projected Residual Values

my --------2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2021 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2022 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2023 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024 2024

Source: Black Book

Tony Moorby

Disconnected Jottings From

Tony Moorby 8/17/2026

• 50-year veteran of the industry

“The British are coming! The British are coming!” So went the chant over two hundred and fifty years ago. There are some changes to be made to that cry that would be more fitting today, especially where the car industry is concerned; “The Chinese are coming! The Chinese are coming!” would be more apropos for today. I wrote a little while ago about affordability issues and they may very well be the driver of demands for a foreign invasion of a different kind. The Chinese manufacturing tenets are not economically even close to ours. There’s probably not even one discipline that’s similar. Their market is not pushed or pulled by profitability, home-based demands, environmental

considerations or anything else that would corral their capacities. They certainly don’t have a labor problem and they can expand their manufacturing almost at will. Many of our readers may well remember how, in the sixties, the Japanese manufacturers made such huge inroads to the American market, slowly at first, with products that appealed to the pocket as well as the eye but they were the thin end of a very large wedge. Their quality was questionable for a while but they wasted no time in putting that problem right and their market shares for motor bikes and cars grew exponentially. My first bike was a Honda Sport in 1964 – I did graduate to a Harley though! Their products

are now seamlessly part of the market, many being built here now. Even in the ‘80s, European cars were not as popular as they are today – big was still beautiful and my first car when I came here was an ’82 Mercury Grand Marquis – some houses in England weren’t that big! Tastes have now changed to the point that global standards of safety, maneuverability and styling are coalescing across the board. The demand for EVs is growing in all kinds of configurations and quickly, too. The Chinese may be in a better position to supply that demand. With development turnaround times being shorter they could be more reactive to global requirements, not just ours.

1 Jeep Grand ____

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32 ____ Arnage 33 Company’s valuable resources 36 Auction offer 37 Subcompact BMW 39 Shelter from the wind 40 Tic-___-toe 42 Banner 43 Losing traction on the road

Down

2 Pontiac sedan model, 2 words 3 Total after deductions

2006–present

• NAAA Hall of Famer • IARA Circle of Excellence

To see past columns

from Tony Moorby, visit

www.usedcarnews.com/ columnists/tony-moorby

the aforementioned goodies! If every car has the same fixtures and features, it’s cheaper to build the same on a per unit basis. Off course, global politics throw wrenches in the works so tariffs may level pricing balances. Maybe AI has all the answers!

8 Manufacturer’s repair

8 10

guarantee 12 Italian sports cars,

12 13

14 Fancy wheels, for short 15 Subaru SUV model

17 Website suffix for schools

informally

18 Chivalrous and brave 21 Uncooked 22 Transaction without financing, 2 words

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30 Watching closely

5 Italian automaker

32 Riviera, e.g. 34 Legislator’s title, briefly

35 License plate 36 Undergrad degrees, abbr. 38 Roman numeral three 41 Commercial message

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Solution to the 7/20/2026 puzzle

M A Y

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25 British sports car brand, 26 Organ of hearing

Solution to this puzzle in the 9/14/2026 issue. Call 1.800.794.0760 for a FREE subscription.

of sales and marketing

• Moorby & Associates

7 Put on clothing

4 Historical time period

6 Kia subcompact model

executive vice president

1 Slang for a car

2000 of ADT Automotive

• Served as ADESA’s

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

By Myles Mellor

Across

• President from 1997–

The average price of a new car is currently right around $50,000 and some repayment schemes are almost mortgage-like but those prices are being partly pushed by the addition of features that used to belong to luxury cars. Lane change assistance, multi-function seats with heaters and coolers and a host of others are things customers are coming to expect rather than just aspire to and you have to think there may be a point that says, “Wait a minute. What if I just want to drive to work and back with a basic car, radio, heat and air for $25,000?” Or whatever that flex point is. Ford’s making one but it won’t be here until ’29 or ’30. In that time China could make one for somewhere close but with all

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