COVER I Get to know this year’s NAA IAC & IJAC winners! page 10
SEPTEMBER 2016
‘Grand’ Champions NAA’s
I How you should handle a true tie bid I pennsylvania scores big state law win I find the best keywords for your business
page 42
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F R O M
T H E
P R E S I D E N T
Who should we emulate?
I
f you look at my Facebook page, you will know who I am. I’m a pretty transparent guy – I am passionate about my family (hence all of the photos of my dad, Charles, my daughter, Sophie and my beautiful bride, Lisa), my faith, my business and my auction family.
John Nicholls, AARE, AMM NAA President
National Auctioneers Association President John Nicholls, AARE, AMM, is a second-generation Auctioneer who has made it his business to lead in the world around him. As President of Nicholls Auction Marketing Group, Inc., John conducts and oversees more than 300 auctions per year for Fortune 500 companies, while he also serves the NAA membership and auction industry as an official, speaker, and educator. He has appeared on the TODAY show as a past NAA IAC Champion, and has served as a leading voice for the auction profession for many news outlets and publications. Aside from winning IAC in 2006, John has won a slew of awards and honors. A few of those include: 1994 Virginia State Champion Auctioneer; 2003 World Automobile Auctioneer Champion; and 2016 Virginia Auctioneers Association Hall of Fame inductee. John resides in Fredericksburg, Virginia, with his family.
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I also like to be inspired. I use quotes to help motivate me and have begun posting these to help motivate and inspire others. The auction business is tough, and at times we just need to realize that we need a little help from our friends. This issue of Auctioneer is inspiring to me because it highlights some things and people in the industry I admire. In 2006, I was fortunate enough to win the International Auctioneers Championship. That championship was a huge boost for my career, but it also fueled my passion for the organization that honored me with the award – the National Auctioneers Association. After traveling the country that year with my IAC partner, Barbara Bonnette, CAI, AARE, GPPA, I saw first-hand the impact that NAA was having on people’s businesses and on their lives. I understood how special this business truly is with Auctioneers Helping Auctioneers – AHA. Winning IAC put me on a path of service to this industry. Learning how special this organization is was the catalyst for my running for the Board of Directors, and ultimately seeking the position of Vice President and President. I have been blessed to serve and owe a great debt to IAC. I feel sure our newly named champions, T. J. Freije and Beth Rose (see their stories on page 10), will feel the same. To them, I say good luck and enjoy the ride. I have learned from some of the greats, including the newest Presidential Award of Distinction winner, Tom SaturIey, CAI. To have sat in a meeting that he chaired was a learning experience I will never forget. That man has mastered the art of listening! And, he can put various points of view together that make sense. I had the privilege to watch him in action, and I am better for it.
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I have also been fortunate enough to learn from the individuals who were honored this year at the annual Hall of Fame dinner. I have benefitted so much from watching Randy Wells, and I admire his passion for our industry, his love for his family, and his perseverance in the midst of less than pleasant circumstances. And Jack Hines – if you have never sat in a class with him at the World Wide College of Auctioneering as I have, you have missed out. I’ve never met someone who is so focused on the success of others as Jack is. I am blessed to call him not only a colleague at World Wide, but a dear friend. And, we all have learned and appreciated how U.S. Congressman Billy Long has brought his passion of the auction industry to the halls of Congress. We are fortunate to have him representing ALL of us in the House of Representatives. All of these individuals are auction professionals who not only teach me better ways of managing my business, but inspire me to become the kind of leader that they have been – ethical and people who continue to learn and teach. I found my passion years ago working with my dad in the auction business, and I am thankful to still be able to do so. If you are reading this, I suspect you have found your passion as well. The individuals who are profiled in this issue of Auctioneer are people we want to emulate – people who have served the entire auction industry. Read their stories – they are better than any quote I have posted on Facebook! And, here’s something they all have in common: they have volunteered their time, their energy, and their passion with people like me, people like you. They are making this industry better. Auctioneers Helping Auctioneers – AHA.
S EPT EMBER 2016
VOLUM E 6 8
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26 COVER: Time to get to know the Champs!
TJ Freije, Beth Rose, and Brooke Gillespie won their respective competitions in Grand Rapids. Now, we get to find out more about each one of them.
NAA unveils new home page Members provided their insights and input, and the result is a sleek new look on auctioneers.org.
7
NAA on Southwest Airlines TV Flying Southwest in September? NAA is represented in a two-minute interview!
24
Saturley receives President’s Award of Distinction
The Past President plans to continue to serve as a volunteer leader for NAA.
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Millennials changing the auction industry
Data, daily adaptation, and, yes, new tech, are staples for this generation - to auction’s benefit.
8 State watch 18 NAA Ambassadors
F E AT U R E S & NE WS
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NETWORK I N G
50 Success stories
38
What is Influencer Marketing? We explain it, tell you how to find influencers, and discuss why it is working.
40
NAA ‘Outbrain’ing competition The platform contines to put NAA in places it has never been - for a shred of normal ad costs.
42
How to determine and use great keywords You have to use the right words if you want your online content searched by the right people.
46
Facebook’s biggest problem: Copyright?
55 New designations 56 In memory 59 Schools 60 New members 62 Commitment 64 In the ring
DEPARTME N TS 49 Desig. Academy calendar 66 Marketplace
Just because you use Facebook Live from your device doesn’t mean you are doing it legally.
B U S IN E SS P RAC T IC E S
20
How you should handle a true “tie bid”
There is a difference betwee a “true” tie and a “usual” tie.
22
5 questions to ask before publicizing a company change You’re excited, but is the change something that actually hinder public perception?
FAC E S OF N AA
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2016 NAA Hall of Fame features
One plays hard and works hard, another joined the Hall along with his wife’s own honor, and the other is a three-term U.S. rep. Their stories.
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Andy White wins 2016 World Livestock Auctioneer title
The new champ says his IAC championship and NAA experience helped prople him to the crown.
Auctioneer issue 8 SEPTEMBER 2016 (ISSN 1070-0137) is published the first of every month, with the exception of combined issues in June/July and December/January, which are published in mid-June and mid-December, respectively, by the National Auctioneers Association, 8880 Ballentine St., Overland Park, KS, 66214-1900. There are 10 issues printed annually. Auctioneer is a means of exchanging ideas that will serve to promote the auction professional and the auction method of marketing. The views expressed by columnists do not necessarily reflect the opinions of the National Auctioneers Association. Periodicals postage paid at Kansas City, MO, and additional mailing offices (USPS 019-504). POSTMASTER: Send address changes to Auctioneer magazine (NAA), 8880 Ballentine St., Overland Park, KS 66214-1900. Copyright © 2016 by the National Auctioneers Association. Materials may not be reproduced without permission.
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NEWS
Member feedback helped guide the new NAA homepage.
NAA website unveils new homepage By NAA Staff
A
fter much discussion and feedback from members, the National Auctioneers Association recently unveiled a new look for the association’s website, auctioneers.org.
Featuring a much simpler design, and sharper in its messaging and imaging, the look generally reflects the wants, needs, and expectations of NAA members as indicated through surveys and other feedback. Those member expectations primarily requested that the NAA site serve two main purposes: 1) Serve as a hub for members; 2) Serve as an auction and NAA education place for the general public. With that in mind, according to Curtis Kitchen, NAA Director of Publications and Trade Show, the thought was and is to create two distinct user paths to follow. It allows for separate user journeys to be established and maintained, which is crucial considering the vastly different reasons a member or non-member may visit auctioneers.org, Kitchen said. He also noted the ways to meet those different needs is ever-changing. “Curating those paths will always be a work in progress as info and climates change,” Kitchen said, “but the paths have been laid with this new look. We'll always strive to produce the products and tools NAA members need to be the preferred auction professionals used in the marketplace.” Beyond the user journeys featured above the fold, a large, distinct gold button pops immediately at the top of the page – taking users to “Find an NAA Auction Professional.” Then, depending on screen size, upcoming events and education are featured either on or just below the screen fold, with each event serving as a
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doorway to more information and a quick registration process. At the bottom of the home page is an invite for non-members (or lapsed members) to join (or rejoin) NAA and “be a part of something special.” The page then completes with a link to join the Auction E-News mailing list. “We are pleased with this latest iteration of the site,” Kitchen said. “Early feedback we received seems to indicate members are happy with how things look, and that’s a good place to start as we move ahead.” v
Breaking the scrolling myth In planning discussions about the new auctioneers.org home page look, “above the fold” was a oft-mentioned topic. When it comes to web design these days, that topic should go by the wayside, according to rarereview.com. “…Positions slightly below the fold between 600 and 1000 pixels typically have both high viewership and high engagement,” the site says in quoting “Scroll Behavior Across the Web” by Chartbeat. The site then goes on to say, “Heatmap service provider ClickTale analyzed almost 100,000 pageviews and found that people use the scrollbar on 76 percent of pages, with 22 percent scrolling all the way to the bottom regardless of the length of the page.”
NEWS
NAA appearing on Southwest Airlines flights
F
lying at the chance to spread the NAA brand through the friendly skies in front of millions of business travelers, the National Auctioneers Association is being featured throughout September on Southwest Airlines flights, as part of the airline’s “Talk Business 360 TV” program slate. NAA President John Nicholls, AARE, AMM, is featured in a two-minute interview, giving brief answers to general questions that include why a seller should choose the auction method of marketing, and why someone should choose an NAA auction professional. While a final viewing report will be provided upon the twomonth campaign’s completion, Clearwind Media, the production company responsible for “Talk Business 360,” said the August and September program would be available cabin-wide to approximately 23 milllion travelers on 230,000 flights via passenger-owned digital devices on Southwest Airlines flights. Demographics information on Southwest passengers revealed: Average age: 46 Female – 53 percent; Male – 47 percent Married – 63 percent Average Household income: $113,400 Average value of owned home: $318,516 Education profile: Generally a college graduate with a high rate of post-graduate degrees completed. General careers are in Management, Business & Financial Operations, with a high rate of passengers working at C-Suite level. To see more demographic information, visit talkbusiness360.com/southwest-airlinesdemographics/ v
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Auctioneer
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NEWS
State watch SOUTH DAKOTA The South Dakota Auctioneers Association raised $10,485.50 during its fun auction held as part of the annual SDAA convention. A pair of NAA IAC winners – Tammy Tisland (2015 – Women’s Division) and Carey Aasness (2005 – Men’s Division) – also were on hand and provided three hours of continuing education for attendees.
NEBRASKA NAA member Mike Nuss, of Gehring, has been named 2016 Nebraska Auctioneer of the Year. He was honored during the Nebraska Auctioneers Association’s 68th annual convention, May 27-29, in North Platte. In addition to the recognition, Nuss was given a commemorative plaque, Stetson hat, and a trophy belt buckle. Elsewhere, NAA member Adam Marshall, of Elm Creek, was named Nebraska Auctioneer Champion, topping a field of 20 competitors. As part of his winnings, Marshall will have his entry paid into the 2017 International Auctioneer Championship next July in Columbus, Ohio. Also an NAA 8
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member, Courtney Nitz-Mensik, CAI, finished as runner-up. Results of the state election: president – Regina Andrijeski (shown left); president-elect – Miles Marshall; vice president – Mark Beacom, CAI, GPPA; secretary/treasurer – Russ Puchalla, CAI. In all, 152 attendees took part in the event. Image courtesy of Nebraska Auctioneers Association.
NEWS
NEW JERSEY BRIDGEWATER, N.J. – NAA member Joe Bodnar, of New Brunswick, was named champion as the New Jersey State Society of Auctioneers hosted the 8th annual statewide bid calling championship at TD Bank Ballpark, with all proceeds from the July 31 auction donated to Operation Shoebox New Jersey. Bodnar was selected as the winner by a group of three judges, including Chaser/reporter Jessica Nutt of “Chasing News” who was there to film a segment on the event which was later broadcast on several TV stations in the metropolitan New York and Philadelphia markets. In all, the event raised $2,100 for OPSHBX NJ during the 15-minute auction, which was held under threatening skies in between games of a doubleheader at the home of the Somerset Patriots, reigning champions of the Atlantic League of Professional Baseball. “It’s nice to win, especially when you’re competing against your peers, but it’s more about going out there and raising money and awareness for Operation Shoebox and the auction profession,” Bodnar said. “I believe in the profession; it’s the best way to liquidate an estate or to sell what you don’t want any more versus a yard sale or online. This really put us in the spotlight.” “We are extremely grateful for the continuing support of the NJSSA,” said Rod Hirsch, founder and executive director of Operation Shoebox New Jersey. “The auction format is a real crowd pleaser; the fans absolutely love to watch the Auctioneers and participate.”
PENNSYLVANIA The Pennsylvania Auctioneers Association recently published a press release stating its involvement and position with regard to PA Act 88 – the Pennsylvania Auctioneer Licensing and Trading Assistant Registration Act. According to the press release: “Act 88 of 2016 marks the third time the original Act has been amended. Originally introduced as House Bill 325 early in 2013 by Representative Mark Keller as prime sponsor, this legislation sought to make some necessary technical changes to the law. The need for these changes surfaced in early 2009 when a series of citations began to be issued against numerous Auctioneer licensees by the Pennsylvania Department of State alleging violations of the law. This citation process resulted in a variety of legal challenges, procedures and negotiations which took place over the next several years. During this period of time, the Pennsylvania Auctioneers Association assumed the mantle of leadership and represented the profession in these matters through the Association’s Legal Counsel, George Michak, Esquire. The contentious legal issues that resulted from all of this made it clear that a legislative remedy was necessary. Thus, while the legal effort was ongoing, the PAA began a parallel legislative effort through the Association’s Governmental Affairs Consultant, Capital Associates, Inc. under the leadership of Jay Layman, the founder and President of Capital Associates. A painstaking and thorough process was initiated to completely review the Act in an effort to identify the appropriate sections and language that needed to be clarified. PAA representatives and consultants joined with Representative Keller and his staff along with appropriate House of Representatives committee staff personnel and legal counsel to address the problems. In addition to resolving the issues created by the citations previously mentioned, Act 88 now clearly defines an online auction as separate and distinct from the “eBay” type transaction. Further, it eliminates the Auction House designation and clarifies the Auctioneer of Record definition with respect to the operation of an Auction Company. It also provides the State Board of Auctioneer Examiners the authority to approve credit from properly sanctioned out-of-state Auctioneer training schools for applicants seeking a Pennsylvania Auctioneer’s license.”
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2016 IAC WINNERS
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F E AT U R E
From left to right: 2016 NAA IAC Men’s Division Champion TJ Freije, CAI, NAA IJAC Champion Brooke Gillespie, and NAA IAC Women’s Division Champion Beth Rose, CAI, AARE.
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2016 IAC WINNER Amateur honors showing her lamb and placed in the Top 10 in Showmanship. The good news for next year’s calendar? “The Fair and Conference & Show are off by a week, so we’ll all be able to fully enjoy each event versus splitting up like we did this year,” Freije says. Considering Tyce finished second in the Junior IAC event in 2015, the 2017 schedule opens the door for his return. Following his IAC win, Freije is looking forward to his role as an NAA ambassador, which he views as an opportunity to promote what he refers to as “engaged membership.” He explains: “There are the dues-payers, and then there are the engaged members. If you are an engaged and involved NAA member, you can change the way you do business and ultimately, boost your bottom line.” TJ Freije celebrates his IAC win with his son, Tyce, in Grand Rapids.
T
he third week of July was big for the Freije family.
TJ Freije headed to the NAA International Auctioneers Conference & Show, where he won the NAA International Auctioneer Champion — Men’s Dvision. Back home, his wife, Jodi, and their children, Tyce, 15, and Kylie, 12, focused on the Hendricks County 4-H Fair in Danville, Indiana. There, Tyce walked away the Grand Champion in the Swine Show’s Barrow competition, and Kylie took Champion
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Freije’s own NAA transformation led him to the conclusion. Several years ago, as Freije tells it, he would fly into Conference & Show just in time for IAC, compete and catch the next flight out. About seven years ago, he made a change. He started attending the NAA’s educational offerings, signed up for CAI and collaborated with classmates on best practices in the industry. The third-generation Auctioneer applied his new-found knowledge to his work at his family business, Freije & Freije Auctions & Marketing, where he now serves as president and lead Auctioneer. He poured his NAA experiences into major website improvements and new procedures, including a formal contract template. “All of these business changes that resulted from my decision to become engaged in the NAA helped secure more work for us. Instead of just paying the bills, I was able to start making a living,” he says.
F E AT U R E
Freije, who joined the NAA as a contract engineer, is a versatile and decorated competitor.
because of that, I was able to fill the hole in my soul that I couldn’t fill with auctions and money and success,” he says.
He has won the Indiana state bid-calling championship as well as the team competition at the World Automobile Auctioneers Championship. His industry involvement expands beyond the NAA and includes serving as past president and current treasurer of the World Automobile Auctioneers Professional Association. Additionally, he’s been a member of numerous state auctioneer associations.
His new-found faith, he says, has helped him persevere through a health challenge. A year ago, he was diagnosed with Bell’s Palsy, and while he has made significant strides, he’s had days that were difficult to endure.
He constantly looks for ways in which the industry organizations can join forces to strengthen the industry.
Looking forward career-wise, Freije is strategizing on ways to continue to grow the business – and he says the NAA will help move him into the future.
“As the saying goes, ‘a rising tide lifts all boats in the harbor,’” he says. Outside of his role with his family business, he is also an Auctioneer for Barrett-Jackson, Adesa, Indianapolis Car Exchange, National Powersport Auction, Auto Dealers Exchange, Martin & Martin Auctioneers and Make-a-Wish. In recent years, his NAA involvement led to a life-altering change. It all started when he met Justin Ochs at CAI. “Because of Justin,Ad_PRESS I came to accept Jesus Christ into myPage life, 1and 2013 NAA Magazine 6-15.qxp 6/12/15 3:45 PM
“Without my faith and family and friends, I would not have made it through the tough times,” he says.
“What sets auctioneering and the NAA apart is that everyone is so willing to give back by helping others,” he says. Plus, the rewards of the job will fuel his passion for years to come. “When someone approaches us with a problem, an asset that they don’t know how to handle, we put together a marketing plan and sell the asset. Sure, we make a little money. But it’s when you see the smile on the seller’s face that it’s all worth it – that’s what keeps me going,” he says. v
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F E AT U R E
2016 IAC WINNER She learned about a student who was selling his belongings to pay his way to Conference & Show. Once there, he planned to sleep out of his car to attend. Rose stepped in and sponsored him – she paid his expenses so he could focus on all the conference had to offer. The move falls in line with what Rose points to as the most important lesson she’s learned from her auctioneering career. “I have learned the value of being a really good role model,” she says. “It’s not about how many auctions you do. It’s about how many people you help along the journey.” Her passion for giving back stems from the fact that not everyone steps into the industry with the support that she, as a second-generation Auctioneer, had.
“We have to lift these young Auctioneers up so that they can stay in the business and truly thrive,” Beth Rose says.
A
uctioneers know Beth Rose, CAI, AARE, as a fierce sales professional and skilled competitor. Lesser known, perhaps, is that behind the scenes, Rose’s passion for helping aspiring and young Auctioneers helps propel the industry forward. As an example, consider what transpired before July’s Conference & Show, where Rose garnered much attention for winning the 2016 NAA International Auctioneer Champion — Women’s Division:
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“With my father in the industry, the help was there for me at such a young age,” Rose says of her late father, David Rose. “I was very fortunate. And I want to do all I can to make sure others have that support in the beginning so they can go on and find success,” This philosophy factors into her mentoring activities, where she encourages auctioneers to tap into their inner strengths, rid themselves of negativity and find individuals that support them and believe in them. “We have to lift these young Auctioneers up so that they can stay in the business and truly thrive,” she says. During this year’s IAC competition, NAA members witnessed the talent not just of the second generation of the Rose family but of the third generation as well. Beth’s daughter, Sara Rose-Bytnar, CAI, AARE, finished as first-runner up in the competition, trailing her mother by just one-tenth of a point.
F E AT U R E
“If Sara would have won, I would have won,” Rose says. Sara serves as managing partner at Beth Rose Real Estate and Auctions, and Beth serves as president of the company, which focuses on luxury real estate auctions, commercial auctions, benefit auctions and golf course auctions in Michigan, Ohio and Florida. David Rose developed the company, previously named Rose Auction and Realty, and Beth Rose’s three sisters, Pamela, Dawn and Karen, also joined the family business of auctioneering. Unfortunately, David’s life was cut short in 1998. He was diagnosed with non-Hodgkin’s lymphoma, and six weeks later passed away at age 55. At 33 years old, Beth stepped up to lead the company. She and her sisters turned to their father’s core principles to usher the business forward. He set his daughters up for sales success with lessons of friendly competition. Beth is guided by a line he often said: “Treat every appointment as if your sister is sitting in the driveway, and you will get every deal.” The NAA played a significant role in her father’s career – and now plays a crucial role in her own career. The diagnosis arrived ahead of his third and final week at CAI. He was able to speak to his CAI class by phone and say his goodbyes. Following his death, he received the CAI designation as an honorary designee. “I remember my dad always telling us that ‘knowledge is power,’ and that it doesn’t matter how long you are in the business – we need to evolve constantly. And he said to invest in yourself and always attend education classes,” Rose says. “And the NAA has provided us with all the vital tools, training and mentorship we’ve needed to thrive as women in the auction industry.” Looking forward, Rose plans to remain focused on growing the company by working smarter – a focus that, in recent years, has allowed the company to double its sales while conducting fewer auctions. “It’s not about the number of transactions, it’s about the quality of auctions,” she says. She’s found that career happiness is difficult to attain without an enjoyable interest outside of work. For her, this hobby is what she refers to as “glamping.” “I have this vintage camper – it is the cutest little thing,” she says. On the weekends, she rounds up her friends and family in the camper and then head out for adventures.
Rose likes to “disconnect” from the hustle of professional life by escaping to her camper with friends and family. “It is the cutest little thing,” she says.
I remember my dad always telling us that ‘knowledge is power,’ and that it doesn’t matter how long you are in the business – we need to evolve constantly.
“It is my way to disconnect and get away from the phone and get outdoors. I just love it,” she says. “It’s about building memories and spending time with the people that matter most.” v
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2016 IJAC WINNER family was there to watch, which was really exciting.” A 2014 graduate of the World Wide College of Auctioneering in Iowa, Gillespie became interested in auctioneering thanks to her uncle, Scott Gillespie, an Auctioneer. In addition, her father, Curt Gillespie, and brother, Brady, now work as part-time Auctioneers. Gillespie soon found that competing helped her improve both her chant and stage presence. The teenager said she typically watches clips of herself following the competitions. That practice has paid off. Earlier this year, Gillespie won the Minnesota and Iowa state rookie competitions.
Brooke Gillespie says she is much more confident on stage now than when she started – something she attributes to taking part in competitions.
T
he night before the NAA International Junior Auctioneer Championship, Brooke Gillespie rested in her hotel room and listened to two songs on repeat, “Fight Song” and “Rise Up.” By the next morning, her nerves had not quite disappeared, but she felt ready to compete. From there, Gillespie, 16, went on to win the International Junior Auctioneer Championship in July in Grand Rapids, Michigan. This was Gillespie’s third time to compete in the IJAC. “I was the most nervous I had ever been, but I was also the most confident,” said Gillespie, of Graceville, Minnesota. “A lot of my
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“My confidence has improved a lot. I am much more comfortable on stage now than I was when I started out,” she said. “I am my hardest critic, so I can watch myself and see how I need to improve.” For the IJAC, Gillespie sold a camouflage blanket and portable golf game in the preliminary round. In the finals, she sold a sapphire and diamond necklace and earring set, and then a badminton game set. Gillespie topped a modest field of four IJAC competitors, and she encourages more to join the event in the future. “Getting comfortable behind the microphone is really important,” she said. “Also, the name recognition you earn from just getting up on stage is big. A lot of different people are watching you, and they get to know who you are.” To prepare, Gillespie watches YouTube videos of Auctioneer champions to learn tips from some of the best.
Voice care crucial Voice care also has become a priority after losing her voice more
F E AT U R E
than once, Gillespie added. During busy periods, she steams frequently, either in the bathroom with a hot shower or by placing her head over a pot of boiling water. She also drinks hot tea with honey or pineapple juice.
TEACHING TOMORROW’S CHAMPIONS...TODAY! Learn Auctioneering From America’s Top Industry Leaders and Champion Auctioneers
Gillespie, who will be a senior this fall at Chokio Alberta High School in Minnesota, plays volleyball and softball, participates in drama and belongs to Business Professionals of America. She also enjoys hunting and fishing. She now works part-time for Steffes Group in West Fargo, North Dakota and Litchfield, Minnesota. Next year, Gillespie plans to study marketing at North Dakota State University. She eventually hopes to use her marketing skills as an Auctioneer. When she is 18, she plans to compete in the Minnesota and Iowa state competitions, as well as the Women’s International Auctioneer Championship. “I love everything about auctioneering, but I think the friends I have made along the way are one of the most important parts,” she said. “The opportunities I have been given are great. “Auctioneering has helped me realize what I want to do with my life.” v
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NAA AMBASSADORS Alabama Christie King, CAI, AARE, BAS Gadsden (256) 439-0113 cking@ckingbenefits.com
Hawaii John John Genovese, ATS, BAS Lihue (808) 634-2300 col.johnjohn@malamaauctions. com
Alaska John John Genovese, ATS, BAS Lihue, HI (808) 634-2300 col.johnjohn@malamaauctions. com Arizona Daren Shumway, CAI Mesa (480) 258-0229 shumster3389@msn.com
Illinois Jodi Reynolds, CAI Nokomis (217) 563-2523 Jodi@aumannauctions.com
Arkansas Bradley W. Wooley, CAI Little Rock (501) 940-3979 bwwooley@gmail.com
Indiana Mark Bisch, CES, GPPA Kokomo (765) 416-3456 mbisch@blueskiesauction.com
California Bridget Kruse California (760) 610-4175 gwsauctions@gmail.com
Iowa Jerick Miller Leon (816) 896-7432 Jericko91@gmail.com
Chris Vaughan Escondido (858) 382-6030 NationalAuctionTeam@gmail.com
Kansas Yve Rojas Kansas City, MO (816) 520-2454 yverojas@me.com
Colorado Dean Gunter Colorado Springs (719) 310-2656 deangunter21@gmail.com Butch Hagelstrom Fort Lupton (303) 827-5157 buckhornauctions@earthlink.net Connecticut Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com Delaware Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com Florida Craig Fleming, CAI, ATS, CES Fort Lauderdale (407) 489-3351 ceo@tiredwalls.com Georgia Patty Brown, GPPA Fayetteville (678) 815-5687 patty@redbellyrooster.com 18
Idaho Rodney Elson, CAI, GPPA New Plymouth (208) 278-1772 rod@rodelson.com
AUGUST 2016
Auctioneer
Kentucky Amy Whistle, CAI Owensboro (270) 926-8553 amy@kurtzauction.com Louisiana Belinda McCullough Livingston (225) 620-8040 belinda@hendersonauctions.com Maine Ruth Lind, GPPA Stockton Springs (207) 751-1430 moxielady@me.com Maryland Brian Cooper, CAI, ATS, CES, GPPA Towson (443) 470-1445 brian@alexcooper.com Massachusetts Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com
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Michigan Sheila Howe Okemos (517) 204-4553 Sheila.epicauctions1@gmail.com Minnesota Kristine Fladeboe-Duininck, BAS Spicer (320) 212-9379 kristine@fladeboeauctions.com Mississippi Benny Taylor, CAI, AARE Grenada (662) 226-2080 benny@taylorauction.com Ruthie Taylor, CAI Grenada (662) 226-2080 ruthie@taylorauction.com Missouri Jeff Pittman Rosendale (816) 262-8753 pittmanauctions@live.com Montana Chris Logan, CAI, CES Clyde Park (406) 686-4728 loganauction@yahoo.com James Logan, CAI, CES, GPPA Clyde Park (406) 686-4728 loganauction@yahoo.com Nebraska Courtney Nitz-Mensik, CAI Freemont (402) 727-8800 courtney@omni-tech.net
Anise Golden Morper Angel Fire (505) 228-7884 anise@landtycoons.com New York Jennifer Mensler, ATS Pleasant Valley (845) 635-3169 jennifer@aarauctions.com North Carolina Lisa York Sanford (919) 880-9225 ldyorkauctions@gmail.com North Dakota Jonathan Larsen, BAS Sioux Falls, SD (605) 376-7102 jonathan@larsenauctioneering. com Ohio Susan Johnson, CAI, BAS, CES Guilford, IN (513) 403-6734 bidcaller@etczone.com Laura Mantle, CAI Groveport (614) 332-7335 laura@lmauctioneer.com Oklahoma Morgan Elizabeth Hopson Oklahoma City (903) 271-9933 mhopson@bufordresources.com Rick Scrivner, AARE Union City (405) 919-2271 scrivnerauctioneer@yahoo.com
Nevada Chris Vaughan, AARE Escondido (Calif.) (858) 382-6030 nationalauctionteam@gmail.com
Oregon Camille Booker, CAI, CES Eltopia, WA (509) 989-1061 camille@bookerauction.com
New Hampshire Michael Chambers Atkinson (603) 770-5180 chambersauctions@aol.com
Pennsylvania Mike Keller, CAI Lancaster (717) 725-2487 mike@kellerauctioneers.com
New Jersey Robert Dann, CAI, AARE Ambler, PA (908) 735-9191 rdann@maxspann.com New Mexico Rob Morper Angel Fire (505) 250-8315 rob@landtycoons.com
Rhode Island Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com South Carolina Gwen Bryant, CAI, AARE, CES, GPPA Florence (843) 617-8449 gwen_bryant@bellsouth.net
NETWORKING
South Dakota Jonathan Larsen, BAS Sioux Falls (605) 376-7102 jonathan@larsenauctioneering. com Tennessee Justin Ochs, CAI Tennessee (615) 507-5984 jochs@soldoncompass.com Junior Staggs Tennessee (731) 363-3634 junior.staggs.auctioneer@gmail. com Texas Jacquelyn Lemons-Shillingburg, CAI Tomball (281) 357-4977 jackie@lemonsauctioneers.com
Phillip Pierceall, CAI, BAS Plano (972) 800-6524 ppierceall@gmail.com Vermont Michael Chambers Atkinson, NH (603) 770-5180 chambersauctions@aol.com Virginia Kelly Strauss King George (540) 226-1279 kd.strauss@verizon.net Washington Camille Booker, CAI, CES Eltopia (509) 989-1061 camille@bookerauction.com
West Virginia Andrew Yoder, CAI Bridgeport (304) 931-1185 jryoderauctioneer@yahoo.com Wisconsin Damien Massart, CAI, BAS, GPPA Green Bay (920) 468-1113 damien@massartauctioneers.com Wyoming Brent Wears, CAI, AARE, ATS, CES Solon, IA (319) 624-3779 brent@wearsauctioneering.com
Ambassador Spotlight Who I am: Jonathan R. Larsen, BAS Who I represent: Larsen & Larsen Auction Company Where I’m from: Sioux Falls, South Dakota
Q: Why did I become an Auctioneer? Originally, I went to auction school with the sole idea that I wanted to make at least $25.00, impress a girl, and use my powers for entertainment purposes. I have since decided to become a full-time Auctioneer. I have raised a little bit more than $25.00, and my wife will admit she is slightly impressed.
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Auctioneer
AUGUST 2016
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BUSINESS PRACTICES
How you should handle a true ‘tie bid’
Kurt Bachman
Attorney and licensed Auctioneer from LaGrange, Ind. He can be reached at (260) 463-4949 or krbachman@ beersmallers.com.
Kurt R. Bachman and Beers Mallers Backs & Salin LLP appreciate the opportunity to review and answer legal questions that will be of interest to Auctioneers. The answers to these questions are designed to provide information of general interest to the public and are not intended to offer legal advice about specific situations or problems. Kurt R. Bachman and Beers Mallers Backs & Salin LLP do not intend to create an attorney-client relationship by offering this information, and anyone’s review of the information shall not be deemed to create such a relationship. You should consult a lawyer if you have a legal matter requiring attention. Kurt R. Bachman and Beers Mallers Backs & Salin LLP also advise that any information you send to Auctioneer shall not be deemed secure or confidential. Please visit one of our offices to ensure complete confidentiality. 20
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There’s a difference between a “true” tie and a “usual” tie. Question: What is a true “tie bid” and how should Auctioneers handle the situation? Answer: A true “tie bid” must be distinguished from what is normally called the tie bid rule. The usual tie bid rule refers to UCC 2-328(2), which states: “A sale by auction is complete when the auctioneer so announces by the fall of the hammer or in other customary manner.
I
f a bid is made during the process of completing the sale but before a prior bid is accepted, the auctioneer has discretion to reopen the bidding or to declare the goods sold under the prior bid.” In other words, when a bid is made while the hammer is falling in acceptance of a prior bid, the Auctioneer may open the bidding again or declare the goods sold under the prior bid. This is a bid made while the Auctioneer is in the process of accepting the prior bid. A true tie bid, however, is different. This situation occurs when the Auctioneer has bidder “A” and the ringman has bidder “B” both at the same price when the Auctioneer declares the lot sold. Both bids could be from on-site bidders or one bid could be from an on-site bidder and the other from an absentee, internet , or phone bid. Unless there are multiple identical lots, the situation has to be addressed. There is no definitive answer to how an Auctioneer should handle true tie bids. The best answer is for Auctioneers to be aware of the issue and to address it in their bidder registration agreement. The registration agreement should provide how this issue will be resolved—whether
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the lot goes to the first bidder, to reopen the auction, to reopen the auction among the tie bidders, or to have some mechanism of random selection. The process that will take place should be specified in the registration agreement. This will help reduce the likelihood that someone “feels” cheated and the possibility of expensive litigation. Most states do not have a specific statutory provision on this issue. That is, in part, why there should be a provision in the bidder registration agreement putting a procedure in place to resolve true tie bids. Kentucky does have a statutory provision that deals with true tie bids. It provides, in part, the following: “Unless otherwise provided in the conditions of sale for auctions regarding horses or any interests therein, a sale by auction is complete when the auctioneer so announces by the fall of the hammer, announcing the items sold, and the successful bidder’s identification or in other customary manner. If it becomes immediately apparent at the close of the
BUSINESS PRACTICES
Auctioneers should be aware of the possibility of true tie bids and have a provision in their registration agreement on how it will be resolved. bidding that the auctioneer and a bid assistant or ringman have acknowledges the same bid from different bidders, the auctioneer may continue the bidding between the disputed bidders.” Kent. Rev. Stat. § 330.220. Auctioneers should be careful to avoid tie bids. In the event that it occurs, however, there should be a section in the bidder registration agreement stating how it will be resolved. This could be, for example, something similar to the following: “In the event of any tie bids, the Auctioneer has the discretion to re-open the bidding or to declare the property sold to the bidder who submitted the first bid.”
determined? If there are two bidders who seek to enforce their interest in the lot and it cannot be resolved without litigation, the Auctioneer could consider filing an interpleader action and tendering the property to the court. This will allow the court to hear the arguments of the parties and decide who will receive the lot. Auctioneers should be aware of the possibility of true tie bids and have a provision in their registration agreement on how it will be resolved. Otherwise, Auctioneers could be inviting costly litigation. v
If the bidder registration agreement does not have a procedure for resolving this situation, how would the successful bidder be
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BUSINESS PRACTICES
By Carl Carter, APR, ATS
Carl Carter is President of NewMediaRules Communications, which has provided public relations and marketing communications services to auction companies throughout the U.S. since 1994.
Five questions to ask before you publicize a company change
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our company’s growing, changing, and capturing new markets, and you’re excited about it. You’ve just struck a new deal, hired a new wunderkind, installed a snazzy new computer system or even changed your name. And the suggestion may come up, “Let’s tell the world. Maybe do a press release, or buy some advertising.” It may be a good idea, but it can also backfire if you don’t think it through and handle it properly. To help you do that, here are some questions to ask before you commit to a big announcement
Does it improve your ability to serve customers? One would think any major change that will improve service to customers is good news, and that’s often the case. But avoid anything that would point to present or past weaknesses in your service. If you’ve been getting complaints about your online bidding platform, for example, it may be a bad idea to make a big splash about your implementation of a new system. (Besides, the new system may not work out as advertised, which can leave you with egg on your face.)
Does it compromise your ability to compete? When you embark on a new marketing strategy, secure new funding or decide to make a major push into a new market, it’s natural to want to tell the world how this step will make your company bigger and badder than ever. First, weigh the benefits against the downside of alerting competitors to your impending 22
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marketing changes. Your customers may well worry that you’ll neglect them or sacrifice service to attract new growth. And, your competitors may go to work on their own plans to counter yours. Sometimes it’s best to keep your cards close to your chest.
Does it raise questions you’d rather not answer? Most of us, at one time or another, have to take action to solve a problem. Maybe you had to cut loose an employer who was performing poorly or even stealing from you. Maybe your longtime marketing guru just bolted to start his own competing company. Why call attention to that by drawing attention to a new hire? Of course, there are a lot of changes that are nobody’s business. A common one I’ve seen in the auction industry is a change in ownership, where a new investor comes in or a partner buys out another. Nearly all auction companies are privately held, so there are no reporting requirements. What you decide to reveal is pretty much up to you.
Does it matter outside the company? Some companies (especially in the real estate business, for some reason) love to publicize their top producers — splashing their pictures on company ads or even issuing press releases. I discourage this for internal recognitions and competitions for a number of reasons. Folks are smarter than you give them credit for, and they know that your Top Performer is being stacked only against his or her co-workers inside
BUSINESS PRACTICES
Support
When you embark on a new marketing strategy, secure new funding or decide to make a major push into a new market, it’s natural to want to tell the world how this step will make your company bigger and badder than ever.
the kids of St. Jude by participating in
Auction for Hope. Ainsley had no symptoms of cancer – just a swollen lymph node that wouldn’t go down. It turned out to be non-Hodgkin lymphoma. Ainsley was quickly referred to St. Jude Children’s Research Hospital® for a total of 98 weeks of chemotherapy. Ainsley’s family, like all families, will never receive a bill from St. Jude for treatment, travel, housing or food – because all a family should worry about is helping their child live. “Ainsley has courage and strength,” her mom said. “She’s determined to beat this.” Ainsley’s favorite color is teal, her favorite animal is the toucan, and she loves cheese dip!
©2016 ALSAC/St. Jude Children’s Research Hospital (26587)
your company. Your star might be the pick of a sorry litter, and your competitor up the street may have two or three who are better. Also consider the impact on the rest of your employees, who may feel that your marketing steers more business to the winner at their expense.
How does it affect your partnering organizations and other stakeholders? Let’s say you just had lunch with a colleague from another state where you’d like to gain a foothold. She, in turn, might have opportunities in your state, where she lacks the necessary licenses. You hammer out the fee sharing details and one of you says, “Hey, let’s do a press release to let people know about it.” So you do so, and soon you’re getting a tense phone call from another Auctioneer who also partners with you on occasion. “What’s with this? Are you throwing me overboard?” he asks.
St. Jude patient Ainsley age 8, Louisiana, non-Hodgkin lymphoma
Next thing you know, you’re patching things up with longtime associates because you tried to make too much of a very small deal with a new one. By all means, brag when it’s called for. Just think it through before you misstep. v
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NEWS
Saturley receives President’s Award of Distinction By NAA Staff
In July, NAA Past President Tom Saturley, CAI, received the 2016 President’s Award of Distinction in a general session presentation during Conference and Show in Grand Rapids, Michigan. The award was established in 2002 by the NAA Board of Directors as a way to honor those members whose conduct has distinguished the auction profession or the National Auctioneers Association. A new recipient is chosen and honored each year at Conference and Show. It is the latest in a list of awards and recognition for Saturley, who has been an integral piece to NAA’s history and future, including having a heavy hand in the NAA/AMI merger more than a decade ago, and using his term as President to move NAA farther along its Pathways to 2020. “The President’s Award of Distinction is made without predetermined criteria, but at the discretion of the President. For President Assiter to have determined that my contribution this past year met his criteria and was deserving is a most humbling experience,” Saturley said. With a memorable microphone drop on stage in Grand Rapids, Saturley brought his three-year run as Vice President, President and current Past President to an end. At this point, he indicated he feels strongly about the association’s direction. “With the visionary leadership of the recent Past Presidents and the encouragement of our CEO, Hannes Combest, we have established a format for success -- our Pathways to 2020,” Saturley said. “And, what is most pleasing to me is we have now added substance and sustainability to that vision with the permanent creation of the Promotions and Advocacy Committees.” The formation of those Committees is a testament to NAA’s desire to always be open, flexible, and willing to take action in order to meet members’ changing needs while staying true to the association’s long-term vision. “All societies change as the generations change – from Baby Boomers to the X-Generation to the Millenniums and beyond,” Saturley said. “As the demographics change so, naturally, does the marketplace and with that our clients, our customers and obviously their expectations and demands.
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Tom Saturley (right) accepts the NAA President’s Award of Distinction from current Past President Spanky Assiter.
“We, as a profession, must be prepared to change with them, and our Association must continue to support the changes our profession will make. One of the ways to meet this challenge is to seek the active participation of this changing demographic. “I would hope that in years to come the membership will look less like me and more like the customers and clients of our future.” As for Saturley’s immediate future, he plans to continue to serve as a volunteer leader for NAA. “Aside from being the best supporting member possible, at the request of President Nicholls, I look forward to serving on the Governance Committee, which is charged with assisting the Board and the Nominating Committee in seeking strong candidates for service, as well as reviewing our By-Laws and Code of Ethics as appropriate.” To see the full list of past Award of Distinction winners, visit auctioneers.org/awards-recognition. v
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F E AT U R E
Millennials are changing the auction industry
Data, daily adaptation, and, yes, new technology, are staples in this generation’s diet. By James Myers, contributor
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E
very generation has distinctive stereotypes that help to define them as a whole.
Millennials are getting their share of stereotypes placed on them today, rightly or wrongly, as they come out from the shadows of Gen-Xers and emerge as an important part of the economy and workforce. Loosely categorized as anyone born between 1980 and 1994, Millennials came of age during one of America’s worst financial collapses, which has certainly shaped their worldview. More importantly, though, this is a generation made largely of people who don’t know a world without the internet.
F E AT U R E
Given all the new technology, which is increasingly difficult to keep up with, will there always be a need for live auctions? Even the youngest in the industry will answer “yes” to that question, as a recent panel discussion on the topic reveals. However, Millennials are helping to shape the future of the industry, and technology is a major factor in that evolution.
Using technology to evolve Sara Adams, GPPA, AMM, grew up in a family of auction professionals. She graduated from college with a fine arts degree, but when her family needed help with the business, she jumped in. She found out rather quickly that technology was not getting the attention it deserved. For example, to promote an upcoming auction, they would go to Staples and print 5,000 mailers, stuff them in envelops and stamp them. The process was costly and time consuming. “They were stuck in this older way of thinking,” she said. “They weren’t using technology to their advantage.” Adams has been the catalyst to bring technology into the fold, and productivity has improved. Adams and her parents each became equipped with iPhones, which allows them to set reminders and link their business calendars – providing an incredibly efficient way to stay on task. “Our communication exploded from there,” she said.
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Adams, a University of Hartford fine arts graduate, has a background in programs like InDesign and Photoshop, and she puts those skills to work in their branding, marketing and advertising. “W rebranded and changed everything down to our name,” she says of the changes. Adams believes her parents would have been proponents of new technology that they now embrace had they known how easy it was to adopt. However, one aspect that still separates her generation from parents’ is a topic that society grapples with now called instant gratification. It’s one of those stereotypes placed on Adams’ generation – that Millennials expect instant gratification with everything they do – and she sees it playing out in her desire to grow her art auction business, perhaps faster than might be possible. “My father is like, ‘slow down. We’ve come so far in the last three years,’” Adams said. “And, we really have – we’ve made huge leaps in the last three years, technologically. But, three years feels like a lifetime. It’s very frustrating for someone
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my age – I’m used to that instant gratification for pretty much everything.”
“Technology is something that we’ll continue to talk about,” he said. “And if we’re not talking about it, we’re missing the boat.”
Coping with change
Big Data
Jennifer Mensler, ATS, has worked in the industry since she was a sophomore in high school. Like Adams, she has witnessed major changes in her family’s auction business, partially due to her drive and the drive of her fiancé, Philip Gableman, CAI, GPPA, ATS, who is also a millennial, to include technology in daily operations.
Another technologically advanced aspect of the future of the industry is “big data,” which many Millennials in the industry are currently invested in. They are looking for insights that lead them to their target market – the buyers most likely to latch on to their auctions and bid.
Mensler said the biggest difference between Millennials and older generations of Auctioneers is that Millennials are more accepting of change. “Millennials are more apt to incorporate it into their daily routine and businesses,” Mensler said of technology, such as a drone they recently purchased to provide a better view of real estate. Mensler said she’s heard from other multi-generational Auctioneers her age (28) that find the most difficult part of their job is getting their parent or parents to change the way they approach their business model. Millennials want to try online auctions in their area so they can expand their reach, but the older generation is often uncomfortable with the idea because it doesn’t fully understand how to accomplish it.
“There is more competition in the auction industry than ever before,” Rogers said. “You have to make sure you’re doing bigger and better.” Adams admits to being “data thirsty,” and she’ll experiment with different methods of tracking the target audience and promoting their auctions, which is something she doesn’t see occurring as frequently with older auction professionals.
“We’re constantly looking at our equipment, upgrading camera equipment, trying to stay at the front of the herd,” she said. “Technology is growing and changing every day. Anything you have is outdated the year after you buy it.”
“I measure all my analytics,” she says. “Sometimes you have to try something new to see if it will work, and that’s the difference between my father and my mother - it’s a generational difference.”
Millennials are also apt to watch trends, a current one of which is that buyers are more item driven rather than event driven. This has influenced Mensler to cater to that approach by using Facebook and Craigslist to promote items rather than the entire auction. Results have been excellent.
The upcoming generation
“A lot of millennials are using Craigslist,” Mensler said, “especially because it’s free.” Along with Adams and Mensler, Dustin Rogers, CAI, sat on the “Forecasting by the Millennials” panel session held during this year’s NAA International Auctioneers Conference & Show. He’s been a finalist in the International Auctioneer Championship (IAC) competition every year since 2010 and has made it to the podium every year since 2011. He gives at least partial credit for his landing auction gigs nationally and internationally to that exposure. However, he’s not blind to the role of technology in the industry. In fact, he’s embraced online auctions as part of his business model. 28
Being customer-centric is something the auction industry has excelled at for years, and it’s becoming even more important to buyers and sellers. One way to maintain the customer-centric edge is to track and cater to consumer trends. Rogers points out that consumers have the ability to go to their smart phone, make a purchase and have it delivered to their home the next day. Auctioneers need to stay on top of consumer trends, and identify who their target audience is using data.
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The Millennials are making their mark, but there is another generation nipping at their heels. It’s early yet, but this demographic, born after December of 2000, are identifying as the “bridge generation,” “navigators,” “generation Z” and “founders.” If the group is anything like Rogers, Adams and Mensler, it is already working auctions with its parents and grandparents, preparing to take a larger role in the business after high school or college. How will the post-millennial generation, a group of youths who prefer Snapchat to Facebook, who are being described as riskaverse due to witnessing their parents struggle through the Great Recession, help shape the auction industry? We’ll find out in the next decade. v
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RANDY WELLS CAI, BAS, AARE, GPPA, CES PAGE 34
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F E AT U R E
JACK HINES CAI, AARE, GPPA PAGE 32
BILLY LONG PAGE 36
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Hall of Famer Hines ‘works hard, plays hard’ The longtime professional estimates he has taught more than 17,000 auction students. By Sarah Bahari, contributor
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n a recent afternoon at the Wisconsin State Fair, a dozen finalists stood on stage competing for the state’s Auctioneer Association Championship.
Of those 12 finalists, 11 were past students of Auctioneer Jack Hines, a longtime instructor for the World Wide College of Auctioneering. Hines was not surprised. At 80 years old, the well-known Auctioneer estimates he has taught more than 17,000 auction students and conducted more than 9,000 auctions. “I find it very rewarding,” said Hines, CAI, AARE, GPPA, of Ellsworth, Wisconsin. “I am happy to give back to the young ones and teach them what I have learned, even if that means they will be my competition in a few years.” Hines was recently recognized for his service with induction into the National Auctioneers Association Hall of Fame,
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Jack Hines (right) poses for a quick pic with one of his long-time friends and peers, Benny Fisher in Grand Rapids.
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“I treat people the way I want to be treated,” he said. “That’s the way I built my business, and that’s how we continue to run it today.” the highest honor an Auctioneer can receive. Hines said he was taken aback by the recognition. “I was very surprised. This was the furthest thing from my mind. I am just a little Auctioneer from northern Wisconsin,” he said. “There are so many more qualified people who deserve this honor. I am humbled.” Growing up the oldest of 13 siblings on his family’s farm in Wisconsin, Hines began to work with his father, who clerked for area Auctioneers, in 1954. Then, he served in the U.S. Army from 1955 to 1958 and lived for part of the time in Germany. When he completed his service, he started a small insurance business in his home state. In 1966, at the suggestion of his father, Hines attended the Reisch Auction School, now Worldwide, which he said provided him with the basics he needed to launch his own career. From that time, Hines sold a bit of everything, from farm equipment to estates. In his first real estate sale, he sold 40 acres in northern Wisconsin for $6,250. He recalled one estate sale, in which he was given a small walnut box to sell. Just as he began selling it, the wife of the household ran out of the home screaming, “Don’t sell! Don’t sell it. That’s my husband!” The woman had cremated her husband, Hines said, and placed his ashes in the box. At a farm auction, he was selling cattle for a recent German immigrant who spoke little English. One of the cows, known for kicking, netted the highest price in the herd. “The man walked out of the barn and said to me and the crowd, ‘Jack, you gotta go to confession tonight for what you just did.’ ” Hines became active in the National Auctioneers Association and served on the NAA Board of Directors from 2004 to 2007 and as a Foundation Trustee from 2010 to 2012. Membership to the NAA enriched his auction career, he said.
“I am passionate about the auction business, and I wanted to see how this world operates,” he said. “I wanted to give my two cents to this business, and so I did.” As an instructor at Worldwide College for more than 50 years, Hines urges his students to become active participants in the NAA and take advantage of its education opportunities. That kind of education can help Auctioneers adapt to change, he added, such as evolving technology. Hines recalled attending Certified Auctioneers Institute in the early 2000s, when instructors told the group that online auctions would be a big market. “I told them they were nuts. It’ll never happen,” Hines said. “Well, it did happen, and we had to adapt. If you don’t move with the times, you’ll get left behind.” NAA Hall of Fame member Benny Fisher, CAI, who introduced Hines at the induction ceremony, fondly called Hines a jokester who once put chickens in the teachers’ lounge and turned an outhouse upside down with a client still inside. But, when Hines lost money in the 1980s economic collapse, Fisher said, he spent 25 years paying every cent back. “That’s the kind of stuff this guy is made of,” Fisher said. Hines is still conducting auctions, and his son, Jeff, CAI, AARE, now runs the family business. He and his wife, Shirley, have had nine children, five of whom are living. Hines said he owes his business and family success to a simple philosophy. “I treat people the way I want to be treated,” he said. “That’s the way I built my business, and that’s how we continue to run it today.” “My theory to my employees has always been, ‘When we work, we work hard, and when we play, we play hard.’” v
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Husband, Wife enter Hall of Fame together Randy and Annette Wells become first couple to enter NAA and NAA Auxiliary Halls of Fame in same year. By Sarah Bahari, contributor
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andy Wells arrived home from work one day in 1985, and his wife, Annette, asked him what he had done that day.
Nothing much, he replied. Immediately, she knew he was hiding something, so she asked him again. “I kind of bought an auction,” Wells recalled telling her. Confused, she asked him what he knew about auctions. “I guess I’ll learn,” he answered with a shrug. And so, together they did, and did they. More than 30 years after entering the auction business, Wells was inducted into the National Auctioneers Association Hall of Fame in July during the annual International Auctioneers Conference & Show. Making the induction even better was Annette’s induction into the NAA Auxiliary Hall of Fame, making it the first
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Randy and Annette Wells entered their respective Halls of Fame together after more than 30 years together in the auction industry.
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“The NAA is like no other organization. Everyone embraces you, open arms,” Annette Wells said. “It is a family. When you join, you make friends for life.”
time a husband and wife were inducted into the two Halls in the same year. “It was quite the surprise,” said Randy Wells, 63, who splits his time between Idaho and Washington. “It was humbling and unreal, something I’ll never forget.” Upon graduation from high school, Wells joined the Navy and worked as a Seabee, a member of the Naval Construction Forces, traveling the world during the Vietnam era. He returned to the States and attended college on the GI Bill, then met his wife while living in Mississippi. They later moved to his native Idaho and opened a small antique store and pawnshop, which Wells was running when he purchased the auction business from a customer. Initially, Wells and his wife ran weekly Friday night auctions. “Within 60 days, we never looked back again. We were going strong,” he said. “We ran it like a business. People had to be in the habit of coming every single Friday. They had to be able to count on us. If they stayed home one Friday and watched Dallas, we knew we would lose them.” More than a decade later, Wells joined the NAA at the urging of fellow Auctioneers. In 1996, he attended his first Conference & Show and soon after attended the Certified Auctioneers Institute in Indiana. While there, he learned of the opportunities in real estate auctions and decided to delve into those in 1997. A few years later, in 2002, he and his wife dropped the Friday night auctions and focused on real estate and benefit auctions.
designation he could: CAI, BAS, AARE, GPPA, CES. Auctioneer Steve Schofield, a 2003 inductee into the Hall of Fame, introduced Wells at the banquet and said he has played a prominent role in strengthening the NAA and industry. From 2008 to 2010, Wells served as President and Chairman of the NAA Board of Directors. “His NAA presence has made our auction world a better place,” Schofield said, adding that Wells even helped save CAI with a handful of others when the class was in danger of closing in 2002. For Wells, working in auctions is a way to solve problems, he said. Among his favorite auctions was the sale of an original college campus in Albion, Idaho. After he and his wife were hired to sell the property for the city of Albion, they discovered the property had a special and long history as a teachers college. More than 250 people attended the auction, which netted more than three times the amount of money the city had hoped for. Wells also said he relishes the role auctions play in people’s lives. Several years ago, one of their favorite bidders, who used the permanent bid No. 31, died. The couple attended the funeral, and the daughter told them she had placed her mom’s bid number in the casket with her. In response, the Wells retired her bid number. Both husband and wife said they have been humbled by their Hall of Fame inductions and are proud of their chosen professions.
Wells, meanwhile, soon discovered why so many fellow professionals had urged him to become involved in the NAA.
“The NAA is like no other organization. Everyone embraces you, open arms,” Annette Wells said. “It is a family. When you join, you make friends for life.”
“For a long time, I thought, ‘I have a degree in business. What can the NAA possibly do for me?’” he said. “But, the education opportunities were incredible. A business degree is great for working in business, but auction education is so important.”
Randy Wells added, “It has been a heck of a journey. I never have had a 9-5 job. I will never tell anyone auctioneering is easy, but if you want the work, it’s there. The more you work the more you get in this business.” v
Wells even became an instructor at CAI while earning every
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U.S. Rep’s success Long time comin’ Decades of auction experience taught NAA Hall of Fame member Billy Long how to balance negotiation and the power of networking. By James Myers, contributor
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othing shouts rural Americana more than a scene where a twoyear-old is propped on his father’s shoulders, strolling down to a railyard with other southern Missourians where they gather for a dead freight auction. It’s a scene from Billy Long’s history, and it is what sparked an interest in auctioneering – a career that lasted three decades before politics beckoned. Rep. Billy Long, is now a member of Congress, serving his third term as Missouri’s 7th Congressional District representative, which includes his hometown (Springfield) and a popular tourist destination (Branson). Getting elected meant he had to fold up his auction business, but the lessons learned in those 30 years proved valuable as he made the career transition into Congress. For 20 years, Long said he had on average around 200 auctions a year. However, he
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U.S. Rep. Billy Long is serving his third term in Congress.
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probably considered closer to 600 a year, as two out of three were turned down for various reasons. Regardless of whether he took the sale or not, the overall process involved getting out of the office and meeting prospective clients. “I’ve had my feet under more kitchen tables and sat on more sofas in the 7th District than anyone because I’ve been out booking auctions,” Long said of the people he met years ago. Those same people are now his constituents. The similarities between auctions and working with legislators in D.C. are based mostly negotiation. In the auction environment the seller usually wants more than they get, and the buyer wants to walk away feeling like they essentially stole the item up for auction. The goal is to find a happy medium, Long said, and the same goes for what occurs when legislators work together on bills. “I think negotiating skills are paramount in the auction business and in Congress,” Long said. “You have to negotiate and make both sides feel good.” Long’s career in auctioneering began in earnest when he was 24, a time in the late 1970s when terribly high interest rates on home loans pushed the young real estate professional on to something more reliable. He’d been around auctions his whole life, so the transition came fairly natural. He was told the Missouri Auction School was the “Harvard of auctioneering schools,” so he cruised up to Kansas City on three bald tires and a spare (one tire blew out on the way), and began an education that would continue throughout his career. His first job came from Willis Talbot, a well-respected local Auctioneer he got to know a decade earlier during a family trip through Europe. Long had plenty of time to pick Talbot’s brain about the industry during that trip, and what he said stuck with him. A decade later and fresh out of auction school, Long went directly to Talbot. He told him he didn’t want any money, just experience. His first auction, the sales finalization form of which he still has, was a car with the appraised value of $1,500. “He could have paid me $100 an hour and I’d been better off working for free,” Long said. “The knowledge is worth a lot more than any money he could pay.” Long admits that when he is interest in something, he’s all in. It was that way with auctioneering – any seminar he found out about, any class he could take on auctioneering, he was there. The NAA, Long said, has been a valuable source of information throughout his career. In fact, he was an NAA member before he even knew Missouri had a state association.
adding that he absorbed hours and hours of audiocassette tapes of NAA seminars. “I was like a sponge.” Long ran into R.E. Voorheis (now an NAA Hall of Fame member) and his son Brent during one of his first Conference & Shows, and they were perplexed as to why Long wasn’t a member of the Missouri association. Long quickly signed up and made enough of an impression during his career to be inducted to the state hall of fame in 2002. At the 2016 Conference & Show, Long was inducted into the NAA Hall of Fame. While Long’s auction business has folded, he continues to impress audiences with his chant during benefit auctions, which continues to keep him plugged in to the auction industry. He’s also a trusted, if not celebrated, Auctioneer in the eyes of NAA members across the country, which was evident in the reaction of the hundreds of NAA members in attendance during July’s Hall of Fame induction ceremony in Grand Rapids, Michigan. While Long no longer spends long hours working the auction industry, he’s segued that passion in D.C. working as a true citizen legislator. He’s particularly proud of a piece of legislation that passed out of his House Energy and Commerce Committee with no dissenting votes (an accomplishment in itself). It’s being referred to as the “21st Century Cures Act,” and would establish funds for biomedical research to end the suffering for a long list of diseases. Long said the world has 10,000 diseases and only 500 cures, and it’s important that the U.S. Senate, which will make the next move, approves the Act. The good news is that if getting the act through requires negotiation, Long, thanks to his auction background, will be ready. v
Long achievement list • National Association of Manufacturers (NAM) Award for Manufacturing Legislative Excellence in 2015 • Guardian of Seniors’ Rights award from The 60 Plus Association • The American Conservative Union (ACU) honored Long for his legislative efforts from 2011 to 2014 • Guardian of Small Business award from the National Federation of Independent Business (NFIB) • Tax Fighter Award from the National Tax Limitation Committee
“I mean the educational element is off the charts,” Long said,
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What is Influencer Marketing? Yes, you are able to target to audiences like never before. But, with influencer marketing, you can go much farther than if you market alone. By Curtis Kitchen, Director of Publications and Trade Show
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ometimes, it is hard to keep up with every bit of new marketing lingo that’s tossed around. The good news is “influencer marketing” – one of the latest trendy terms to flood your email and LinkedIn timeline – isn’t hard at all. Influencer marketing is finding those key individuals who hold influence in the public sphere and can help advocate for your brand among the masses. Simply put, “influencer marketing” is the present day’s word-of-mouth. But, don’t let the simplicity of that idea fool you. Influencer marketing is the next piece to build and connect to your content marketing plan, and strategy is involved on many levels. This
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includes being able to manage relationships, politics, and other issues that can rise up out of depending on independent sources to push your content. “But, wait,” you’re saying. “With all of the opportunities available to marketers to directly target their audiences and markets like never before, why would anyone need influencers?” Influencers are necessary because these people are your translators to their audiences. Despite your ability to target audiences and markets better than you ever have, these people often speak the language of their platform better than you do, and they have the time and means to do it.
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Why are those skills and time worth it to you? The game isn’t the same as it once was. Word-of-mouth on the web now includes those who post, like, share, blog, and pin. All of those people have audiences, some much bigger than others. The ones who have grown into a large-scale, respected role that can sway public sentiment for, or against, your brand with their audiences … those are your influencers.
How to find influencers While your close friends, family, and best customers can and speak highly of your brand or service, they may not actually be the best influencers if they aren’t respected voices in the target audiences you covet.
They, and several others, are built to spit out collective data surrounding those keywords you indicate. Going farther, once you begin to saturate those same audiences with your content, you will be able to use the same sites that brought you influencers to see how well those individuals are doing in terms of sharing and influencing others to your brand. At this point, you’re likely ready to start finding your influencers. Start with your search, build your list, connect with your targets and begin building your relationships with them. Then, introduce your content to them, and you will be on your way. v
So, the first question is: How do you find influencers relevant to your brand? There are two easy ways to begin the rooting out process. The first way is to do a quick online search on social media platforms to see who is talking about your brand or industry. For example, search for “auction” or another term of interest. Browse the conversations. Look for users who: 1) have large audiences; 2) post frequently; and, 3) post original ideas and conversations that relate to the content and brand you would like to spread. As you go, build a list of the folks you identify and capture their contact information. Then, as you go along, engage with these people. See how (and when) they respond. If things appear legitimate, you can add them to your influencer list. Another way to identify influencers is to use keyword tools that will seek out influencers for you. A couple of these tools include BuzzSumo (buzzsumo.com) and EpicBeat (epicenter.epictions. com). These kinds of sites allow you to instantly see who holds the most influence given a specific current topic, potentially saving you a ton of time and effort in locating the right influences as they apply to you. And finally, search relevant conferences for presenters. You probably know the best places your peers are going for continuing education, or for hearing presenters (both live and online). Those presenters should certainly be on your radar as possible influencers to add to your group.
Is influencer marketing working? Undeniably, the answer is yes, it works. According to data collected by SlideShare in its “Augure State of Influencer Engagement,” 93 percent of respondents said influencer marketing was either effective or very effective in raising brand awareness. 75 percent said it helped generate new sales leads; and, 76 percent said it increased customer loyalty. In terms of being able to measure your own influencer marketing efforts, that’s where those sites mentioned above are handy.
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This chart illustrates the amount of impressions (teal) and clicks (purple) to auctioneers.org via Outbrain placement. The platform has opened many doors for brand placement that didn’t exist before for NAA.
NAA ‘Outbrain’ing the competition Outbrain continues to put NAA in places it has never been, for a fraction of what traditional advertising would cost. By NAA Staff
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ince first testing the content pushing platform in the early part of 2015, the National Auctioneers Association has continued to employ Outbrain in helping push the NAA brand and its members’ stories into new Internet realms. In 2016, Outbrain has pushed NAA content to the tune of more than 3.6 million impressions, 5,071 clicks directed to auctioneers. org, and an average cost-per-click of $.09. The click-through rate (CTR) averaged at 0.14 percent. This is slightly below what
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Outbrain considers a “healthy” CTR average of .2-.25 percent, but considering the level of niched content NAA pushes, 0.14 is a reasonable figure. Overall, since May 2015 (Outbrain does not currently show data older than that mark) NAA has achieved 4.2 million impressions, 5,429 clicks to the site, and an average CTR of 0.13 percent. These numbers have come through a collection of content focused on anything from estate sales, firearms, Facebook Lookalike
NEWS
The top left box shows how NAA content is delivered to sites such as CNN, FOX News, Market Watch, and ESPN.com.
audiences, non-profits and benefit auctions, and more. While the numbers are reasonable in their own right, the more exciting feature to Outbrain is seeing exactly where NAA content has appeared in that same time. Among the hundreds of different sites, the more notable places include: FoxNews.com; CNN; ESPN.com; The New York Post; Dallas Morning News; Market Watch; many local ABC, NBC, and CBS affiliate news sites, E! Online, People, and Rebel Circus. The most important piece to those locations? Each impression showed “National Auctioneers Association” in the ad – an important key for the crux of using Outbrain, which has been to build brand awareness.
The bigger picture So, what does all of this mean for NAA? Through NAA Analytics and Facebook tracking pixels, NAA has a dynamic (always live) list of visitors to auctioneers.org. That list is
Among the hundreds of different sites, the more notable places include: FoxNews.com; CNN; ESPN. com; The New York Post; Dallas Morning News; Market Watch; many local ABC, NBC, and CBS affiliate news sites, E! Online, People, and Rebel Circus. then used two ways – as a specific group and then as the base for a lookalike audience. Both groups then can be targeted with NAA branding ads or other specific ads designed to extend their NAA exposure – based on the content they first clicked. The result may be a user seeing a Facebook ad for using “Find An NAA Auction Professional.” Or, it may direct them to other similar content. Or, in some cases, it may even spark interest in NAA membership or in the industry as a future choice of profession. At the very least, remember that each impression puts the NAA name in front of a user. Finally, what Outbrain (or other similar tools like Taboola, for example) does is it helps solve the issue of content distribution – a major problem for some content marketers and social media marketers. (We wrote about that in August’s Auctioneer, on page 36 – “Why is your content marketing failing?”) The strategy and platform have combined to give NAA a major brand-building boost, and it is a trend that looks to continue moving forward. v
Questions on how all of this works? Shoot them to ckitchen@auctioneers.org.
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How to determine and use great keywords Your content marketing has to have the right keywords if you want to be searched (and found) by the right people. By James Myers, contributor
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uccessful Auctioneers please their sellers by pulling in a quantity of quality buyers.
There are a number of methods used in accomplishing this, including digital marketing. And it makes perfect sense if you consider that consumers perform more than 55,000 searches every second on Google. However, if you want even a fraction of those searches to land on your auction page, you have to use the right keywords in your content marketing efforts. Ranking high in search is important because websites that land on the first page of Google search results get upwards of 90 percent of all the traffic on the web for that search. Keywords and keyword phrases, if properly utilized, move your pages higher in search rankings. It’s part of a search engine optimization (SEO) strategy that nearly all marketers are at least partially invested in. Auctioneers shouldn’t be any different in using SEO strategies in promoting their brand and their auction events. Myers Jackson, CAI, AARE, ATS, CES, promotes the fact that by using the proper marketing strategy, he can sell his clients’ properly faster than 99 percent of agents in the real estate market. He’s sold land, commercial property, cattle farms, hunting property and many others, and he does it through knowing how to attract buyers. “What do Auctioneers want?” Jackson asks. “We want to be seen. We want to be visible.” Choosing the right keywords is important, but so too is the placement of these keywords. For instance, if you write a blog about an upcoming auction for Civil War artifacts on your business’ website, and your research supports that your target audience will use the keywords “civil war artifacts auction” to land on your page, it’s important to use that exact phrase in the title, subtitle and in the first paragraph of your blog, due to Google’s algorithm for ranking pages. “The number one cardinal rule is don’t guess your keyword,” Jackson warns. “You might get lucky, but you want to be exact.” Jackson advises that auctioneers use research tools to find the right keywords, such as SEMrush, which allows users to run free reports that show the top keywords in any domain that you enter. If you’ve got competitors out there (and what Auctioneer doesn’t?), you can use SEMrush to get a sense of the various terms they’re using to gain their ranking. “We start out doing our keyword research,” Jackson said, “and you have to think about it – you have to think about it before you blog, before you put up a description for a YouTube video, you think about the phrase.” The most trusted search is organic search, meaning, you aren’t paying anyone to promote your ad or your content – you’re properly using keywords in your content to drive traffic your way. However, paying to gain better search rankings is also a strategy that can work, at a price. It’s called pay-per-click. “Pay-per-click is a search engine marketing tool that allows an Auctioneer to receive immediate search results depending on the keyword phrase,” Jackson explains. “Constructively administered, an asset may be at the forefront of the search results using pay-per-click.”
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This business model is referred to as search engine marketing, or SEM. Using platforms like Google, AdWords, Bing and Yahoo, Auctioneers get a chance at a higher ranking, perhaps at the top of a search engine results page. However, because you can’t control how often or how many people click on the ad, you set a limit so you won’t go over budget. Once you’ve hit your maximum clicks, the ad goes away. “Most companies that provide pay-per-click as an option (like Google and AdWords),” he said, “function in an ongoing auction atmosphere, and users have to bid for the best positions in order to stay on top. “As Auctioneers, we all know what happens if we do not bid high enough.” If this sounds like a viable marketing tool, Auctioneers simply have to open an account with a search engine product provider, like Bing, Yahoo or Google. Jackson said there are other providers out there, but these three hold the market share. He advises Auctioneers to engage in a pay-per-click campaign research and study the analytics day-to-day. He’ll even check in on it multiple times a day to see where the bidding is on various keywords. If someone outbids you, your ranking will drop in search. “Remember,” Jackson warns, “Google is in the keyword auction business. They encourage bidding on popular keywords. Use outside sources like SEMrush, Worktracker, or WordStream. “These companies may charge a little more, but they may give you better insights that deal with your specific campaign and your competition for the same word.” v
NATIONAL AUCTIONEERS ASSOCIATION
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a guide for auctioneers — SECOND EDITION — by Kurt R. BacHman & Joshua R. Burkhardt
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Facebook’s biggest problem: Copyright? Just because you record or broadcast something from your own device to the platform doesn’t mean you own it legally. By Curtis Kitchen, NAA Director of Publications and Trade Show
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ne of the biggest draws to social media is that users are empowered to create and capture the world around them through words, photos, and video.
Facebook, Twitter, Instagram, Pinterest, Snapchat, and the rest, they all continue to evolve and promote themselves at the premier place to share. And, as the public’s appetite for video continues to increase,* platforms continue to feed that hunger – most notably, lately, through Facebook Live. *According to Forbes.com last month, “Combined with the trend of users demanding more “live” and in-the-moment updates, live streaming video has seen a major increase in popularity; especially with the recent release of Facebook Live. If you haven’t tried Facebook Live yet, here it is in a nutshell: Go to your page via your mobile device, click “post,” select “live video,” enter a description, and hit “Go Live.” The tool just makes it so darn easy, and fun, that it hardly leaves room amid the euphoria for remembering there could be legal implications to using the addictive tool. That’s right. Legal implications. The reason? The moment you turn on a feed, you become a broadcaster of sorts, and that opens the door to who does, or who doesn’t, have the rights to show certain properties – physical settings, intellectual property, or otherwise.
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How Facebook defines copyright As the issue floats over the platform, Facebook’s Help section currently boils its definition down to this: “In most countries, copyright is a legal right that protects original works of authorship (ex: books, music, art),” it says. “Generally, copyright doesn’t protect facts and ideas, but it may protect the original words or images that express an idea.” The discussion regarding copyright law and Facebook isn’t new, and that same Help section illustrates that by how many questions and answers are now provided surrounding the topic. Outside of there, a quick online search shows articles and columns dating as far back as 2012. Some, Slate.com, specifically, have even gone as far as to say Facebook Live’s most pressing issue “isn’t porn. It’s copyright.” Understanding copyright isn’t always easy; especially when an event takes place in what otherwise seems like an open venue. Potential violations manifest themselves every time someone points their camera from their seat to the playing field at a Major League Baseball game, to the stage in some concert venues, or, most egregiously, from their couch to their television. (If you’ve ever recorded your TV and posted it to YouTube, you know how quickly such content is pulled off the site. That’s not an accident.)
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When not to post to Facebook Facebook has chosen to tread lightly, and vaguely, in helping users figure out what they should and shouldn’t post. “If you're not sure, don’t post it on Facebook,” the site says. “Posting copyrighted content without permission might be a violation of the law. If you’ve already posted it, you should remove it from Facebook.” The platform also dances around the concept of who actually owns what when shooting or broadcasting. “Just because you recorded a live event or publicly broadcasted show onto your own recording device, doesn’t necessarily mean that you aren’t infringing the rights of the person or company that owns the copyright to the television show or performance,” Facebook says. “Disclaiming ownership of the original material, or giving credit to the copyright owners, also doesn’t necessarily mean you’re authorized to use it. “If you’re not sure if you own the right to the content you
want to post, or whether the content might infringe someone else’s copyright, please seek legal guidance before posting it on Facebook.”
Help for copyright owners On the flip side, Facebook has at least shown an interest in helping protect copyright owners through its “Rights Manager.” Users can upload video they want to keep exclusive. The service then tracks those clips and notifies owners if their video content has been published elsewhere with the intent of personal gain. It is a handy tool and one that publishers should use frequently – at least in the meantime until sturdier controls can be put in place. And, as a user, be sure to check the rules in your environment before flipping on Facebook Live. Doing so up front, and abiding by any rules, can save a lot of headaches later. For a full list of questions and answers regarding Facebook Live and copyright questions in general, visit facebook.com/ help/249141925204375. v
Tell us: How are you using Facebook Live? By Curtis Kitchen “3 … 2 … 1 …” Suddenly, I was staring at myself, staring back at me from inside my iPhone. In this Selfie-age, seeing such a thing wasn’t jarring. (In fact, a small part of me hated my realization that I wasn’t jarred by such a thing.) But, the difference between any given selfie or Facetime experience quickly showed as tiny Facebook Like blue thumbs-ups floated on the screen in front of me. People were watching. Right then, as they say, things got real as the thought hit me. “I’m suddenly exposed … on camera … to hundreds or thousands of people, and I don’t know what I should say.” That was my immediate thought when I turned on Facebook Live for the first time. Sitting as a judge at the Missouri Professional Auctioneers Association state bid-calling championship in August, I suddenly was also a broadcaster. And, even if my estimate of live watchers was grossly overrated (live viewership was never more than 80 at any one
time, even if total views later topped a couple thousand), the exhilarating feeling that came with knowing I was in control of a broadcast was, frankly put, really cool. I imagine that’s the same feeling many National Auctioneers Association members have had when aiming their own smart devices at themselves and flipping on the Facebook Live feed from a variety of locations. Some have stayed within the lines and broadcasted from their auction events only. Others have taken to developing vlogs (video blogs), video Q -&-A’s, or other branding opportunities. And, even a few more have taken to the public streets, broadcasting themselves at music or sporting events, which can cause copyright headaches if you aren’t careful. Certainly, there is a curiosity there with many NAA members – evidenced, in part, by a poll taken during the August iSeries. We asked if attendees used or planned to use Live in the future, and a whopping 97 percent said they do or plan to. So, we want to know: What are your plans for Live? Tell us in the NAA Facebook Group at Facebook.com/groups/ naaauctioneers!
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F E AT U R E
GPPA students listen to instructor Rich Schur last December in Las Vegas during NAA’s Designation Academy. In every designation, the environment is a no-frills learning environment for those serious about improving their skillset.
Getting down to business NAA’s Designation Academy is about two things and two things only: education and networking. By Nancy Hull Rigdon, contributor
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AA members will descend on Las Vegas this December with a very narrow focus.
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This is important because, while many of the courses are offered during other NAA events, it is the only chance for the GPPA designation.
“Designation Academy is different form every other NAA event in that it’s about one thing: education,” says NAA Education Director Aaron Ensminger. “There are no dinners, no galas, no auctions.”
“It’s also, in my opinion, the best place to take any other designation class,” Ensminger says. “While there are ample opportunities to network with other attendees, everyone is there for one reason – to learn what NAA’s instructors have to teach.”
2016’s Designation Academy is scheduled for Dec. 4-10 at Linq Hotel & Casino in the center of the Las Vegas Strip. There, NAA members can immerse themselves in three-day courses for all of NAA’s designation programs outside of CAI.
Ensminger also says, “Our instructors regularly stay late to talk with students. There’s no one coming in and out of the sessions and classes. And once that class begins, the focus is there and only there.”
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F E AT U R E
“Designation Academy is such an intense three days, and if you make networking a priority for those three days, you can leave with long-lasting friendships that will enrich your career and your life.”
2016 NAA Designation Academy schedule AARE
Dec. 8-10
AMM Dec. 5-7
BAS
CES instructor Joe Gribbins, BAS, CES, enjoys witnessing the networking at Designation Academy. “During breaks and lunches and evenings, you’ll see the younger guys and the more experienced Auctioneers together, talking about what has and hasn’t worked for them and learning from each other regardless of generation and level of experience,” he says. As Gribbins sees it, Auctioneers can control their networking destiny. “Networking is so vital, and you get out of networking what you put into networking,” Gribbins says. “Designation Academy is such an intense three days, and if you make networking a priority for those three days, you can leave with long-lasting friendships that will enrich your career and your life.” The annual event is a learning experience not only for students, but for instructors as well. “As instructors, we learn from attendees. There is so much back and forth between attendees and instructors at Designation Academy, so we can come out of it with a good amount of notes for the next class,” Gribbins says. “Each class builds on the previous experiences.”
Dec. 5-7
CES
Dec. 8-10
GPPA
Dec. 4-8
Interpersonal Communications Dec. 8-9
USPAP 15-Hour Dec. 9-10
USPAP 7-Hour Update Dec. 10
Internet Auction Methods Dec. 4
Outside of the educational aspect, the location, especially during the planned week, offers its own experience. “We like being in Las Vegas this time each year because it’s a relatively slow time of year, and there’s only one other large event happening – the National Finals Rodeo,” Ensminger says. “You can often find some of rodeo’s biggest stars next to you at a table in a restaurant, and tickets are easy to come by for an evening diversion.” For more information, email kboydstun@auctioneers.org. v
www.ReppertSchool.com 317.300.1075
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Tranzon Auction Properties auctions Foundation for Blood Research Property close our doors. We feel fortunate we had the opportunity for an orderly closing. We really want to thank Greg Boulos from CBRE and our attorneys from Drummond Woodsum for all their assistance during this time.” said Jane Sheehan, President and CEO of FBR “We’re also very grateful to the whole Tranzon team for their skill and professionalism throughout the sale process. It’s a great result for all involved. They told us from the outset they’d do everything they could for us and they proved it in the end.” The property’s auction generated interest from across the United States. Five bidders registered for the auction, depositing $25,000 in certified funds for the privilege of bidding on the property.
PORTLAND, Maine (Aug. 16, 2016) – Tranzon Auction Properties is pleased to announce the successful auction of the Foundation for Blood Research (“FBR”) property located in Scarborough, Maine. The auction was held on Thursday, August 10. “Tranzon Auction Properties was introduced to the project by Greg Boulos, a partner with CBRE/The Boulos Company,” said NAA member Mike Carey, CAI, Senior VP of Tranzon Auction Properties. “After consultation with the Foundation Board and professional staff, we determined the auction methodology would serve the needs of the Foundation in its efforts to wind down their operations and sell this asset.” “While disappointing, market dynamics dictated we had to
“It was a great result. We had very active participation throughout the auction,” said Tranzon Auction Properties President Tom Saturley, CAI, who handled the bidding. After a short break, with bidding at $950,000, the Board confirmed the sale price, and Mr. Saturley re-opened bidding. One last bid of $1,000,000 concluded the sale. Hardypond Development, LLC was the successful bidder. “We regularly work with all types of sellers – including nonprofit and for-profit corporations.” said Mr. Carey. “Our marketing of the property included print media, digital marketing and quite a bit of hand-to-hand telemarketing and outreach. Overall response was great, but most of all we are very pleased to have assisted FBR in bringing this chapter to a successful conclusion.” v
Eclectic Selections delight online bidders at July studio auction MONROVIA, Calif. – Moran’s New Studio Auction format has proven a decided success with buyers; the second Studio Auction of 2016, held on Saturday, July 30, fared well for works estimated across all price points. No one genre was the clear favorite among buyers, with bidders paying equal attention to early California, Western, Modern and Contemporary abstract and figural works. Overall, buyers responded to quality, with wonderful examples by higher tier as
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well as lesser-known artists performing quite well throughout the evening, The top lot for the evening was truly a dark horse highlight; an indistinctly signed 19th century Russian School nocturnal depicting a beach scene in a coastal fishing village was assigned a very conservative $500 to $700 estimate. Thanks to multiple online bidders and a number of buyers vying for the painting via telephone, the painting flew to an astounding $33,600 selling price.
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SAVe 30% uSA toDAY is the go-to news source for real estate investors and online auction purchasers . 3.7MM have a HHI of $100,000+ 1.2 MM have a net worth of $1 million+ 20% are online auction purchasers 1.6MM own real estate in addition to primary residence
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Sources: 2012 Mendelsohn Affluent Survey, adults 18 or older, HHI $100,000 or more; September 2012 ABc publisher’s Statement (print copies only)
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$6,000 $2,040 $5,400 $33,600 $3,900
$3,300
Works by listed 20th-century California artists did particularly well; “Colorful Expanse”, a blooming desert landscape by Palm Springs, Calif., artist Paul Grimm (1891-1974) earned a price squarely within estimate, bringing $2,700 (estimate: $2,000 to $3,000). Shortly thereafter, “4th Lake and Mt. Temple Crag” by Robert Clunie (1895-1984 Bishop, Calif.) was expected to bring $1,500 to $2,500 but instead earned $5,400 thanks to multiple telephone bidders. Arthur Hill Gilbert’s (1894-1970 Stockton, Calif.) aptly titled painting, “Oaks”, was certainly a crowd favorite. While small in size, the work appealed to those with an affinity for quintessential Southern California landscapes, bringing $2,700 at the block (estimate: $800 to $1,200). Other American art highlights included Peter Hayward’s (19051993) sunny oil on canvas depiction of a Mountainous Hawaiian beachscape with figures. The charming work was expected to bring $400 to $600, but surprised everyone in attendance when it sold for an astounding $3,900 thanks to competing online bidders. A trio of works by Los Angeles-based contemporary figural painter Wade Reynolds (1929-2011) all performed quite well at Moran’s Studio Auction. One of Reynolds’s most highly anticipated works depicts a young man in a Los Angeles apartment interior before an open window. The untitled piece was brought to the block with a $1,000 to $1,500 estimate, which was handily outstripped after competition between two auction attendees; the successful buyer took the painting home for $6,000. 52
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Attendee buyers were also excited by another contemporary work by Santa Barbara artist Jon Francis (b. 1940) – “Last Bus Out”, depicting a Greyhound bus stop awash with golden late afternoon light, realized $1,560 at the block (estimate: $600 to $900). Western and Native American-genre works found sound footing with Moran’s buyers. Westport, Connecticut, Western genre artist John Marchand (1875-1921)was represented in the Studio Auction catalogue by a diminutive scene of a cowboy shooting wolves over a ridge in order to protect his herd of cattle. Marchand’s painting brought $3,300, well over the $700 to $900 estimate. Later in the sale, an untitled Southwestern Impressionist landscape by Taos, New Mexico, artist Joseph Henry Sharp (1859-1953) was offered with a $2,500 to $3,500 estimate, and brought $6,000. “Indian Woman Making Yai-Yayi Indian Bread”, a charming scene of a Cochiti Pueblo woman baking by Harold Betts (1881-1951 Chicago, Illinois), earned a very respectable $1,440 (estimate: $1,000 to $2,000). On the more traditional end of the spectrum, British artist Samuel Prout (1783-1852) was represented in the July Studio Sale by a diminutive watercolor scene of a vaulted chapel interior with figures praying; estimated to earn $600 to $800, the work flew to an exceptional $2,040 selling price moments after opening. Shortly after the auction opened, Constant Artz’s (1870-1951 Dutch) verdant painting of ducks in the grass near a pond easily charmed collectors. After competition between attendee and online buyers, the online party proved successful, paying $1,080 for the work (estimate: $600 to $800). v
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Hill cropland auction yields $5,600 in Kentucky HOPKINS CO., Ky. – 255.67 acres (one tract) of gently rolling to hill cropland sold at auction August 16 for $1,431,752, or $5,600 per acre. The farm has 233 acres of cropland as per FSA, with Belknap
and Hosmer silt loams being the predominant soil types. The land also contains a five-bay machinery shed and an older barn, neither of which contributed significantly to the overall value. The buyer was a local professional/land investor. v
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Bidders go wild for exotic taxidermy and vintage tools at July sale $1,300
$1,700
$4,500
$2,750
$8,500
HARRISBURG, Pa. - A white rhino shoulder mount charged past its estimate to sell for $9,000 at Cordier’s July 31 Firearms and Militaria Auction, which featured the exotic taxidermy collection of Jim and Barb McCarthy. Other highlights at the Harrisburg auction house included Colt revolvers, military hand and long guns, and a vintage tool collection. The exotic taxidermy collection, the result of local couple Jim and Barb McCarthy’s decades of professional adventuring, also included two full body leopards mounted together ($4,500) and a full body lion with an impala mounted under its front paw which sold for $2,300. Another impressive full body lion hammered down at $2,800. Other notable pieces included a European brown bear ($1,300) and a beautiful ceiling mount of a mountain lion on a tree limb which brought $1,400. A musk ox on a base sold for $1,600. Antique firearms featured an 1851 Colt Navy Revolver inscribed to John G.B. Adams. Adams was a Prisoner of War and a Medal of Honor recipient during the Civil War. The revolver brought $8,500, one of the leading results among the firearms. A W.L Evans 1826 Navy Pistol dated 1831 hammered down at $1,000. In the Military Handguns category, German Lugers remained popular with a Mauser Code 42 1940 dated Luger selling for $1,200. 54
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Modern Handguns also performed well, highlighted by a Colt 6” blued Python ($2,750), and a Browning Hi-Power GP Competition Pistol ($1,200). In Long Guns, a Vietnam War commemorative Thompson model 1927A1 shot past its high estimate of $1,200 to sell for $1,900, while a brand new Springfield Armory M1A rifle in 7.62 NATO caliber hammered down at $1,700. Military Collectibles drew heavy interest at this auction, with the Home Service Helmet of British Colonel Hugh Fortescue Coleridge of the 1st Loyal North Lancashire Regiment ultimately selling for $1,300 after spirited bidding. Edged weapons also did well, notably an early Prussian staff officer’s sword which sold for $450 and a Civil War era D-Guard bowie knife which brought $550. Rounding out the day was the vintage tool collection from the estate of William Snyder, Carlisle, which featured numerous Stanley Planes in original boxes. Over half a dozen of Stanley’s popular #55 plane were sold, ranging in price from $250 to $475 each. Other standout lots include a Stanley #444 dovetail tongue and groove plane in the original box ($600), a Stanley #85 Plane ($375), and a Miller’s Patent Stanley #141 combination plane ($450). v
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CONGRATULATIONS!
NAA Designations earned: AARE
Steve Smith
ATS/AMM
David D’Amico, GPPA • Joe Hessney, CAI, CES, GPPA • Chris Vaughan, AARE • Gladys Webb, CAI
BAS
Ty Beahm • Blake Hartman • Jimmy Johnson, CAI
MPPA
Sid Voorhees, GPPA
MASTER PERSONAL PROPERTY APPRAISER
Uniform Standards of Professional Appraisal Practice
Auction Marketing Management
EARN YOUR DESIGNATION!
Check out the Education Calendar for upcoming NAA education opportunities. You can also visit the full education calendar on the NAA website at www.auctioneers.org/education-calendar.
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TAA Hall of Famer found true calling as Auctioneer
E
rnest L. Croucher Jr., 79, a proud patriot, left this world on Monday, Aug. 29, 2016.
Ernie was born in Miami, Florida on November 25, 1936, the son of Ernest L. and Birdie Croucher. He was raised in Florida but as soon as he moved to the Houston area he became a loyal die-hard Texan.
Ernie was a proud patriot, having served in the Special Forces during the Vietnam War, where he received the Purple Heart. He attended Auburn University, and was a proud War Eagle and member of the Greater Houston Auburn Alumni Club until the day he died. He worked for Goodyear and Exxon in sales but found his true calling as an Auctioneer. Ernie put his auctioneering talents to work in Fort Bend and surrounding counties and was always willing to lend his talents to any charity event in the area. He was a lifetime member and past president of the Texas Auctioneers Association. One of the proudest moments of his life came in 2015 when he was inducted into that organization’s Hall of Fame.
Ernie believed in supporting the youth in our area, and loved the rodeo. He was a lifetime member of both the Houston Livestock Show and Rodeo and the Fort Bend County Fair. He was a member of the Horspitality Committee for HLSR working with horse show exhibitors. He was proud that his work contributed to the education of young people in the area. Ernie also supported area youth through his longtime support of the Fort Bend County ARC and his support for his wife, Beverly, in her career as an educator in Fort Bend ISD. He was a strong supporter of the Second Amendment and of local law enforcement, and was a graduate of the Fort Bend County Sheriff ’s Citizens Academy. He was also a member of the Fort Bend Historical Society. Ernie is survived by his loving wife, Beverly; daughter, Melanie Farris (and Kelly); daughter, Melissa Croucher; sister, Barbara Branch (and Tommy); brother-in-law, Russell Davis (and Carol); sister-in-law, Wanda Roberson (and Leonard), and special nieces, Donna McCollum (and Mark), Dee Cathey (and Mark), Lauren Davis, Jana Davis, and Lisa Johnson (and Chris). He is also survived by several great-nieces and great-nephews, and friends and neighbors who will miss him dearly. v
Auctioneer was also train conductor, insurance broker
J
oseph N. Corsale, Jr., passed away with his beloved family by his side July 8, 2016. Born in Saratoga Springs, he was the son of the late Joseph Corsale, Sr. and Angeline Marcantonio Corsale. After graduation from Saratoga Springs High School, he continued his education beginning with his attending Western Kentucky University. While at Western, he achieved much recognition as a student leader and was the major force and organizer of chartering a new social fraternity, Delta Kappa NU (DKN), which quickly became one of the major and most recognized social fraternities on campus. About three years following Joe’s graduation, DKN became an active chapter of Sigma Alpha Epsilon National Fraternity. He continued his education, graduating with a Juris Law Degree from Ole Mississippi University with distinction in 1964. Joseph also
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attained degrees from NYS University and Reisch Auction College. Even with all the education and degrees, he followed in his father’s footsteps by working at the D&H Railroad. He held many jobs over his 50 years within the railroad industry, including Canadian Pacific, yet his primary position was Conductor. If left up to Joseph, he would have worked up till his last day on the trains. Joseph was the owner of J. N. Corsale, Jr. Realty. He also held NAA designations that include CAI, AARE, and CES, which helped him to be an efficient Auctioneer and insurance broker. Joseph served as Saratoga Springs Public Safety Commissioner in 1973. He was past president of the Principessa Elena Society and a member of the following clubs: Saratoga-Wilton B.P.O.
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Elks Lodge 161; Saratoga Council 246 Knights of Columbus; Galway and Kayaderosseras Fish and Game Club; and the Saratoga, Schenectady, Schoharie Association of Realtors. He is predeceased in death by his parents, Joseph and Angeline Corsale; his brothers, Francis, Eugene and Dennis Corsale, along
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with his sister, Anna Lindau; niece Donna Corsale and nephew Eric P. Lindau. Survivors include his wife Barbara Zecca Corsale; his daughter, Tammy Zecca McMullen (James); sisters-in-law, Nancy and Barbara Corsale and brother-in-law, Eric Lindau. He is also survived by nieces, Angela Corsale Brady, Ann Corsale, Diane Lindau and nephew, Dennis Corsale. v
Auctioneer was also farmer his whole life
uctioneers Magazine Apr 4:Layout 1
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arry Neil Hines, 71, of Jonesville, Virginia, passed away on Saturday, July 16, 2016.
A lifelong resident of Lee County, he was born May 11, 1945, to the late Ed and Virginia Pendleton Hines. In 1975, Larry became an Auctioneer, and in 1987 he opened Hines Real Estate and Auction Company, which he was still actively involved in. During that time, he also operated Lee Tractor for 38 years. He had been a farmer all of his life and had served with the Army National Guard for seven years.
Larry was a 50-year member of the Jonesville First United Methodist Church. He was also an active member of the Jonesville Lions Club and was nearly a 50-year Mason in Preston Lodge No.47 AF&AM. He is survived by his wife, Nancy Hines; son, Todd Hines and wife Missy; two grandchildren, Taylor Hines and Ashley Duncan and husband Matt; sister, Jeanette Hartley; three brothers, Lee, Dennis, and Harold Hines; and many beloved friends including his church family, golfing buddies, and current and former employees. v
Turning Bidders Into Buyers for more than 45 Years! We invite you to partner with us! Call now to discuss co-brokering opportunies.
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HudsonMarshall.com
HudsonAndMarshall.com
800.841.9400
800.441.9401
Land
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Photo credit Meyers Jackson
Congratulations to these MarkNet Alliance members for achievements at Conference & Show 2016!
Richard TJ Freije, cai
Jason Winter,
Randy Wells,
Jack Hines,
International Auctioneer Championship Winner, Men’s Division
cai, aare, ces, amm
cai, aare, bas, ces, amm, gppa
cai, aare, gppa
NAA Director
Hall of Fame
Hall of Fame
Auxiliary Hall of Fame Annette Wells, cai, bas Jane Aumann
Dustin Rogers, cai, International Auctioneer Championship 1st Runner-up, Men’s Division
JJ Dower, cai, aare , ats NAF President Tommy Rowell, cai, aare NAF Vice President Terri Walker, cai, bas, ces Auxiliary Vice Chair Britni Rogers, Auxiliary Board Member-at-large Caroline Walker, Auxiliary Scholarship Award Kurt Aumann, cai, ats, ces Best in Show Marketing Award
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REPPERT AUCTION SCHOOL
Reppert Auction School Class 246 graduated Aug. 21, 2016, in Indianapolis, Indiana. Students represented the states of Missouri, New Jersey, Ohio, Indiana, and Oklahoma.
NORTHEAST SCHOOL OF AUCTIONEERING
Northeast School of Auctioneering graduated six students after they completed an 80-hour course held July 16-23, 2016. Students from New Hampshire, New York, Connecticut and Massachusetts completed a rigorous schedule covering auction law, contracts, benefit & charity auctions, and bid calling, as well as other core requirements. Guest speakers also covered electronic scribing, auction math, selling real estate at auction, and ethics.
AUCTION SCHOOLS! Send your class graduation high-resolution photos and cutline information (class size, graduation dates, states represented and names) to: publications@auctioneers.org. Note: Cutline information will be included only as space provides.
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ALABAMA J Wesley Cain KDC Properties, Inc. P.O. Box 25 Somerville, AL 35670 wesleycain@bellsouth.net (256) 355-9090
ARIZONA
Michael Walker
Joining the NAA was a choice that didn’t take much thought for me! I have learned to mirror my business practices after those that are successful. Seeing some of the most successful auctioneers in this business belong to and endorse the NAA sold me on day 1. I am PROUD to add being a part of one of this country’s finest organizations to my resume and implement these benefits into my business! ” Michael Walker
Feng Gu, IV American Auction Co. 951 W. Watkins St. Phoenix, AZ 85007 www.americanauctionco.com c.horton@americanauctionco.com (602) 252-4842 Gary Dobbins 230 County Road 7598 Jonesboro, AR 72401 garyldobbins@gmail.com (870) 450-3701
CALIFORNIA
Sara D. Husby David Sobon & Associates 1900 Danbrook Dr., Unit 314 Sacramento, CA 95835 www.davidsobon.com saradawnhusby@gmail.com (773) 491-9716
FLORIDA
Joshua Gray 126 Se 41st Ave Ocala, FL 34471 jcgrayholdings@gmail.com Michelle Testa 3661 Country Pointe Place Palm Harbor, FL 34684 mhattie2001@yahoo.com (727) 512-5500
GEORGIA
Ethan Vick 4128 Beaty Rd. Pavo, GA 31778 ethan@bidweeks.com
ILLINOIS
Steven Glod 20 S. Clark, Ste. 510 Chicago, IL 60603 steve@machinio.com (847) 239-0565
Church Hill, Tenn. 60
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M E M B E R S
Samuel Mulkey 20 S. Clark, Ste. 510 Chicago, IL 60603 sam.mulkey@machinio.com
Lucinda Terrel 109 Surrey Ct. Smithville, MO 64089 lterrel@uc-kc.com
IOWA
Lane Moore Schwickerath 315 Franklin St. Cedar Falls, IA 50613 17lansch@student.cfschools.org (319) 230-4759
Jennifer Winter West Central Auction Co. P.O. Box 774 Harrisonville, MO 64701 Jennwinter1970@gmail.com (816) 884-1987
KANSAS
NEW YORK
Tyler Francis Gavel Roads 12140 W. K42 Hwy. Wichita, KS 67227 tyler@gavelroads.com (316) 425-7732
KENTUCKY
Evan Jacobs 408 Darby Creek Road, Unit A Lexington, KY 40509 bluegrassbids.com evanjacobskw@aol.com
MICHIGAN
Mathias Donat Braun & Helmer 8 Ballard Street Ypsilanti, MI 48197 mdonut94@gmail.com (234) 740-8965 Tony Gates 5592 Butternut Newayo, MI 49503 tony.gates@cumulus.com (616) 889-5960
MISSISSIPPI
Zachary Stewart Hodge 3 Morris Bankston Rd. Laurel, MS 39443 zach.hodge.2h@gmail.com (601) 344-8586
MISSOURI
Jennifer Martinez 2820 N.W. Barry Rd. Kansas City, MO 64154 office@uc-kc.com (877) 318-0438
Darran Brown Go Charity 68 34th St. Brooklyn, NY 11232 www.gocharity.com db@gocharity.com (646) 237-6140
OKLAHOMA
Amber Belyeu Kinect Realty & Auction Solutions 624 W. Independence, Ste. 111 Shawnee, OK 74804 (405) 808-2101 David D. Belyeu Kinect Realty & Auction Solutions 624 W. Independence, Ste. 111 Shawnee, OK 74804 www.shawneeauctions.com dave@kinectrealty.com (405) 808-2101
OREGON
Anne Marie Luthro 16585 SW Rogue River Terrace Beaverton, OR 97006 anniem.anniem@gmail.com (503) 403-1979
TENNESSEE
Veronica Lynn McCasland 10800 Clifton Rd. Savannah, TN 38372 veronicalynn2@hotmail.com (731) 926-6544 John B Mullinix 4174 Little Crab Rd. Jamestown, TN 38556 kf4gup@gmail.com (931) 704-0515
N E W
Jonathan Daniel Smith 2070 Ardmore Hwy. Ardmore, TN 38449 jsmith071409@gmail.com (931) 675-2402
TEXAS
Brenda Cole United - Strategic Client Services, LLC P O Box 93434 Southlake, TX 76092 brenda.cole@outlook.com (817) 360-8499 cell McKenzie Jones United - Strategic Client Services, LLC 5015 Addison Circle, Ste. 507 Addison, TX 75001 mike.jones@unitedcountry.com (214) 906-5265
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CANADA Mark Balanowski Toronto Event Auctioneers 7555 Goreway Mississauga, ON L2W 1B3 Canada www.toauctioneers.com markbalanowski@icloud.com Frances Fripp Toronto Event Auctioneers 7555 Goreway Mississauga, ON L2W 1B3 Canada www.toauctioneers.com frances@toauctioneers.com (416) 906-9974
Greg Holiday
I was looking to expand my business, and what is a better way to do that than to join the NAA and be involved with so many professional Auctioneers?”
Carol Felton Kunselman United Country - Lubbock 5503 50th St., #1530 Lubbock, TX 79414 (806) 787-7926 David E. Kunselman World Development Teams, Inc. 5503 50th St., #1530 Lubbock, TX 79414 drdkunselman@gmail.com (806) 782-7926
Greg Holiday Belleville, Mich.
VIRGINIA
Barry Keith Gobble 8320 Red Fox Lane Meadowview, VA 24361 (276) 698-5341
The Auction Industry Software Authority For 30 Years
info@cus.com • 954.680.6545
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THANK YOU for Your Renewals! Cody Aasness Charles R. Anderson Blair Christian Anderson Gerald A. Andrews, CAI, CES William R. Arnold Tucker Michael Aumann Michael Avery Randy Backes, CAI Carolyn M. Baker, CAI, GPPA Jacob Barth Spencer Dale Bartlett Randy Baumbach William B. Beck Stuart E. Beduhn John Aaron Beechy Jan T. Bendis, CAI, ATS, CES, GPPA Diane L. Bendis, ATS, CES, GPPA Tom Benton, BAS Gary M. Berry Thomas V. Biederman John W. Block Timothy G. Bos, CES Thomas J Bradley Kenn Brause, CES Robert S. Bricker David E. Buck, CES Reginald D. Buck, Sr., GPPA Deborah A. Buck, GPPA Matthew J. Bullock Todd Burchard Randy S. Burdette, CAI, CES Harry N. Burgess, CAI, GPPA Gerald E. Burke Bill Burke Joseph V. Campbell Gary M. Campbell Brad Campen Nick Carr Julie Carter, CAI Justin R. Choate Carl C. Chrappa Kenneth J. Chupinsky Jennifer Clifford, BAS Jim Clingan Chad Coe David T. Coleman, CAI Frank N. Crain, CAI Thomas Duane Crawford, BAS Mary Ann Bertha Crozier Carson Wayne Day Jere M. Daye, II, CAI, AARE, MPPA
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Emilie M. Daye, CES, MPPA Donald W. Dean Donald M. Dennett Robert F. Dickerson Ross Dove Leigh C. Doyle, GPPA Ernest J. Du Mouchelle Daniel Pulley Dunivan Edward D. Durnil, CAI, CES David Daniel Dybas, AMM, CES, MPPA Llewellyn M. Dykes, CES, MPPA Bill B. Eberhardt, CAI, AARE, CES Randal L. Ehli, CAI, GPPA Mark Euton James D. Fahey, BAS Seth Fallon Michael E. Fallon Thomas J. Farner Mark L. Ferry Benny Fisher, CAI David P. Fitzgerald, BAS Tim Foley, III, CAI, AARE, CES Larry Forsberg, GPPA William Z. Fox, CAI Kenneth Everett Freeman Rodney I. Friedland, AARE, CES Stella Friedland, AARE, CES Andrew C. Gabehart Paul A. Galanis, AARE Lonnie R. Gann, CAI Larry Kenneth Garner, CAI, AARE Alan Gastler Brian L. Gilbert Daniel P. Gill James H. Gilliland Robert H. Glass, Jr., CAI Alan J. Glaubman Mark Glen Samuel W. Goebel Alicia Y. Gordon, CAI, GPPA Kenneth G. Grady, Sr. Glenn R. Gray Joseph R. Gribbins, BAS, CES Oscar Guerrero, BAS Lynel Gullidge Patrick B. Haggerty Robert L. Hall Robert J. Hammond, Sr. J. T. Hansford
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Wendell L. Hanson, CAI, AARE, GPPA Larry Harb William F. Harned, CAI, AARE, CES Suki Hilger Troy L. Hill, BAS Heidi Hill, BAS, CES Merv E. Hilpipre Michael E. Hoffman, CAI, AARE, BAS, CES Mike P. Hogan, BAS Jerry W. Holley Phillip Aaron Hopper Cindy Leigh Hughes Leandra Anne Hullsey Danny Irvin Shane P. Jacob Clayton Merrill Keck Thomas W. Kennedy Kenneth W. Kincaide Kathleen A. Kingston, CAI, BAS Robert Paul Kisner Stephen C. Klein Michael George Kraft Zack Krone, BAS Mitchell J. Lambley, BAS Bob Lasswell Amie S. Laughlin Danny J. Lawler Matthew J. Lee Joel K. Lemley, CES Theodore F. Loebenberg Ronald D. Long Bart S. Long Diane Maas Jeffrey Manning William Mannion Curtis Scott Martin Joseph M. Mast, CAI James H. Mattox, CAI Carolyn Mattox Clayton J. McHugh, CAI William T. McLemore, CAI Sam V. McLeod Jack Mendenhall Garett D. Mercer Duane Merrill, GPPA Jason L. Miller, CAI Kenneth R. Miller, Jr. Robert Milligan Deceatur B. Mitchell Eric J. Monahan, CAI Ray T. Munsell Timothy J. Murphy, CAI Bradley Mutz, GPPA Andy Nation Lana S. Nevil, CAI Allan Newman
Whitney R. Nicely Raymond C. Nichols William Obenauf, Sr., CAI Donald D. Oberfoell Richard W. Opfer, Jr., CAI, AARE David O’Shaughnessy Stanley J. Paine, AARE Cleveland Thomas Perry, CAI, AARE, MPPA Samuel R. Petrowsky Craig Plante, BAS O. J. Pratt, CAI Steven C. Price Vernell Qualm David M. Reed, CAI, GPPA Karl D. Reynolds, CAI, CES Paul D. Rice, CES Harry Lee Ridgely Michael A. Roe, CAI, CES, GPPA Lori R. Rogge Gary Roseberry Michael Kevin Ross, CAI, CES Jim Roth John Saugey, CAI Chuck Schmidt Richard Schotts, Jr. Steven W. Schuldt Richard D. Schur, CAI, BAS, MPPA Joey Seals, CAI Michael L. Shaffer Daniel J. Shaffer, BAS Ted Simons Steve Skenzick, GPPA William G. Smith Warren W. Smith, BAS Terri A. Smith, BAS Dave Sommers, AARE Sarah W. Sonke, CAI, AARE Dirk Soulis Stephen D. South, AARE, CES Tom Souvignier Max E. Spann, Sr., CAI, AARE Lawrence J. Spellman, III Linda Stamm Suzanne Murphy Stegmaier Cindy Stephenson Lavern L. Stewart Michael A. Stone, CAI, AARE, MPPA William C. Straley, CAI David Stutenkemper Elizabeth S. Swicegood
Cordell Tabb Karleen Talbott Brody Tarter Jenelle L. Taylor, CAI, BAS Gary Treisman Alan Turobiner Michael A. Vescio Philip L. Vogel, CAI Jacque Dana Weiner, GPPA Karl Werner Grover A. Wilson, AMM, CES Mark F. Wilson, CAI Daniel Scot Wilson Rhett Winchell, CES Michael Scott Worley Owen M. Yoder Milford Yoder Paul T. Zekos Eric Zettlemoyer
NAA STAFF Administration Hannes Combest, CAE (913) 563-5423 hcombest@auctioneers.org Executive Assistant Cynthia Malone (913) 563-5438 cmalone@auctioneers.org Conference and Show Manager Joyce Peterson (913) 563-5439 jpeterson@auctioneers.org
Accounting Director of Finance & Administrative Services Rhonda Truitt (913) 563-5422 rtruitt@auctioneers.org Accounting Associate Ruth Richardson (913) 563-5435 rrichardson@auctioneers.org Accounting Associate Cherie Ashton (913) 563-5434 cashton@auctioneers.org
Membership Membership Manager Brandi McGrath Kong (913) 563-5429 bmcgrath@auctioneers.org Membership Coordinator Laina Gunsallus (913) 563-5425 lgunsallus@auctioneers.org Membership Assistant Marilyn Wyatt (913) 563-5431 mwyatt@auctioneers.org
Education Director of Education Aaron Ensminger (913) 563-5426 aensminger@auctioneers.org NAF Administrator & NAA Education Program Specialist Lois Zielinski (913) 563-5428 lzielinski@auctioneers.org Education Coordinator Kerry Boydstun (913) 563-5432 kboydstun@auctioneers.org
Publications Director of Publications & Trade Show Curtis Kitchen (913) 563-5424 ckitchen@auctioneers.org Marketing & Sales Coordinator Kari Duncan (913) 563-5421 kduncan@auctioneers.org
N AT I O N A L A U C T I O N E E R S A S S O C I AT I O N I N D E X NAA Board of Directors 2016-2017
National Auctioneers Foundation Board of Trustees 2016-2017
Officers President John S. Nicholls, AARE, AMM (540) 898-0971 john@nichollsauction.com
Officers President J.J. Dower, CAI, AARE, AMM, CES (423) 569-7922 jjdower@ayersauctionrealty.com
Vice President Scott H. Shuman, CAI (970) 716-2120 Scott@HallandHall.com Treasurer James Devin Ford, CAI, CES (606) 682-0587 devin@fordbrothersinc.com Chair of Education Institute Trustees Darron J. Meares, CAI, BAS, MPPA 864) 642-2196 darron.meares@meares auctions.com Past President Spanky Assiter, CAI, AARE (806) 681-9211 Spanky@assiter.com Chief Executive Officer Hannes Combest (913) 563-5423 hcombest@auctioneers.org Foundation Representative Thomas W. Rowell, CAI, AARE 229) 985-8388 trowel@rowellauctions.com
Vice President Thomas Rowell, CAI, AARE (229) 985-8388 trowell@rowellauctions.com Chairman of the Board Larry Theurer, CAI, GPPA (620) 326-7315 larry@theurer.net Finance Chair William L. Sheridan, CAI, AARE, GPPA (517) 676-9800 bill@sheridanauctionservice.com Trustees Terms expiring 2017 Marvin Henderson (225) 686-2252 belinda@hendersonauctions.com Homer Nicholson, CAI, AARE, CES (580) 767-1236 nicholsonauction@cableone.net Jay D. Nitz CAI, GPPA (402) 727-8800 jaynitz@omni-tech.net
Trustees Terms expiring 2018 John Dixon, CAI
Directors Term expiring 2017 David P. Whitley, CAI, CES (970) 454-1010 david@whitleyauction.com Timothy W. Mast, CAI, AARE (731) 610-5436 tmast@tranzon.com
(770) 425-1141 john@johndixon.com Lonny McCurdy, AARE (316) 683-0612 lmccurdy@mccurdyauction.com Scott Steffes, CAI, CES (701) 237-9173 scott.steffes@steffesgroup.com
Directors Term expiring 2018 Matt Corso, CAI, CES (888) 307-6545 matt@marknetalliance.com William T. McLemore, CAI (617) 517-7675 will@mclemoreauction.com
Trustees Terms expiring 2019 Barbara Bonnette, CAI, AARE, GPPA (318) 443-6614 barbara@bonnetteauctions.com David W. Huisman, CAI (209) 745-4390 david@huismanauction.com Mike Jones, CAI, BAS, GPPA (214) 906-5265 mikejones@unitedcountry.com
Directors Term expiring 2019 Scott King, CAI, AARE, AMM 800-662-5464 sking@jpking.com Jason Winter, CAI, AARE, AMM, CES 816-884-1987 jasonbwinter@me.com Presidential Appointee Doak Lambert (972) 839-6485 doak@doaklambert.com
NAA Auxiliary Board of Trustees 2015-2016
NAA Education Institute Trustees 2016-2017
Officers Chair Angela Johnson (352) 672-2038
Officers Chair Darron Meares, CAI, BAS, MPPA (864) 642-2196 darron.meares@meares auctions.com
Vice Chair Debra Brock (316) 641-0748 djbrock2@cox.net Past Chair Traci Ayers-Dower, CAI, AARE (423) 912-1122 Past Past Chair Kim Ward, CAI, BAS, CES (630) 740-5860 kim@wardauction.net Trustees Hannes Combest, CAE (913) 541-8084 ext 13 hcombest@auctioneers.org Sandy Bauermeister (260) 493-9206 bauermeister@earthlink.net Krista Shuman (970) 716-2120 krista@hallandhall.com Trustee At Large Cindy Soltis-Stroud, CAI, BAS (210) 380-1587 Executive Secretary Lucinda Terrel (816) 830-7001 lrterrel@hotmail.com Secretary Annette McCurdy (316) 683-0612 amccurdy@mccurdyauction.com
Vice Chair Janine Huisman, CAI, ATS, BAS, GPPA (209) 745-4390 janine@huismanauction.com Trustees Through July 2017
Janine Huisman, CAI, ATS, BAS, GPPA (209) 745-4390 janine@huismanauction.com Andy Imholte, ATS, BAS (612) 799-7471 andy@solditatauction.com
Trustees Through July 2018 Jimmie Dean Coffey, CAI, AARE, ATS, BAS, CES, MPPA (812) 822-3200 jcoffey@unitedcountryin.com Thomas C. Jordan, CAI, AARE, ATS, CES, MPPA (919) 832-8005 bid007@nc.rr.com Trustees Through July 2019 Melissa Davis, CAI, AARE, BAS (317) 300-1075 melissa@reppertschool.com Philip Gableman, CAI, ATS, GPPA (845) 635-3169 x100 Philipg103@gmail.com NAA Representative Scott Shuman, CAI (970) 716-2120 scott@hallandhall.com
NAA Board Representative NAA Past President Spanky Assiter, CAI, AARE (806) 655-3900 spanky@assiter.com Executive Director Hannes Combest, CAE, (913) 563-5413 hcombest@auctioneers.org
Foundation Staff Lois Zielinski, Administrator (913) 563-5427 lzielinski@auctioneers.org
8880 Ballentine St. Overland Park, KS 66214-1900 Phone: (913) 541-8084 Fax: (913) 894-5281 www.auctioneers.org
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F I L L E R
NETWORKING
W O R D S
IN THE RING PAG E
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“I would hope that in years to come the membership will look less like me and more like the customers and clients of our future.” NAA Past President Tom Saturley, CAI Tranzon Auction Properties Portland, Maine
“ … we’ve made huge leaps in the last three years, technologically. But, three years feels like a lifetime. It’s very frustrating for someone my age – I’m used to that instant gratification for pretty much everything.” Sara Adams, AMM, GPPA Adams Auctioneers/Appraisers Norwich, Connecticut
“If you’re not sure, don’t post it on Facebook. Posting copyrighted content without permission might be a violation of the law. If you’ve already posted it, you should remove it from Facebook.” Facebook.com, on copyright restrictions
AROUND
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Beth Thompson (Dave) Auxiliary President; Joani Mangold CAI, GPPA, CES, Artist of Unsung Heros; C. Mangold CAI, AARE, CES. • In a blog post, United Country – Schur Success Realty & Auction announced that it has ended its contract with the City and County of Denver as the entities’ auction professionals. The move marked the end of a 32+-year relationship. Read the full blog at cotalklady.com.
• The Minnesota State Auctioneers Association unveiled a new-look trailer and paid homage to one of the auction industry’s iconic pieces of art when it used Joani Mangold’s “Unsung Heroes” as a wrap. (Image taken at the MSAA Summer Meeting at Rogers, Minnesota. Left to right: Greg Christian President; Frank Imholte, Executive Vice President; 64
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• Past NAA instructor Doyne Lenhart has published a new book, “Hogs, Sheep and Auctions, or 51 Years as an Auctioneer.” The 82-year-old said it took him only two months to write the almost-200-page piece – after he admitted he didn’t think he could write a book. The book is available by emailing lenhartauction@gmail.com • The late Steve Jobs’ wardrobe – iconic turtlenecks and all – made their way to the auction block earlier this month. The ensemble included the famous leather jacket Jobs wore while extending his middle finger to IBM.
F I L L E R
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NETWORKING
MEMBERS‘ CORNER
NAA members saves a life through CPR
F
rank Kaminski, owner of Kaminski Auctions in Beverly, Massachusetts, said he and his client had just sat down about noon on Wednesday at a table in the Beverly Golf & Tennis Club grille, when a party came in from the golf course. They were sweating, and red from the heat, he said, but they were all in good spirits, having drinks, laughing and joking, when one of the men suddenly stood up and called out, asking if a doctor was present. Kaminski, whose wife is a board member with the American Heart Association in Santa Barbara, California and had long stressed to him the importance of knowing CPR, said he thought to himself, "Well, I'm not a doctor, I'm an Auctioneer, but I can do CPR," so he went to the man's aid. The victim, Nick Civitarese, was still seated, his head down on the table. Kaminski said the man's face was white, his arms were cold and clammy and he had no pulse.
With the help of Bob Lusardi, an acquaintance of Kaminski and a golfing partner of Civitarese that day, they managed to get the 270-pound man out of his chair and onto the floor to begin CPR when one of them suggested they raise his legs, first, to get more blood to his heart. They had to get his heart going, and quickly, Kaminski said. He recalled his wife's entreaties to learn CPR, and how she had stressed the importance of those first few minutes in saving someone's life after a heart attack. Lusardi, who was kneeling close to Civitarese's head, said he started breathing and began to speak. "Bob, you (expletive), what are you doing to me?" Moments later, the ambulance arrived, and a fully conscious and breathing Civitarese was taken to Beverly Hospital. (Information from the Salem News) v
The first thing Kaminski tried was the Heimlich maneuver. He said Civitarese sputtered or coughed slightly, but nothing more.
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Coming up in October With October comes the annual update to the State Licensing Guide – one of the best resources available to NAA members. Be sure to check out what’s new in your area, and also make sure to read up on what may be at stake when you use or misuse contract labor in your business.
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