Used Car Dealer - December 2007 by TNIADA

T H E

O F F I C I A L

M A G A Z I N E

O F

N I A D A

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D E C E M B E R

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Maximize Your Exposure BRANDING TIPS FROM QUALITY DEALERS EXPLOSIVE MARKETING THROUGH BLOGS AND PODCASTS ONLINE VIDEO AND CROSS-PLATFORM ADVERTISING KEY E-MAIL MARKETING METRICS

Also In This Issue GET THE LATEST INFORMATION ON ADVERSE ACTION NOTICES

CHECK US OUT AT

w w w. u s e d c a r d e a l e r m a g a z i n e . c o m

Add To Your Bottom Line Through A Rental Profit Center

contents 1 2 . 2 0 0 7 Volume 28: Number 12

FEATURE STORIES 16

DEPARTMENTS

Bringing Your Dealership To Life Through Video

As dealers begin to implement video as an advertising tactic, they will soon discover supplementary opportunities to maximize its exposure and deliver alternative messages, beyond the scope of traditional advertising. 22

Branding Opportunites

Adverse Action Notices

Keith Whann discusses this issue in detail and what your dealership needs to do to be in compliance.

Car Talk

Driving Traffic

Exploring New Marketing Mediums

COLUMNS

Dealer Education

Branding isn’t a one shot deal, it’s an ongoing juggling act of marketing, research and conversation.

Get the latest information on new marketing opportunities that require little to no out-ofpocket expense.

NIADA Message

NIADA’s Automotive Consumer Television (ACT) Hosts First Live Broadcast With CBS-TV

Shifting Gears Online

To maintain a competitive position in the crowded Automotive Internet market a dealer must participate in a variety of online marketing actions.

LLR

The fuel for a Dealership Internet Operation is leads – plain and simple both electronic and telephone.

Selling Point

In today’s selling arena, the process is changing on how to sell cars, especially while being in the special finance market.

USED CAR DEALER MAGAZINE

JANUARY 2008

Do you know your prospects’ buying cycle? Understanding the quality and potential of your leads can mean the difference between a profitable campaign and a wasted investment.

Industry Inside

When looking for a lead service, it’s best to get those who fit your budget and inventory.

Financial Matters

There's no need to panic. But you should start planning for your retirement now.

Automatic OverDrive

The important thing to remember when choosing an inventory management option is that content is king. It is always better to post as many photos and as much information about the vehicle as possible.

FRONTLINE

• NADA Celebrates Their 91st Convention And Expo • Zurich Direct Underwriters Contributes $10,000 For Automotive Scholarships

The beauty of e-mail marketing—and Internet marketing in general—is that it is the most trackable advertising medium on the planet. The Car Counselor answers some of the toughest questions facing dealers today. Send him a question at carcounselor@niada.com

Utilizing your retail automotive market knowledge, creating a quality rental agreement for transferring risks and purchasing quality insurance to manage potential risks are keys to operating a successful auto rental profit center that help add to your bottom-line.

IN EACH ISSUE

Technically Speaking

Car Counselor

Thanks to the growing popularity of the mobile Web, undecided shoppers no longer need to leave your lot to do their homework.

• The Truth About Cars Publishes 'Worst' List • ATC-ONLANE Acquires CarsArrive Network To Offer Customers Greater Transportation Efficiency

• AutoTrader.com Found “Most Useful” Automotive Site • NADAguides.com Introduces Video Feature

A DIVISION OF NIADA SERVICES, INC.

NIADA SERVICES BOARD MEMBERS 2007-2008 Tim Swift Chairman

Chris Martin Vice-Chairman

Michael R. Linn President

Mike Cunningham Secretary/Treasurer

Board Members

Corry Auto Dealers Exchange 12141 Rt. 6, PO Box 317 Corry, PA 16407 (814) 664-7721 E-Z Auto, Inc. PO Box 35808 Fayetteville, NC 28303 (910) 868-3000 NIADA Services, Inc. 2521 Brown Blvd Arlington, TX 76006 (817) 640-3838 Payless Cars & Trucks 909 East 22nd Street Tucson, AZ 85713 (520) 624-3344 Roger Hanke Anthony Underwood Vickie Hoover-Price

NIADA EXECUTIVE COMMITTEE 2007-2008 Chairman President President-Elect Exec. Vice President/CEO Senior Vice President Region I Vice President Region II Vice President Region III Vice President Region IV Vice President Secretary Treasurer

Randle Smith Sandra Moss Tim Swift Michael R. Linn Ralph Simms Bob Fahey Anthony Underwood Don Fincher Bill Heald Chris Martin Charles Teel

USED CAR DEALER MAGAZINE Publisher Editor/Associate Publisher Advertising Sales Manager Production Manager Graphic Artist Printing

Michael R. Linn Causby Challacombe Chase Tidwell Christy Haynes Amy Moore Publishers Press

Used Car Dealer (ISSN 0279425X) is published monthly with one additional special issue, Used Car Industry Report, that is published in May by the National Independent Automobile Dealers Association Services Corporation, 2521 Brown Blvd., Arlington, TX 76006-5203; phone (817) 640-3838. Annual subscription rates for NIADA members: $8 per year. Non-member subscriptions $80 per year. Periodicals postage paid at Arlington, TX, and at additional offices. POSTMASTER: Send address changes to Used Car Dealer, 2521 Brown Blvd., Arlington, TX 76006-5203. The statements and opinions expressed herein are those of the individual authors and do not necessarily represent the views of Used Car Dealer or the National Independent Automobile Dealers Association. Likewise, the appearance of advertisers, or their identification as member of NIADA, does not constitute an endorsement of the products or services featured. CopyrightÂŠ 2007 by NIADA Services, Inc. All rights reserved.

USED CAR DEALER MAGAZINE

JANUARY 2008

FRONTLINE

By Causby Challacombe

NADA CELEBRATES

Zurich Direct Underwriters Contributes

The 91st NADA Convention and Expo will take place on February 9-12 at the Mocone Center in San Francisco, California. The Convention and Expo will focus on profitable ideas for dealers. With over 600 exhibitors spanning five halls and 750,000 gross square feet, this promises to be a stunning convention. See all the latest in technology when you visit the exhibitors and conclude transactions designed to improve your business. The speaker lineup is unprecedented. There will be 36 workshops offering many new faces and topics. For more information visit www.nada.org.

Zurich, one of the world’s largest property-casualty insurance companies, announced that Zurich Direct Underwriters, its business unit with a highly specialized focus on the North American automotive industry, is extending its commitment to education and the automotive industry. Zurich Direct Underwriters is working with the Global Automotive Aftermarket Symposium (GAAS) by awarding $10,000 in scholarships for those planning careers in the automotive aftermarket. “Providing money for scholarships is one way to help ensure there are knowledgeable and well-trained professionals in the industry,” said Gerry Cecil, national director of field marketing for the Automotive Specialty Markets (ASM) division of Direct Underwriters. “We believe these scholarships will help attract new entrants into automotive aftermarket fields as well as improve the management and technical knowledge of those already working in the industry.” The typical scholarship award amount is $1,000, but qualified applicants may be eligible for additional funding. Applicants must either be graduating high school seniors or have graduated from high school within the past two years (2006 or after). An exception to the two-year requirement can be made for those in the military or religious service. Zurich’s Direct Underwriters business unit is contributing these funds to the Symposium Scholarship Fund. All net proceeds of GAAS are used to fund scholarships for students pursuing automotive industry careers, including technical and management training programs. Since the program began in 1996, more than 1,300 scholarships have been awarded. Information about eligibility requirements and an online application are available at http://www.automotivescholarships.com.

Their 91st Convention And Expo

THE TRUTH ABOUT CARS Publishes 'Worst' List

$10,000 FOR AUTOMOTIVE SCHOLARSHIPS

CAR-T

You Stink!

10. Saturn ION

8. Chevrolet TrailBlazer /GMC Envoy / Isuzu Ascender / Saab 9-7X 7. Hummer H2 6. Hummer H3 5. Chevrolet Uplander 4. Dodge Nitro 3. Chevrolet Aveo 2. Chrysler Sebring 1. Jeep Compass 6

‘07 Jeep Compass

For more information, visit www.thetruthaboutcars.com.

USED CAR DEALER MAGAZINE

JANUARY 2008

" P-UEWW!

The "top" 10 are as follows:

9. Chrysler Aspen

! You’ re Corny.

GO GREEN!

Illustration By: Amy Moore

The Truth About Cars has published a list of what it calls the worst cars of the year. Based on consumer feedback, the Web site said it identified the 10 Worst Automobiles of 2007, which is the second year the list was published. To come up with the list, TTAC offered an online poll to its more than 27,000 readers, who submitted 136 nominees. Writers for the site then pinned it down to 20, where readers voted for their worst picks. Interestingly enough, all 10 on the list are made by Chrysler or General Motors.

USED CAR DEALER WANTS TO HEAR FROM YOU. TELL US WHAT YOU THINK! Used Car Dealer encourages its readers to send comments, opinions and suggestions about the publication for reprint. Letters can by e-mailed to editor@niada.com. Include your full name, address and phone number. We are unable to publish all letters and may edit letters for length and clarity. This is a great opportunity to hear back from our readers on what they thought about the articles and what topics they would like to see covered in future issues.

ATC-ONLANE ACQUIRES CARSARRIVE NETWORK TO OFFER CUSTOMERS GREATER TRANSPORTATION EFFICIENCY ATC-Onlane, the leading online auction company in North America for automotive dealers to buy and sell wholesale vehicles, announced that it has acquired CarsArrive Network, Inc., the nation’s premier outsource provider of automated vehicle shipping services. The acquisition will provide automotive dealers, consignors and carriers with the most comprehensive and efficient transportation management system on the market today. This deal is the latest example of ATC-Onlane’s ongoing commitment to providing its customers with an easy and cost-effective online experience for buying and selling wholesale vehicles. Through the acquisition, ATCOnlane will augment its existing transportation business by offering dealers and shippers online access to the industry’s premier transportation network of pre-screened carriers across the United States and Canada. Furthermore, dealers and shippers will be able to track and manage all deliveries in a secure environment via a central Web portal, which provides easier access and greater visibility over traditional paperbased methods. The combined company will also provide carriers with a transport logistic engine that optimizes loads with real-time information on the most efficient routes for greater utilization. CarsArrive moves tens of thousands of vehicles throughout the country every year with an established network of insured and bonded carriers. By leveraging CarsArrive’s transportation logistics capabilities and its nationwide carrier network of more than 15,000 trucks, ATC-Onlane will offer a streamlined solution that includes real-time quotes and orders, comprehensive load building capabilities, complete and transparent vehicle tracking, automated notifications, accounting and damage claim handling. Following the acquisition, the combined offering will have a base of over 4,500 carriers representing nearly 30,000 trucks across the United States and Canada. “The combination of CarsArrive and ATC-Onlane will provide an unrivalled national carrier base and experience in delivering transportation and logistics solutions to the wholesale used vehicle market,” said Michael Briggs, founder of CarsArrive. “All stakeholders involved in the buying, selling and transporting of wholesale vehicles will benefit from this union and will make the combined company an even greater place to buy and sell wholesale vehicles.”

AUTOTRADER.COM FOUND NADAGUIDES.COM "MOST USEFUL” AUTOMOTIVE SITE Introduces Video Feature IN J.D. POWER AND ASSOCIATES STUDY AutoTrader.com, the ultimate automotive marketplace, was once again rated as the most useful automotive site among used-car buyers who visited the site in the J.D. Power and Associates 2007 Used Autoshopper.com study. This marks the fourth consecutive year AutoTrader.com has attained this rating. Among automotive sales and information sites, AutoTrader.com was the second most-visited independent site, with 35 precent of survey respondents saying they visited the AutoTrader.com Web site while searching for a car. In addition to highlighting AutoTrader.com’s performance in the online automobile sales space, the study finds that Internet vehicle locators like AutoTrader.com and others are fast becoming the tool of choice for researching car purchases and leading consumers to the actual vehicles they buy. According to the study, in 2007, nearly one in four buyers of latemodel used vehicles (23 percent) used an Internet vehicle locator or online classified advertising site to find the vehicle they purchased, a 44 percent increase since 2006. The 2007 J.D. Power and Associates Used Autoshopper.com Study is based on responses from 5,476 used-vehicle buyers who purchased pre-owned 2002-2007 model year vehicles in January and February 2007.

Consumers browsing NADAguides.com for information on potential vehicle purchases may soon be able to utilize interactive video to aid in their shopping decisions. NADAguides.com announced it is adding a New Car Video Buying Guide feature to its Web site, where customers can research everything about a potential purchase from fuel economy to safety ratings through narrated video specific to each vehicle. Potential buyers can also access JDPower.com Power Circle Ratings available to compare the features on a specific vehicle to others, officials stated. Furthermore, the Top Vehicles List function on the site is designed to allow customers to save videos of vehicles they have viewed. This feature can also provide a side-by-side comparison to rival models as well as access to updated reviews, executives highlighted. Additionally, interior and exterior photographs are available, as are 360-degreee camera angles. If the customer so chooses, he can send a purchase request to a local dealer via the Web site. "When it comes to buying a car, today's consumers expect a broad range of new-car resources at their fingertips," explained Don Christy Jr., president and chief executive officer of NADAguides.com. To access the video guides, visit NADAguides.com and go to the New Car Buying Guides link at the New Cars section of the site. USED CAR DEALER MAGAZINE

JANUARY 2008

NIADA’s Automotive Consumer Television (ACT) Hosts First Live Broadcast With CBS-TV

NIADA Message

n J a n u a r y 18 t h ,

introduced a new automotive search site this

Automotive Consumer

past October. The CBS site allows consumers

Te l e v i s i o n a n d C B S -T V

to search for new and used vehicles or list

will host a joint live broadcast. The

their own vehicles for sale. The site's search

e v e n t w i l l f e a t u r e N I A DA G e n e r a l

engine allows users to select vehicles by

C o u n s e l Ke i t h W h a n n ( N I A DA -T V ’ s

make/model, year, zip code, location or

“A s k t h e C a r C o u n s e l o r” s e r i e s )

even monthly payment. According to Brent

answering questions that consumers

Franks, business development director for

h a v e a b o u t t h e c a r b u y i n g experi-

CBS, it has already proven to be a huge

ence. N I A D A ’ s p r o d u c t i o n s t a f f w i l l

success with over 40,000 unique hits in the

p r o d u c e t h e s h o w.

first two hours of its launch.

Consumers will be able to e-mail or call in their questions to “The Car Counselor

similar sites by offering exclusive educational

Show” as he answers them live on CBS-TV

video for consumers provided by Automotive

and on www.autoconsumer.tv during the live

Consumer Television (ACT). Autoconsumer.tv,

simulcast. The broadcast will originate from

is a division of our National Independent

Northwood University’s Cedar Hill, Texas,

Automobile Dealers Association Foundation. Autoconsumer.tv, through the NIADA Foundation, has been given a great opportunity that will enable us to fulfill our mission in providing quality consumer education within the automobile industry while improving the

Consumers will be able to e-mail or call in their questions to “The Car

By Michael Linn Executive Vice President and CEO of NIADA and president of NIADA Services, Inc., Publisher of Used Car Dealer Magazine.

Counselor Show” as he answers them live on CBS-TV and on www.autoconsumer.tv

Autoconsumer.tv has been given a great opportunity that will enable us to fulfill our mission in providing quality consumer education and improving our image within the automobile industry.

USED CAR DEALER MAGAZINE

JANUARY 2008

The site has differentiated itself from

during the live simulcast.

image of the industry. ACT is a great tool that can assist your customers in becoming more familiar with the automotive buying experience. If you have not yet accessed NIADA’s www.autoconsumer.tv, now is the time. Some of the programs include car buying tips, interior and exterior inspections, a list of common terms used in the automotive industry, explanations of the difference between a warranty and a service contract, the FTC Buyers Guide, just to name a few. “The Car Counselor” also has a Q&A section. It’s a big plus for members who have become Certified

campus. The show’s host had not been

Master Dealers. There is also a section that

named by CBS prior to press time.

lists all CMD’s across the country. This gives

In a bid to capitalize on the booming

consumers direct access to our dealers who

online search markets, three CBS divisions,

have completed our CMD education program

CBS Television, CBS Radio and CBS Outdoor

within the NIADA Foundation.

Has The Internet Outgrown The Internet Department? By David Kain

SHIFTING GEARS Online

David Kain, President david@kainautomotive.com (866) 546-3438 KainAutomotive.com is an automotive training and consulting firm that specializes in Internet marketing and sales training.

Distributing the Internet load is going to be a key challenge for Dealers and General Managers in the next few years.

en years ago when a dealer wished to sell cars online it was actually quite a simple model; Assign a salesperson to the job, buy a computer, buy some leads, make some appointments and sell some cars. This model persisted for the next several years at most dealerships and the marketing actions necessar y to compete online in your local market were actually manageable within an Internet department. When the first dealer and third party Web sites came along that allowed dealers to post “live inventory” it changed the dynamic completely. Automotive shoppers soon realized they could shop outside their local market with greater ease than ever before. It was always difficult for auto shoppers to go outside their market to purchase when their best option was to “call around” and ask what a dealer had in stock. Posting of inventory opened up the market dramatically and put the consumer in the driver’s seat. No longer did

USED CAR DEALER MAGAZINE

JANUARY 2008

the salesperson script “come on in and we’ll get on our locator and find it for you” apply. The Internet provided auto shoppers with their own locator and the shopping and buying dynamics have not been the same since. Internet departments have been evolving ever since and with online sales of new and used vehicles, parts and service increasing every year it has caused a lot of stress and strain on the conventional Internet department model. Initially the role of the Internet manager was to “sell cars” but more and more of their time today is spent solving IT issues, supervising their sales team, working with their lead management and CRM tools, updating their Web sites, developing and managing online marketing actions, running reports and meeting with representatives of various Internet product and service providers. With Internet sales counting for more than 30 percent of total dealership sales at an ever increasing number of dealerships the role of managing the Internet has probably outgrown the Internet department. To maintain a competitive position in the crowded Automotive Internet market a dealer must participate in a variety of online marketing actions: –

Dealership Web sites (both their own and manufacturer sourced sites) • Inventory management (pictures, descriptions and pricing) • LiveChat • eNegotiating

– – – – – – –

eNewsletters Search Engine Optimization Search Engine Marketing Manufacturer sourced leads Third party sourced NEW leads Third party sourced USED leads Online Classified • Inventory management (pictures, descriptions and pricing)

– Online Auctions – Community Bulletin Boards – And on and on and on Not many dealers have the time or the experience to effectively study each of these marketing actions and understand how they can help them grow their business. As a result, they have to depend on their Internet Manager to keep them competitive by studying these

products and services and offering recommendations on what the dealership truly needs in play to stay at the front of the pack. This puts a great deal of pressure on the Internet manager/ director to do effective due diligence to ensure their recommendation is the right one since all of these services require money and in some cases lots of it. It does not help that in most cases these services are truly beneficial and could help the dealership sell more cars. Online marketing has become almost a full-time job in and of itself limiting the amount of time an Internet manager can actually spend supervising and managing the Internet sales team. In order to accommodate the demands of managing the Internet marketing actions the task most often set aside is training of the Internet sales team. Of course, this hurts a dealership both short and long-term and it is critical that the manager have the time to keep their team fully trained on products, processes and tools. Distributing the Internet load is going to be a key challenge for Dealers and General Managers in the next few years. Dealers and GM’s will need to consider adjustments to mission of the Internet department and subsequently to the role of the Internet manager. Some dealerships have solved this issue by dividing the responsibilities and actually creating the role of an Internet sales manager and an Internet marketing manager. In simple terms the Internet sales manager is responsible for the management of the Internet sales team and the selling process including database management while the Internet marketing manager is responsible for all the Internet marketing activities. These are complimentary roles and require a great deal of coordination by both managers to operate smoothly. Dealerships who have moved to this model have the challenge of developing the right compensation plan to allow both roles to be affordable. Another method used by dealers to distribute the work load is shifting the Internet marketing responsibility to the GM or GSM while leaving the responsibility for Internet sales with the Internet manager. This is an attractive model for a lot of dealers because it does not add headcount and it puts the responsibility for Internet marketing with the person who is managing the dealerships traditional marketing. Hopefully your dealership is experiencing good results online and has to adjust to these growing pains. These growing pains are a part of any normal business operation and the better you plan for them today the more likely your dealership will keep pace with the

Turn Your Cell Phone Into A Sell Phone

DEALER Education DEALER Education DEALER Education DEALER Education DEALER Education DEALER Education 12

shopper into a sale.

to make a purchase decision. If the shopper

mobile Web, undecided shoppers no longer

doesn’t have mobile Web access, you may

need to leave your lot to do their homework.

also consider offering Internet access from a

With any Web-enabled mobile device, such

kiosk in your dealership.

as a cell phone, shoppers can now access

Use Mobile Pricing Data to Your Advantage

mobile versions of automotive shopping sites such as Cars.com to read reviews, calculate payments and research Kelley Blue Book

your lot. Assuming your vehicles are priced at

71 percent of all and

Training director for cars.com

41 percent

of U.S. consumers already use their cell phones to

Keep Shoppers on Your Lot with New Mobile Tools

Consumers trust online vehicle pricing data such as Kelley Blue Book. In many cases, these values exceed the pricing of cars on

States are Web-enabled, By Ralph Ebersole

they can gather all the information they need

Thanks to the growing popularity of the

cell phones in the United

DEALER Education

surf the Web.

or below Kelley Blue Book, direct consumers to online applications so they can see for themselves that they are getting a fair deal. As more car shoppers turn to the mobile Web for vehicle information, this trend will bring more opportunities for your dealership to connect with quality, in-market buyers. In addition to using such applications as a closing tool to build confidence with shoppers on the lot, you must also take steps to ensure you don’t turn off mobile consumers. For example, at Cars.com we recommend the following to ensure you’ll be successful with mobile automotive shoppers:

here’s a good chance you've

used-car values. By directing shoppers to

been in this situation before: A

online information sites they know and trust,

shopper changes her mind

you can build potential buyers' confidence

about the car she's considering and

and help them get the information they feel

prepares to leave your store, until

they need before signing on the dotted line.

you offer to show her another vehicle that you believe will meet her needs.

Here’s how to turn your cell phone into a powerful closing tool:

S h e l i k e s t h e c a r, a g r e e s t o a t e s t d r i v e a n d , a f t e r w a r d , s e e m s interested i n t a k i n g t h e n e x t s t e p — o n l y s h e

Save Shoppers a Trip When a shopper gets ready to leave

hasn't had the opportunity to

your dealership stating his or her need to go

r e s e a r c h t h i s p a r t i c u l a r m o d e l o r cal-

home and do more research, offer to save the

culate t h e m o n t h l y

customer the trip. Let shoppers know they can

payment. While you feel confident

do more research right from their phone if they

that you can address these questions,

subscribe to a mobile Web service. (A grow-

some shoppers prefer to negotiate

ing number of consumers subscribe to such

only after they've done their own

services. In fact, 71 percent of all cell phones

homework. So which will it be: deal

in the United States are Web-enabled, and 41

or no deal? Let's take a look at out

percent of U.S. consumers already use their

h o w y o u c a n p u t t h e m o b i l e We b t o

cell phones to surf the Web).

work for you to turn this undecided

USED CAR DEALER MAGAZINE

JANUARY 2008

Direct shoppers to a Web site where

• Keep it fresh: With access to your online inventory right from their phones, shoppers can find the car they want and click to call you for more details, perhaps while en route to your store. Few things will upset these shoppers more than to find out that the car they are inquiring about is no longer available. In the mobile age, it’s critical to keep your inventory fresh. • Be consistent: With online access in hand, it's essential that details such as price and mileage are consistently presented to shoppers, online and off. Imagine a consumer accessing an online listing from his or her mobile phone while standing on

NIADA Legal, Legislative & Regulatory Summary

LEGAL Report

between fuel economy standards for cars and light trucks, and boost their fleet average for both types of vehicles to 35 miles per gallon by 2020. The President has indicated his intent to veto any legislation that includes the merging of car and truck standards. Total Loss Disclosure With the two year anniversary of hurricane Katrina here, along with the hurricane season being in full bloom and many flood damaged vehicles returning to the road, The Passenger Vehicle Loss Disclosure Act remains in the forefront. While the dealer community and most consumer groups are in favor of the legislation, insurers remain opposed to Senate Bill 545 because they claim it does not clearly define “total loss” and that it would be expensive to maintain a database containing the required disclosures.

Federal Regulatory Developments By Keith Whann NIADA General Counsel

FEDERAL LEGISLATIVE ACTIVITY With oil prices rising to record levels near $90 a barrel, it is no surprise that Energy related legislation is a main topic of discussion on Capitol Hill. Vehicle Emissions The White House disclosed recently its position to press ahead with plans to implement tough new vehicle tailpipe emissions, given its skepticism that Congress will pass an Energy Bill this year that increases fuel efficiency requirements. CAFÉ Legislation Automakers and environmentalists alike cite President Bush’s January 23rd State of the Union address and his call for improving the fuel efficiency of vehicles to help reduce gasoline consumption by five percent by 2017 as a driving force in pushing Congress to address fuel efficiency standards. The plan assumes a four percent average annual increase in CAFÉ Standards, but he is opposed to Congress codifying that increase into law. The House has passed a Bill that would keep the two vehicle types separate and increase overall fuel economy to between 32 and 35 mpg by 2022. The Senate Bill, however, would eliminate the current separation

USED CAR DEALER MAGAZINE

JANUARY 2008

California Plans to Sue EPA The State of California has indicated it plans to sue the Environmental Protection Agency for delaying a decision over whether to let the state aggressively reduce car and truck tailpipe emissions. The lawsuits outcome could affect not only the California Law aimed at cutting greenhouse gases, but also the ability of other states to take similar actions creating state-by-state standards for tailpipe emissions. 2008 Fuel Economy Guides Available The U.S. Department of Energy and the Environmental Protection Agency will distribute the 2008 model year Fuel Economy Guide this month providing consumers with information about fuel economy and the benefits of using more fuel-efficient vehicles. This year’s guide contains fuel economy estimates based on updated EPA calculation methods. Copies of the Guide will be available at the NIADA Web site. Other Activity Of Interest In our Nations Capitol, the US Department of Health and Human Services said it may send its 67,000 employees detailed information about fuel-efficient American-made vehicles in the wake of a flap over a government newsletter that touted foreign-made automakers. A spokesperson for the Agency said sharing the research with employees would demonstrate the Agency’s

commitment to energy conservation and support of American automobile manufacturers. Over at General Motors, GM has been working on a new product known as its OnStar Stolen Vehicle Slowdown, which will stop a stolen car in its tracks. Once notified that a vehicle has been stolen, OnStar can send a signal to the car that will reduce the engines power, slowing the vehicle gradually. GM is scheduled to make this service available on 1.7 million vehicles in the 2009 model year. Case Of The Month Our Case of the Month focuses on the Internet. Not one of the vast number of cases growing daily talking about dealership licensing, paperwork, advertising and other issues related to what dealerships do on the Internet, but your use of the Internet. To begin, regarding the business you conduct on the Internet, I want you to ask yourself the following questions: What am I doing? Where am I doing it? How am I doing it? Who am I doing it with? Take a moment to think about it, call a meeting if you like, but write down your answers. Are you merely advertising vehicles, marketing the dealership, establishing a customer relationship, generating showroom traffic, qualifying a customer or are you actually trying to sell a vehicle? Is it being done at the dealership, over the Internet or somewhere else? Do you complete the paperwork entirely at the dealership, or are things done over the phone, in cyberspace and on your Web site? More likely your answer will be you do a combination of things or, it depends. Are you aware that there are often three separate parties, your Dealership, an Internet Provider and the Consumer, all which have different rights, responsibilities and obligations depending upon the relationship. There is an Agreement between the dealership and the Internet provider, there may be an Agreement between the Internet provider and the consumer and there is the Agreement between your dealership and the consumer- it’s called the car deal. What is the outcome of this case involving your dealership and its use of the Internet? Problems or profitability, that is up to you. If you want some help to help make sure profitability and not problems are in store for your dealership, visit NIADA.TV and check out the program in the Compliance Section titled: Selling Over The Internet: Is It Somewhere Over The Rainbow?

Feature Story

By Andy Friedlander

randing

our

ealership

Still, as passionate as some dealers are about their brand, not everyone is convinced the concept is anything more than the latest marketing buzzword.

USED CAR DEALER MAGAZINE

DECEMBER 2007

he revelation came to Tracy Myers one afternoon, as he stood next to a man dressed as Uncle Sam.

The man was his father, Frank Myers, namesake of Tracy’s great-grandfather, who founded the family’s dealership in Winston-Salem, N.C. more than 80 years ago. Frank was dressed up to do a television spot for a tax day promotion when a videographer laughingly suggested that instead of Uncle Sam, they should call him Uncle Frank. “I said, `Hey, that’s pretty cool. Let’s use it,’ “ recalled Tracy Myers, who took over for his father as owner of Frank Myers Auto Maxx two years ago. “So we changed all the lines. Instead of Uncle Sam, we just replaced it with Uncle Frank, again and again. There was an immediate connection. People would come in and say, `Hey, where’s Uncle Frank?’ ’’ And just like that, a brand was born. Now a cartoon version of Uncle Frank, along with the dealership’s slogan, “Everybody rides,” is everywhere -- in TV and print ads, on business cards, calendars, promotional materials -- and his impact has been unmistakable. He has become a familiar icon that has helped push the company’s profile up, resulting, Myers said, in increased sales. continued on page 24

Branding Opportunities For Your Dealership Anthony Underwood spends each morning scanning the local newspaper for branding opportunities. Only they’re disguised as news stories. Maybe there’s a firefighter who saved a family pet from a house fire. Or a man who has worked for a fast-food restaurant for 30 years without missing a day or even being late for work, or a local football hero scoring a couple of touchdowns for his college team. Whatever the occasion, Underwood, owner of Anthony Underwood Automotive in Bessemer, Ala., is always ready to spring into action. He’ll clip the story, mount it on a plaque -- with his dealership’s logo prominently displayed, of course -and present it to the subject of the story in public forum if possible. “That plaque is going to be put up in some prominent place in that person’s business or house, and our logo is going to be right there,” explained Underwood, who readily admits he is fanatical about his dealership’s brand. “And it associates us with a winner. We use our brand concept as a blanket feeling that whatever we’re involved in, it must be OK. It doesn’t take a lot. It takes good timing and you have to have a passion about observing those kinds of things.” Underwood’s undeniable passion spreads far beyond the plaques. The Anthony Underwood logo is everywhere — on countless promotional items such as hats, shirts, calendars, pens and on the attire of Underwood’s salespeople. “I’m always trying to find things I can put our name on that are very cost-effective,” Underwood said. “People like to receive free things. I give them out whenever I can find someone who will wear them. Anyone who is out in the community, out among people, I try to make sure they wear something that belongs to us.” Most important, though, the logo is placed on every car he sells — well, most of them. “I sold my niece a car and she wanted to give the impression that she bought it from the Mercedes store, so she took my logo off,” Underwood said. “She’s not my favorite niece right now.” continued on page 25

USED CAR DEALER MAGAZINE

DECEMBER 2007

BRANDING YOUR DEALERSHIP By accident, Myers had stumbled upon the hot new trend in marketing -- branding. By finding a recognizable image that represents the company and getting it to the public consistently and frequently, he had created something that grabs the attention of car buyers and makes them want to be a part of it. “It’s worked phenomenally for us,” said Myers, named NIADA National Quality Dealer of the Year in 2006. “We fell into it, but once we saw that first commercial -- and it was going to be a one-time thing during tax season -- and we saw the impact it had, we realized we were onto something here. So we started incorporating it into more TV commercials and the rest. A customer actually created our first `Everybody rides’ jingle, then we had it professionally produced. Now we’ve put it everywhere. “I know it’s affected the numbers, because we’ve had growth every year since we went into business.” The concept of branding has been around forever -- think Coca-Cola or Nike -- but these days, the benefits of a strong brand are being discussed and analyzed as never before, and business owners in all industries are exploring ways to make a brand work for them. That includes the used automobile business, though advertising executive Rob Mudd says that a car dealer shouldn’t approach branding the same as somebody selling, say, fast food or sodas. “It’s different for Coca-Cola than for automobiles,” said Mudd, president of Mudd Advertising, a nationwide firm that works with some 4,500 car dealers. “Some people will drink six Cokes a day, and they cost a buck. A car, people will buy once every three and a half years on the low end. So once you buy one, you’re not buying one again tomorrow.” “You always have to be advertising to the people who aren’t in the market today. At any given time, a certain percentage of people are going to be in the market. We just don’t know who they are. So to the 97 percent that aren’t, we’ve got to say something consistent that they’ll recognize every time they hear it. `Oh, that’s them.’ Because one day they will need a car. And when they do come in the market, hopefully, they’re going to remember you, and now, when they hear your message about price and payment, it resonates.” In the Birmingham, Ala., area, the name Anthony Underwood resonates. Since he opened his dealership, Anthony Underwood Automotive in nearby Bessemer, in 1994, Underwood’s brand, symbolized by his ubiquitous logo, has been his passion. Underwood, the 2003 NIADA National Quality Dealer of the Year, has bought into the branding concept wholeheartedly. His logo is prominent on the cars he sells, and it also continued on page 26 24

USED CAR DEALER MAGAZINE

DECEMBER 2007

Branding Opportunities For Your Dealership “This is a serious thing. When people see the logo on the car, they know someone thought enough to put their hard-earned money down to do business with that company. It’s the greatest vote of confidence you can have. A picture is worth a thousand words.” Not that words aren’t important in branding. Tracy Myers, owner of Frank Myers Auto Maxx in Winston-Salem, N.C., uses his “Uncle Frank” character as a visual symbol of the dealership, but he also makes sure his slogan, “Everybody rides,” is in the public’s ears as much as possible. “You’re not getting past that,” he said. “When you’re put on hold, you hear it. All the individual voice mail messages are set up with it. It’s in all our ads. We try to drive them to the Web site, give them our slogan and a reason to do business with us.” Underwood and Myers agree that consistency is the most important part of branding. If the message changes, it is lost in the estimated 3,000 similar messages that bombard each consumer on an average day. Underwood said that point was illustrated by a recent customer who told him why she had come to his dealership. She first saw his logo on a van at church. Then a coworker mentioned Underwood’s dealership. Then she saw the logo on a billboard, and on the back of an acquaintance’s car. “None of those things by themselves compelled her to come and buy a car from us,” Underwood said. “It took four or five different events. Finally, it hit her, and she said, `Wow, I need to go by there.’ It’s not just one thing that gets people in. It’s a number of consistent, positive images.” That consistency, combined with a “call to action” -- the tangible reason a customer should visit, such as price, selection or service -has allowed Underwood, for example, to compete with big factory dealers despite spending a fraction of the $100,000-plus major dealers spend monthly on advertising. “We’ve been able to cut through the clutter and get the results the new-car dealers are getting without having a new-car dealer budget,” said Underwood, who spends about $10,000 per month. “If someone didn’t have a passion and know what they were doing, they could spend a lot more and get a fraction of the results.” And the need for consistency doesn’t stop once a dealer has seen results. “Sometimes people say, `We don’t need to do it anymore because everybody knows us,’ “ said Robb Mudd of Mudd advertising. “As soon as you stop doing it, someone else will take your spot, because people’s memories aren’t that long. Then when the buyer comes back in the market after several years, he doesn’t hear your call to action message anymore because it’s not out there. Someone else will have taken over.”

USED CAR DEALER MAGAZINE

DECEMBER 2007

adorns hats, clothing, pens, datebooks and even on the plaques he regularly awards to people in the community who have accomplished something noteworthy. “I know I see his logo on the backs of cars all the time when I'm riding around,” said one of his rivals, Bobby Skinner of Jim Skinner Ford in Birmingham. “I would say he's pretty big around here.” But Underwood sees his brand as more than just a logo. It‘s a promise to the customer. “It transcends into other things,” he explained. “It’s more than selling a car. It goes to a lifestyle that people want to be associated with. More than anything, you’re creating a feeling. You can buy a car anywhere, but it’s not often you can buy a car, get a good deal and feel good about the whole process. And when you go out into the community, people say, `Man, you got your car from Anthony Underwood Automotive. I’ve heard a lot about those guys.’ “ Consistency is the key, Underwood said. The message delivered must always be the same to get it to stay with the consumer. That applies not only to advertising and promotions, but to the staff as well. The greeters and salespeople at Underwood’s two stores use the same procedure for every customer, every time, to make sure the promises made in the dealerships ads are kept.

USED CAR DEALER MAGAZINE

“People already have a concept of who we are,” he said, “but once they get here, if we can’t perpetuate that, everything is lost. We have to be able to make sure what they expect coincides with what they receive when they come to the dealership. They came here because they felt good about who they think we are. We have to make sure that feeling is carried through in the process of doing business.” To do that, every employee needs to buy into the brand concept to make it work effectively, which can be difficult to accomplish. “We have 40 people working here right now and just getting them on the same page is a challenge,” Underwood said. “We’re trying to train them to have a consistent procedure in place, so when customers come on our lot, we’re consistent with what we do. So each time people get the same feeling about what we do.” Still, as passionate as some dealers are about their brand, not everyone is convinced the concept is anything more than the latest marketing buzzword. Mudd concedes that 90 percent of a dealer’s advertising message should be about the tangible reasons a customer should come, such as price and selection. Analyst Art Spinella of CNW Marketing Research said the biggest factor in creating a recognizable brand for a dealership is the inventory it’s selling -- the fact it specializes in trucks, for example, or cars for less than $10,000.

DECEMBER 2007

That’s the theory John DeMartino, owner of Pic-A-Car in Indianapolis, subscribes too. His small lot, which he started in 2005, has a slogan “You’ll go far with Pic-A-Car” and a catchy name, but what works best, DeMartino said, is his reputation for honesty when it comes to his inventory of older, inexpensive vehicles. “Being a very small operator with a limited amount of advertising, I find my reputation is the best brand I can have,” said De Martino, who has been selling cars for 33 years. “My type of branding is advertising a low price and a fixed monthly payment program. People recognize that. In all my years in the business, I never met an advertising person that understood the car business. Buzzwords aside, price is what gets them in the door.” But those who believe in branding say they have seen the results that comes from consistently beating the drum of a brand and carrying that consistency throughout their operation. Those results have caused dealers who might be on the fence to explore the idea of creating a brand. Among them is Regal Car Sales and Credit, a chain of 11 stores in Oklahoma, Kansas and Missouri, based in Tulsa that is owned by 2007 NIADA National Quality Dealer of the Year, Bob Mulkey. Regal Car Marketing director Mary Kay Humerickhouse has been researching the concept of branding and the company is beginning continued on page 28

to implement it, rallying behind the idea of “Experience the Regal Difference.” So far, she said, it has gone smoothly. “Branding is one of the major points in our marketing plan,’’ Humerickhouse said. “I think we’ve always had a brand out there, long before we even knew we did. Everything I’ve read and heard I feel like we’ve done all along. We’ve developed a logo. No matter what you do, it’s all about being consistent, so when people see your commercials, they know instantly because of your brand.” Because Regal’s operation is so spread out, Humerickhouse said, branding becomes even more important. But it also becomes harder to accomplish, because there are more employees at more locations that must operate in a consistent manner. “We’ve been in Tulsa more than 20 years and people know we’re here,” she said. “But when you move away from that, starting in Wichita or Joplin, where there are other companies that have been there for over 20 years, you have to stand out. You have to figure out what makes you different -- why do they need to come to you? -- and you need to be consistent with that all the time. We do that wherever we are, and it helps.” “The hardest part is that it has to go through everybody. Your sales people, your managers, everyone. You develop a way of doing it, and it has to begin with your sales people when they

USED CAR DEALER MAGAZINE

make the first contact with a customer. They have to know your ideas and your way of thinking, and they have to use it right from the very beginning.” One of the primary drivers of brand loyalty is a consistent experience. If you say a car is going to be ready on a set day, be sure that it is ready. Nothing leaves a bad taste in someone’s mouth like missed expectations. Positive experiences lead to good feelings which lead to word of mouth advertising. You set the direction for your brand but the brand image is determined by your audience. Branding isn’t a one shot deal, it’s an ongoing juggling act of marketing, research and conversation. If you are not tapping into those conversations with your customer, how do you know what their real impression of you is? Brand growth comes from alignment. You have to ensure that your actions, Web site and marketing efforts put for the right image. You have to ensure that all actions and engagements during the sale and post-sale are positive and in line with your desired brand image. Here are ten tips to help you ensure that you are achieving the kind of brand you want for your dealership. To build a successful brand you should: ❚❘◗ Focus on what your business achieves for its customers. Your brand is no good to you if it isn't delivering what customers want.

DECEMBER 2007

❚❘◗ Take ownership of your brand. Pay attention to customers' needs, but you should still control what you want your brand to mean to them. ❚❘◗ Be honest. If you don't believe in your brand, no one else will. ❚❘◗ Keep your brand simple by focusing on a small number of key brand values. ❚❘◗ Be consistent. Every aspect of your business should make customers feel the same way about you. ❚❘◗ Be thorough. Look at all your systems to make sure they help to support your brand. ❚❘◗ Involve employees. Make sure they understand your brand and believe in it. ❚❘◗ Communicate your brand. Make sure every advertisement, brochure and letter helps reinforce the same message. If you have a logo, use it everywhere. ❚❘◗ Meet and exceed what your brand promises. Failing, just once, will damage your brand. ❚❘◗ Manage your brand. Continually look for opportunities to make improvements. And don't be afraid to make changes to reflect shifts in the way you do business or new trends in your market.

Feature Stor y

ADVERSE ACTION

NO T I C E S

Donâ&#x20AC;&#x2122;t Have To Be A Problem For You

The bottom line is, the more influence the dealership has in setting the terms of credit, the more likely it is that a Court will find it had an obligation to comply with the notice requirements under the ECOA

USED CAR DEALER MAGAZINE

DECEMBER 2007

By Keith Whann

NIADA General Counsel

hen Congress enacted the Equal Credit Opportunity Act (ECOA) in 1974, the primary purpose was to prohibit discrimination in credit transactions. For all practical purposes, motor vehicle

dealers have always been considered creditors for this purpose. However, as with any regulatory scheme, that original concept has evolved into something more complex and potentially dangerous for dealers. In 1976, the ECOA was amended to require anyone making a credit decision to provide the applicant with timely notice of any adverse decision. The problem created by the amendments is who is a “creditor” for purposes of providing notice of an adverse action? While the statute and implementing regulations are unclear, Federal Court rulings issued over the past couple of years have placed dealers within this definition. For example, what is required if you merely submit a customer to a direct lender or if you assist a customer in obtaining financing by asking for more money down, requesting he find a co-signer or lowering the price of the vehicle in order to lower the loan-to-value ratio. Even further, what happens if you make a counter-offer that is accepted or rejected? Knowing the answers to these questions can save your dealership substantial time and money. And, let’s not forget, the Fair Credit Reporting Act (FCRA) also requires the sending of a notice in certain situations. At one end of the adverse action spectrum is the referral of a customer to a lender. The Federal Reserve Board of Governors explained that “where the only role a person plays is accepting and referring applications for credit, or selecting creditors to whom applications will be made, the person meets the definition of creditor, but only for purposes of the prohibitions against discrimination and discouragement…for example, where the dealer does not participate in setting the terms of the credit or making the credit decision - the dealer is subject only to §§ 202.4(a) and (b) for purposes of compliance with Regulation B.” Therefore, in situations where a dealer merely submits an application to a lender, if the lender declines the application the lender is the only entity responsible for providing an adverse action notice to the customer. However, as a dealer moves along what one Federal Circuit Court defined as the credit “continuum of participation,” the question of who must provide an adverse action notice gets more complicated. As the dealer moves from no participation in the credit decision, to referring applicants to the decision maker, to final decision making, at some point along the continuum, they become a “participating creditor” subject to the notification requirements of the Act. For example, if a dealer pulls a credit report and does not submit the application to any lenders because it decides the customer won’t qualify for financing from any of its sources, must the dealer send its own adverse action notice to the customer? The Seventh Circuit Court of Appeals in Treadway v. Gateway Chevrolet Oldsmobile, Inc. said yes, holding that a dealership's decision not to submit a potential consumer's credit application to any lender constituted an "adverse continued on page 32

USED CAR DEALER MAGAZINE

DECEMBER 2007

ADVERSE ACTION NOTICES

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explained that when a dealer decides not to send out the application at all, it is making a provide the notice. In terms of a motor vehicle transaction, participating in a credit decision includes restructuring the terms of the sale to meet the concerns of the creditor. For instance, cases hold that participating in a credit decision by insisting on more money down, requesting that the applicant find a co-signer, or lowering the price of the vehicle in order to lower the loan-to-value ratio constitutes a credit decision that may require and adverse action notice. Dealerships are also familiar with participating in setting terms of credit by using an APR higher than the rate upon which a lender would otherwise agree to extend credit. In Padin v. Oyster Point Dodge, a lender that received the customer’s credit application indicated that it would provide financing at an interest rate of 16.99 percent and would allow the dealership to add an additional two percent for having arranged the transaction. The dealership did not negotiate with the lender regarding any other aspects of the proposal in order to obtain the financing, but had the customer sign a Buyer’s Order and Retail Installment Sales Contract that included the two percent Reserve Rate for a total of 18.99 percent. The customer was also given a list of documents he needed to provide to the lender to verify the information on his credit application, including verification of employment. Almost three weeks later, the lender rejected the credit application because it could not verify the employment and income stated. The lender then provided Padin with a notice of its adverse action noting that it had rejected the credit application due to “Credit application/document incomplete.” The Dealership did not provide any written notice of the adverse credit decision. Citing the Treadway continued on page 34

USED CAR DEALER MAGAZINE

DECEMBER 2007

ADVERSE ACTION NOTICES decision, the Court concluded that

notice requirements under the ECOA.

because the lender was prepared to

With these cases in mind, it is important

grant the loan at the “buy rate” and the

for dealers to train employees and clarify

dealership received a benefit from the

their obligations concerning adverse

additional reserve increase, it became a

action notices in the dealership’s policies

“participating creditor” and was required

and procedures manual.

to give notice to the consumer of any adverse credit decision by virtue of a

list of situations where it is more than

higher interest rate being charged than

likely that a dealer must send its own

would otherwise have been required by

adverse action notice: 1) whether

the lender.

pursuant to a spot delivery agreement

Although not uniform, cases have

USED CAR DEALER MAGAZINE

DECEMBER 2007

or otherwise, if the dealer accepts a

held a dealer responsible for sending its

credit application but cannot obtain

own adverse action notice when it only

third party approval for the retail

forwards a customer’s credit application

installment contract and the dealer is

to a bank or finance company for deter-

otherwise unable to provide other

mination, in spot delivery sales, and retail

financing to the potential customer;

installment sales where the dealer signs

2) a potential purchaser seeks credit on

the finance contract as “creditor-seller.”

specific terms, i.e. length of contract

The bottom line is, the more influence the

term, monthly payment, etc., but the

dealership has in setting the terms of credit,

dealer counters with different terms and

the more likely it is that a Court will find it

the customer rejects the counterproposal;

had an obligation to comply with the

To help simplify this task, here is a

continued on page 36

ADVERSE ACTION NOTICES 3) a dealer takes a credit application telephonically and credit is not extended; 4) after reviewing a customer’s credit report a dealer decides that no lender would finance the potential customer and does not submit the customer’s credit application to any potential lender; or 5) a dealer submits a proposed contract to several possible lenders, none of whom offers to finance the deal, and the dealer does not offer financing. On the other hand, there are acknowledged instances when the dealer does not have to send an adverse action notice: 1) the dealer submits a credit application to a lender and the customer accepts the lender’s offer; 2) a customer submits a request for credit on certain terms but the dealer offers credit on different terms than submitted and the customer accepts the counteroffer; and 3) a lender declines to offer credit on an application where the dealer submitted a request for credit consistent with the customer’s application. The Federal Reserve Board has provided sample notice templates that can be modified and used by creditors that are available at http://www.bankersonline.com/ regs/202/202-appc.html. It may also be possible to develop what is being referred to in the industry as a “simplified combination notice.” Dealers wanting to explore this option should discuss the issue with Counsel. Additional information regarding this subject will be available in next month’s magazine and on the NIADA Web site. The information contained herein has been provided by Keith Whann of the Law Firm of Whann & Associates, LLC, and is for general information purposes only. You should contact legal counsel for specific application. Additional information is available at www.KeithWhann.com and www.NIADA.TV.

USED CAR DEALER MAGAZINE

DECEMBER 2007

FEATURE STORY

By Peter Koeppel

Does Your Business Need a

Bo st?

USED CAR DEALER MAGAZINE

DECEMBER 2007

Bl gs P dcasts and

May Be Your Answer

When it comes to blogs and podcasts, the key to success is to be informational.

ust when you think you have it all figured out in terms of marketing your business, along come some new technologies that revolutionize your companyâ&#x20AC;&#x2122;s ability to promote itself to prospects and existing customers. And while most people have heard of these technologies by now, namely blogs and podcasts, few are taking full advantage of what these marketing mediums can offer their businesses. Remarkably, as little as two years ago, blogs and podcasts were viewed as nothing more than places for opinionated people to rant and rave or assert their viewpoint. But today, the tide has changed, and both blogs and podcasts are the most explosive marketing vehicles to emerge since the Internet itself. Consider the facts: BusinessWeek reports that over 40,000 new blogs are popping up every day. And in 2006, the number of podcast feeds exceeded the number of radio stations worldwide, says the CIA World Factbook. What does all this mean for your business? Namely, that you have a wealth of marketing opportunities that require little to no out-of-pocket expense. Use the following suggestions to make the most of your blogging and podcasting efforts. continued on page 40

USED CAR DEALER MAGAZINE

DECEMBER 2007

DOES YOUR BUSINESS NEED A BOOST? Blogs

Blogs are short for “web logs.” They are easy to use and simple to set up, and they are a great format for promoting businesses. Think of a blog as a mini-Web site that you post comments to on a regular basis. Blogs are a powerful medium for delivering information, because when they’re done correctly, the information on a blog comes across as informational and less biased. Consider the following key points: ● Blogs enable you to get consumer feedback in an unfiltered environment. Sure, that can create some challenges, but if you get negative feedback on your blog at least now you can address the issue and be aware of it. So in a sense, a blog is often like an instant focus group. Being receptive to getting customer feedback on your blog positions your company as being accessible and interested in customer concerns. That’s a great selling point in today’s environment. ● Because blogs are updated regularly, search engines like blogs and display them at the top of the search results. Construct your blog properly by using keywords the search engines will pick up within your blog entries. That way, when someone keys in a particular term about your business into a search engine,

USED CAR DEALER MAGAZINE

your blog will come up naturally in the results. This not only helps promote your business, but it also helps position your company as an industry leader. ● Blogs are almost like an online community. Therefore, it’s a great way to talk about your company, its culture, and any industry trends. Blogs provide an easy forum for delivering information to customers about new products or offers, and for building relationships with customers. Likewise, if there were some sort of crisis occurring in the company, it’s a way to get the facts out there so you can deal with the situation quickly. ● To make your blog more relevant and non-biased, reach out to people who will contribute to your blog. In other words, you can have people from within your company post entries, as well as outside experts or customers. Be careful, though, as a blog makes it easy for a disgruntled employee to post information that should not be public knowledge, such as proprietary information or trade secrets. Therefore, if you allow employees to post entries, establish some controls over the content. ● Whatever you do, don’t create fake blog entries, where you pose as a customer or outsider and say wonderful things about the company.

DECEMBER 2007

That approach usually backfires because people see through that. Be honest in all your entries. ● You can find a number of inexpensive blogging services online that can help you set up and maintain your blog.

Podcasts

A podcast is essentially your own radio show on the Web. It’s an extension of a blog, whereby you make your entry more personal because you’re actually speaking the words, not just typing them. Before you dismiss podcasts as something only kids listen to, take note: According to a comScore study, people between the ages of 35-54 make up about half of the podcast listeners, and they are more likely than average to download podcasts. As such, podcasts are a great choice for small businesses because they can help boost the company’s credibility and sales without having to invest much. Consider the following key points: ● The first step to developing a podcast is to think of a unique concept or angle for your show. Since this is essentially a radio show dedicated to your business, you’ll want to give information that relates to your industry or continued on page 42

DOES YOUR BUSINESS NEED A BOOST? company that your prospects and listeners would find informative and entertaining. So if you’re a financial planner, for example, you could do a podcast about wealth or investment strategies. If you own a catering business, you could do segments about easy entertaining secrets. Address the challenges your customers or prospects have and they’ll tune into your podcast. ● Podcasts also allow you to appeal to niche audiences, because you can cover certain topics in more depth. You can make your podcast any length (30 minutes to an hour is common), and you can address specific or even obscure topics that you know your customers will find interesting. ● To actually create the podcast, all you need are recording/mixing software and a microphone. Both of these items are installed on your computer, so there’s no need to go to a recording studio. With the software you can edit your podcast and include intro music. You can even put commercials into your podcast to sell your own products, or sell air space to others and include their commercials. ● The beauty of podcasts is that people can listen to your show over and over, whenever they want. All listeners need to tune in is an mp3 player. And according to recent surveys, over 65 million people worldwide have mp3 players.

USED CAR DEALER MAGAZINE

DECEMBER 2007

● By creating podcasts and being informative, you can quickly become a leader in your industry. Prospects and existing customers who listen to your podcast will likely think of you when they are in need of what you offer or your area of expertise. ● Make it easy for people to find your podcast. You can do that by submitting your podcast to different feed directories, such as FeedBurner or PodcastValley. Blog and Podcast Your Way to Profits When it comes to blogs and podcasts, the key to success is to be informational. You need to give people lots of relevant information in order to keep them reading or listening. Yes, maintaining a blog or doing a regular podcast takes time and discipline. But when you consider the amount of credibility and exposure to new customers these technologies give you, no company can afford not to use these tools as a vital part of their online marketing mix. About the Author: Peter Koeppel is founder and president of Koeppel Direct, a leader in direct response television (DRTV), online, print and radio media buying. Peter is a Wharton MBA, with over 25 years of marketing and advertising experience. Koeppel has helped Fortune 1000 businesses; small businesses and entrepreneurs develop direct marketing campaigns to increase profits. For more information on his company, please visit: http://www.koeppeldirect.com or call: (972) 732-6110.

How To Sell More Right NOW!

SELLING Point SELLING Point SELLING Point SELLING Point SELLING Point SELLING Point SELLING Point SELLING Point

Selling Timeline For Sub Prime Customers -

keep using an A type of selling process while

First impression – Greeting – Rapport –

dealing with C and D type of customers. Recently

Investigation – Determining Buyers Motivation –

I was at a dealership finishing some in house

Transition From Lot To Office – Flip Chart

consulting and sales workshops. We tracked the

Presentation – Credit Application – Pre Approval

different types of customers that were coming

– Service Walk – Select Vehicle – Presentation –

into the dealership and we determined that

Demo – Negotiations – Close – Follow Up

almost 60 plus percent were of special finance caliber. The general manager was looking for ways to increase their sales. It was going to be

By George Dans

were using an A type of credit sales process

george@georgedans.com

when dealing with a C and D credit customer.

George Dans consults with dealers and key decision makers on how to fulfill their dealership vision of sales success and profitability.

In today’s selling arena, the process is changing on how to sell cars, especially while being in the special finance market.

t seems to me that most people want a silver bul-

let when it comes to selling more cars. There isn’t

such a thing for selling more cars is there? I

know they have come up with some sort of magic pill for different types of activity, however when

Look at what happens when you or your fellow salespeople mishandle the selling process:

• Loss of time and profit. • Settled customer on wrong car. • Can’t convince customer to switch to other cars. • Gross is down. • Attitude is down. • Time is wasted. • CSI is horrible. • Customer won’t refer customers to your dealership.

comes to selling more cars, there isn’t a magic pill

• Can’t get to floor traffic.

you can take to sell more.

• Sales process is sacrificed.

Selling cars can be fun or you can make it real

• Salespeople become frustrated

hard. This job gets easy when you get good. It’s

and give up selling for rest of day.

that simple. I can’t tell you how many times I

• Back end profits are sacrificed.

have heard people at dealerships tell me I wish

• Lost sales, lost money, lost customers.

business was better when in fact they should be

• Improper follow up – or no follow up.

saying, “I wish I was better.” Your dealership can go in two directions

They say that knowledge is the frontier of

I know some of you will read this and do something about it, others will glance over it and say, oh that was nice but I'm too busy to keep worrying about falling through the ice, so I have to be cautious. Others will get their selling skills sharpened and realize that will give them the edge over their competition. Yes I know some of you are saying, well we have always done it this way, oh really, if you say that, then you are living in the past with the boys of yesterday. Memories don’t sell cars or win championships; the only thing we can learn from the past is that it happened. The below are great selling strategies to help you sell more right now:

• Put some new plays in – practice new selling word tracts. • Spend 15 minutes a day practicing your skills and maintaining your attitude. • Have a written Unique Selling Process. • Don’t pre qualify your customers out on the lot- quit playing the game called who can buy and who cant buy out on the lot – I promise you will guess more wrong then right. • Aim for above average this year, don’t buy or mortgage the word average, because you might hit it.

which will greatly affect your bottom line. You

tomorrow along with the word change being the

can stay where you are which means you are

fuel to carry you to new heights of profitability.

headed backwards or you can get on the train

With today’s credit challenged customer a

to improving your sales as long as you are

different timeline to the sale must be placed in

you have a month left before the year is over.

willing to improve your people. The easiest

action for you to sell more cars. With our com-

Put your best effort forward along with the

thing in life to do believe it or not is to decide,

panies extensive training and development with

word commitment behind it and before you

but the hardest part is to commit to the decision.

special finance dealerships, let me share with

know it, you will be hoisting the big pay checks

In today’s selling arena, the process is

you the timeline to selling more cars with this

and life will be good again. Until then, make it

valuable and highly profitable customer.

a great selling day.

changing on how to sell cars, especially while 44

being in the special finance market. You can’t

tough to increase sales while their salespeople

SELLING Point

USED CAR DEALER MAGAZINE

DECEMBER 2007

Let’s rack it, the clock is ticking down and

Car Talk

CAR Talk

An auto rental insurance policy should consist of two parts:

Short-Term Rentals Can Lead To Long-Term Success

1. Liability protection from third-party damage

2. Protection from physical damage to your vehicles

Let’s examine each of these parts in depth.

By Ben Donora

Use your existing resources to offer vehicle rentals along with your other retail automotive services.

s an independent auto dealer, you have probably scrutinized your inventory, sales staff and facilities to help answer the question, “How can I add to my operation's bottom-line?” If your management and sales teams have mastered marketing by keeping your traffic steady, and your sales people meet targets for closing ratios and return-customer visits, you may be seeking new options to improve the bottom-line. Many dealers have taken the step of renting their cars and light trucks as a way of utilizing vehicles in their inventory to increase cash flow and providing units for future sale. Before you join these dealers, however, be sure to assess and manage the risks in this type of operation to protect your dealership's financial resources.

Rental Agreement

The single most important part of a vehicle rental operation is the rental agreement, which identifies the transaction terms and conditions. Rental agreements can be purchased through a franchise or association that provides standard agreements and staff training. To minimize your dealership's exposure, it is important that the agreement determines which party is responsible in case of an accident. Some states require the rental car operator to provide insurance, while others allow – or require – the renter to be responsible for insurance. Before launching operations, it is extremely important to consult an attorney who specializes in auto rentals to help determine what your state requires, and how you should best adhere to specific stipulations and statutes. USED CAR DEALER MAGAZINE

DECEMBER 2007

Third-party Liability

Rental vehicles cannot be rented on a dealer plate and must be registered or hardplated. Your state's department of motor vehicle licensing will require you to provide proof that you have third-party liability insurance for every vehicle you register. When consulting with your attorney prior to launch, determine the financial responsibility limits in your state for bodily injury and property damage (to another vehicle or a structure). These limits vary per state and are often represented by the term $25/$50/$10 ($25,000 per person bodily injury, $50,000 per accident bodily injury and $10,000 property damage.) Some states may also require you to purchase coverage in the event the customer suffers bodily injury from an uninsured or underinsured motorist. Other states may require you to purchase personal injury protection or “no-fault” insurance for basic medical costs incurred by your renter or other injured persons. These coverages will be triggered if renters are at fault in accidents causing injury or damage to:

• A pedestrian • An unrelated injured passenger(s) in the rental car

• Another vehicle's occupant(s) • Another vehicle • A structure

Although the financial responsibility limits are relatively low, your rental agreement should ideally transfer the responsibility for payment to the renter if allowed by law. You should have insurance in place to cover any damages in excess of a renter’s personal policy for your own business exposure. For example, if a renter is involved in an accident and the investigation determines it was caused by brake failure on the rental car, the burden of this loss is now on you because as the vehicle owner, you are responsible for its maintenance. Another example of potential liability is renting a vehicle to someone who is not capable of driving it safely – often called “negligent entrustment” – such as renting a vehicle to a person with alcohol on his or her breath. You may wish to purchase an excess policy to address these types of exposures. An excess policy covers accidents over the financial responsibility limits, provides coverage if you are sued due to maintenance or condition of the vehicle you rented, and provides coverage for accidents that happen while you or one of your employees are driving for business purposes. Available limits range from $100,000 to $5 million or more – and excess the typical limit being $1 million. Financial responsibility limit and excess policies are purchased as a package and are typically payable on a per-car, per-month basis.

Vehicle Physical Damage The second part is coverage for physical damage to your vehicles. Physical damage coverage is comprised of collision insurance and comprehensive insurance, which covers damage caused by something other than collision such as fire, wind, hail, theft and vandalism. If renters have their own physical damage coverage in place while using your vehicles, your rental agreement should be designed to transfer the cost of repairs to their insurance coverage. If a renter has no physical damage insurance or coverage that does not apply to a rental unit, you have few options: You can absorb the loss, bring an action against the driver in small claims court or purchase a physical damage policy on each vehicle. If you have a lien holder on your rental vehicles, you generally will be required to purchase your own physical damage coverage. Utilizing your retail automotive market knowledge, creating a quality rental agreement for transferring risks and purchasing quality insurance to manage potential risks are keys to operating a successful auto rental profit center that help add to your bottom-line. About the author Ben Donora has 14 years of auto, truck and RV rental and independent auto dealer insurance experience. He currently is northwest regional sales manager in Portland, Ore. for Zurich North America Commercial.

Marketing Best Practices: Intelligent Prospecting

DRIVING Traffic

By Patrick Colbert Senior Vice President First Advantage CREDCO Automotive & Specialty Markets Division

o you know your prospects’ buying cycle? If not, you should. Too often, dealers launch aggressive marketing campaigns with loosely-defined sales goals – and very little insight – leaving them disappointed with the results. Understanding the quality and potential of your leads can mean the difference between a profitable campaign and a wasted investment. Aligning your marketing program to your prospects’ buying cycle As you know, car buying decisions have become more complex, take longer to close, and involve more consumer research than ever before. At the same time, the volume of “white noise” reaching your potential customers is increasing, as a growing number of marketing messages compete for their time and money. The best way to cut through all the noise – and maximize your car sales – is to make sure your marketing strategy includes intelligent prospecting. That means making sure you’re getting quality prospect leads from your leads provider, and comprehensive reporting tools like a vehicle purchase report. Vehicle purchase reports provide the quickest and smartest way to gain insight into consumer purchasing behavior and buying cycles, so you can understand your prospects and your market. It’s also important to involve your employees throughout the sales program, consistently reinforcing your strategy and sales objectives since they’re the ones actually working your prospects. USED CAR DEALER MAGAZINE

DECEMBER 2007

Insight = Profits There’s plenty to learn about your prospects, and a comprehensive vehicle purchase report is one way to gain insight into them – and their buying patterns. It should come as no surprise that every potential buyer is at a different stage of the buying cycle. The key is understanding where they are in that cycle, gauging their readiness to purchase, then presenting them with the right offer at the right time to maximize your ROI. Fortunately, with the availability of today’s advanced lead generation solutions – that include detailed tracking reports – you’ve got everything you need to ensure a successful marketing campaign. Vehicle Purchase Report A vehicle purchase report should provide comprehensive results based on the leads you purchased for your marketing campaign. Results should feature: • Purchasing trends over 30, 60 and 90 days

• • •

The percentage of new and used cars sold

•

The overall buy rate (percentage of leads that actually purchased a vehicle over the measured time frame).

The makes of vehicles sold Number of overall vehicle purchases over 90 days

“The key to successful marketing lies in having keen insight into consumer buying patterns” You should also expect easy-to-read tables and charts that let you quickly and easily track overall monthly sales activities. Plus, you can gain insight into the top selling new and used vehicles, which can help you adjust your promotions accordingly. With quality leads and the right marketing tools, a well-executed marketing strategy can yield keen insight into your prospects’ buying patterns – and maximize your sales efforts. What does it all mean? Knowledge, as they say, is power. And there’s plenty of knowledge to glean from reporting tools that deliver post-campaign results that help you understand the market, your prospects buying cycle and the overall buy rate. So what can you learn from tracking your marketing results? And how can you leverage this information to maximize your dealership profits? Here are the top three answers:

Know the Market Every campaign should begin with important questions, like “who am I selling to?” and “what are my prospects buying”? Knowing your market and understanding consumer purchasing behavior gives you a measurable advantage when it comes to maximizing your marketing campaign. Campaign tracking reports provide valuable insight into the types of vehicles that are being sold in your market, and shed light on where your prospects are in the buying cycle. Understanding your market means you can develop and improve subsequent sales and promotional strategies to capture as many sales from your lead prospects as possible. Know the Prospect To know your prospect is to know consumer buying patterns! Just how long does a prospect linger in the buying cycle before they purchase? And where are your prospects in the buying cycle – earlier or later? A vehicle purchase report can help you find that out over a 30, 60 and 90-day period. Whether it’s seasonally or economically influenced, gauging sales over a 90-day post-campaign cycle can help you align subsequent promotional offers at just the right time to maximize sales. Know the Buy Rate There is a new benchmark that defines today’s successful marketing campaigns: your buy rate. After all, the overall buy rate on the leads you purchase is the literal bottom line! A comprehensive vehicle purchase report can show you the percentage of prospects that actually purchased a vehicle over a 90-day period. Matching that against your actual sales can help you determine your own buy rate, which ultimately drives your subsequent campaigns and gives your hard evidence of your return on investment. Maximize your ROI In a world where marketing budgets are small and expectations are big, it’s critical to know exactly where your marketing dollars are going, and how your marketing campaigns are performing in order to gain insight into your true ROI. So before you start your next marketing campaign, consider lead solution providers who deliver the complete package, which includes marketing tools to help you measure post-campaign results over 30, 60 and 90 days. Today’s sophisticated marketing tools let you take control of your complete marketing program, including the ability to measure key performance results. And best of all, while you’re fine-tuning your overall marketing strategy, you’ll be paving the way for increased sales, improved lead generation, enhanced brand awareness, and greater customer loyalty. © 2007 First Advantage CREDCO. All Rights Reserved.

Are You Missing Something?

has advantages and disadvantages that should

information, and is waiting for a call, don’t let

be considered heavily before investing.

them down. When I speak with dealers who

If you have a sales staff that is often

CEO of igotmycar.com, inc.,

time they waited too long to call the customer,

beneficial. Giving sales people names of

or they used a service that was non-exclusive.

people to call, keeps them on their toes. You

(Non-exclusive means they send customers to

can hold them accountable for the time they

more than one dealer.)

However, if they get too many negative calls, they may go into a different zone. The calls start sounding like, “Hi, you don’t want to buy a car, do you?” While extreme, it helps

When looking for a lead service, it’s best to get those who fit your budget and inventory.

make the point. Too many negative calls result in a waste of money for the remaining names. The best way to do it is to buy a smaller amount of leads, and distribute them so that only a few calls are made each day. This way, the calls get

ou have the right inventory. You have

made and the attitude stays good.

the lenders. Your advertising is designed

dollar. What can you do to increase the return

200 leads that might generate eight sales or is it better to spend $299 per month to receive two

What can you do to increase the return on investment?

real buyers tailored to your strength? It’s your

get those who fit your budget and inventory. Most services use the same methods of name collecting and delivery. Make sure the one you sign with can provide reports showing the leads you’ve received so that you can track your investment. Customer acquisition services should provide the following. Exclusivity is a must. You should be the only dealer getting the customer information. Customization is critical. Since you will only be getting a few names each month, these people should fit your profile and inventory. Local advertising to create interest is essential. Companies can tell you all about things like search engine optimization and how many hits

hand and lead them to the site, you’ll be a dealer in Arizona getting customers from Maine. Both services are great tools for dealers to use, but they are just tools. Don’t make the mistake of thinking that either one or both of these services will solve your sales issues. If you look at them as additional opportunities, they can

dealership. You do the math.

both provide more than you’d expect.

Can you tell me the difference between a

Using a customer acquisition service is a

lead and a customer? Reading this, I’m sure that

bit trickier. Consider the real difference between

you can. Yet, when comparing sources of poten-

a customer and a lead. If a customer takes the

tial deliveries, many dealers blend the two

time to visit a Web site, read all the information,

together. Leads are names that fit a criterion.

fill out a profile and send it, knowing that a deal-

Customers are today buyers. Leads are often

er will call, they are not a lead. They are a

sold and then resold, customers are exclusive.

ready willing and able buyer. Plus, with a good

Which is better? Should you purchase leads or subscribe to a customer acquisition

USED CAR DEALER MAGAZINE

When looking for a lead service, it’s best to

they get, but if you don’t take buyers by the

to attract. But somehow you feel you're

not getting enough customers for your marketing

had less than stellar results, 90 percent of the

inactive due to slumps in traffic, leads are

someone comes on to the lot.

Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside Industry Inside

When a customer takes the time to fill out all the

of mind, which makes them more effective when

By: John Fuhrman

The danger with this type of service is time.

perhaps should consider doing both. Yet each

making these calls, they get into a selling frame

on investment? Is it better to spend $4,000 on

service? The answer is “Yes.” You can and

spend in the showroom. More importantly, in

Industry Inside

INDUSTRY Inside

DECEMBER 2007

service, you can create a specific profile of the type of customer you like to work with.

About the author John Fuhrman is the CEO of igotmycar.com. He works with dealers who want to use the Internet to increase sales opportunities by obtaining qualified exclusive customers. For a FREE list of the top 10 things to look for when considering a lead services and profiles for customer acquisition services, send your contact information to jfuhrman@igotmycar.com and write “More Customers” in the subject line. If you’d like to take www.igotmycar.com for a free test drive, contact your representative by emailing your state name – i.e. Maryland@igotmycar.com and we’ll sign you up to receive a free real customer.

Talk Tracking To Me

ately—or else run the risk of permanently damaging

made it past corporate or secondary filters, but it

your customer relationship. If you’re manually

is nevertheless a good measure of your e-mail

removing unsubscribers, also be sure to check

list’s “cleanliness.” And since most e-mail service

back on this stat a few days after your campaign,

providers (ESP) charge by volume, it’s best to

as people may not unsubscribe immediately.

keep your list in tip-top shape.

Bounces: The number of attempted

E-mails Opened: Finally—a metric to get excited about! This measures the number of subscribers who opened your e-mail, but note

good way to tell if your list needs further

that many ESPs measure this differently. Some

scrubbing. A hard bounce is an e-mail that is

tools measure subscribers who received the

permanently undeliverable due to address or

HTML version of your e-mail—not the text version.

domain errors. Scrap those addresses from your

Regardless of the exact science used, the open

list if your ESP doesn’t automatically do so. A

rate is the best means of measuring the

By Chris Finnegan

soft bounce is an e-mail that is temporarily

effectiveness of your subject line. If you’re not

Director of Online Marketing for TruePresence

undeliverable due to reasons like a full mailbox

already testing subject lines, try this simple test

or an inactive account. These addresses may

for your next campaign: send out two or more

still be valid to your list, and you may even want

e-mails—same content but different subject lines—

to try resending your e-mail to those addresses

and see which subject line generates the highest

a few days later.

open rate. You’ll begin to gauge what kind of

The key e-mail marketing metrics you need to know.

servers. Unfortunately, it won’t tell you if the e-mail

sends that could not be delivered—and another

Unsubscribers: The number of or auto dealers, e-mail can be a great way to remind customers about maintenance needs and

provide coupons and special offers to

subscribers who asked to be removed from your

mail marketing—and Internet marketing i n g e n e r a l — i s t h a t i t i s t h e m o s t trackable a d v e r t i s i n g m e d i u m o n t h e p l a n e t .

one’s a biggie. It measures the number of subscribers who clicked on a link within your

not, make sure you manually remove them immedi-

e-mail. In other words, how many people found

The beauty of e-mail marketing—

something in your e-mail that compelled them to

and Internet marketing in general—is that it is the most

great deal of tracking and response

trackable advertising medium

tell what’s working, what isn’t, and a d j u s t y o u r e - m a i l c o p y, c r e a t i v e , a n d o f f e r s a c c o r d i n g l y. But as anyone who’s ever wondered what a soft bounce is can tell you, e-mail tracking comes with a language all its own. To help you learn the language, TruePresence has defined the key e-

your next campaign goes out.

USED CAR DEALER MAGAZINE

mail marketing metrics you need to know before

Clicks or Click-Throughs: This

scribers from your e-mail lists. But if your ESP does

To d a y ’ s e - m a i l s e n d i n g t o o l s o f f e r a

data in a relative instant, so you can

messaging resonates with your target audience.

e-mail list. Some ESPs automatically remove unsub-

drive new business. The beauty of e-

Technically Speaking

TECHNICALLY Speaking

on the planet.

take an action? Often, clicks can be measured in greater detail—which subscribers clicked on which links, and then what actions they took from there. Pay close attention to these details; they’ll tell you what’s triggering the purchasing decisions in your customer base. Now that you understand e-mail tracking a little better, your next step is to define the objectives for your e-mail campaign. Do you want to drive repeat sales? Increase traffic to your Web site? Have a higher percentage of customers take advantage of special offers? Or simply build awareness of your dealership? Once you’ve laid out clear objectives, you can identify the key

E-mails Delivered: The number of messages that were accepted by the recipients’

metrics that are most important for you.

Happy tracking! About the author

DECEMBER 2007

Chris Finnegan is Director of Online Marketing for

FINANCIAL Matters

Plan Today, For Retirement Tomorrow

FINANCIAL Matters FINANCIAL Matters FINANCIAL Matters FINANCIAL Matters

retirement), towards defined contribution plans

tougher it is to calculate exactly how much money

(in which the employer and/or employee may

you'll need at retirement. A popular rule of thumb

contribute to the employee's account, depending

is if you earn $100,000 or more annually prior to

on the plan's specifics). As a result, the decision

retirement, you will need almost 70 percent of that

and risk on how to invest pension funds is shifting

amount ($70,000 or more) annually to maintain

from employers to employees -- and many

your standard of living after retiring. Your financial

employees who make their own investment

needs could be greater or smaller, of course,

decisions are inclined to choose low-risk/low-

depending upon your individual circumstances.

return investments. Without greater diversification

Here's a closer look at the compelling forces, which are causing more workers today to recognize the importance of personal savings for retirement: Medical Benefits: In response to soaring

By Anita D. Grossman With Sagemark Consulting, A division of Lincoln Financial Advisors, a registered investment advisor

Setting specific goals is the first step in planning for your retirement.

lanning and saving for retirement, like

cleaning out the attic, may be something

"later" arrives at retirement age, you may not have the financial resources to enjoy your golden years. Long gone are the days when you could expect the traditional sources of retirement income plan -- to carry you through retirement. This is the result of several factors: inflation, longer life expectancies, company cutbacks of medical and pension benefits, and the rising age requirements for full social security benefits. By taking an early and active role in planning for your retirement years, however, you can stay ahead of the game. Building up your personal savings should be at the center of your

retired workers. Companies are making retirees

systemâ&#x20AC;&#x2122;s walls started cracking in the 1980s when

pay a greater share of the premium, tightening

benefits for couples earning over $32,000 were

eligibility requirements, and requiring higher

partially taxed for the first time. Higher Social

deductibles. Some businesses are even eliminating

Security taxes or reduced benefits remain a

retiree coverage altogether. According to a Foster

possibility in the future. So don't rely too heavily

Higgins survey, only nine percent of firms with fewer

on Social Security to bankroll your retirement.

than 500 employees offer coverage to retirees.

Other Factors: Inflation and family needs also can impact your retirement plans. Although

Long gone are the days when you could expect

the rate of inflation has been relatively low in recent years, the long-term effects of even a low inflation rate can eat away at your pension

the traditional sources

investment returns. And saving for your children's

of retirement income --

parents may also erode your savings.

Social Security and your company's pension plan -- to carry you through retirement.

college education bills and caring for your elderly There's no need to panic. But you should start planning for your retirement now. More than ever, it's up to you how large a nest egg you'll have at retirement. To help you determine how much money you'll need to retire on, or to see if your current retirement plan will achieve your goals, consult qualified professionals for retirement planning advice. Disclosure

Pension Benefits: Employer-sponsored pen-

corporate and government retirement benefit cut-

income for many employees. But recent changes

backs. So the sooner you start saving, the better.

may ultimately mean a decline in the standard of living for tomorrow's elderly. One trend is

planning for your retirement. That means figuring

companies' shift, generally from defined benefit

out when you want to retire and what kind of

plans (which promise a specified payout upon

DECEMBER 2007

boomers will begin straining the Social Security Once considered politically untouchable, the

sion plans are an important source of retirement

USED CAR DEALER MAGAZINE

Social Security: A tidal wave of baby

employers are reducing health coverage for their

years to make up for the shortfall caused by

Setting specific goals is the first step in

lower-than-expected standard of retirement living.

system when they start to retire around 2010.

overall retirement planning strategy. Your savings could come under increased pressure in future

however, that strategy may leave them with a

retiree health care costs, many cost-conscious

you figure you'll get to later. But when

-- Social Security and your company's pension

lifestyle you want to have. The younger you are, the

Anita D. Grossman is a registered representative of Lincoln Financial Advisors, a broker/dealer, and offers investment advisory service through Sagemark Consulting, a division of Lincoln Financial Advisors Corp., a registered investment advisor, Sagemark Consulting 1800 Chapel Avenue West Suite 200 Cherry Hill, NJ 08002 Tele: (856) 488-2849. Insurance offered through Lincoln affiliates and other fine companies. This information should not be construed as legal or tax advice. You may want to consult a tax advisor regarding this information as it relates to your personal circumstances.

AUTOMATIC OverDrive

Managing Vehicle Inventory: Full Service or Self Service?

AUTOMATIC OverDrive AUTOMATIC OverDrive AUTOMATIC OverDrive AUTOMATIC OverDrive AUTOMATIC OverDrive

Disadvantages: • Cost. This is the main reason many dealers don’t choose outsourcing. A dealership may pay more to a third-party for services than if the task was assigned to an existing staff member. However, issues such as quality, consistency of the output and the true cost of utilizing existing resources should be entered into the equation. • Control. Dealers often times don’t like to lose internal control and relying on a thirdparty vendor for services they feel can be accomplished in-house.

True Cost Formula Full Service = (amount of per By Glen Garvin

• Cutting Edge. Third-party vendors continually update their equipment and service options to stay competitive. Therefore, dealers will always benefit from, and have access to, the latest technology. New products and methods of marketing vehicles online are being developed all the time, and dealers who outsource can take advantage of the latest trends, sometimes be a beta tester providing insight into the development of or updating of technologies.

General Manager of Dealer Specialties

For inventory management to be successful and realize long-term gains for the dealership, consistent efforts and focus are needed.

hen it comes to managing inventory, dealers are besieged with more choices than ever. Is it better to outsource the task or do it in-house? The fact is dealers’ needs and resources are as varied as the available options, with no absolute right or wrong solutions. The following guidelines may be useful for dealers who need some help determining which solution might be right for them. FULL SERVICE Advantages: • Professional Reps. Vendor representatives are trained and knowledgeable professionals. Photos are excellent quality, vehicle specs are more detailed, and reps know the industry so they include unique options and equipment for all makes and models so each stands out to shoppers. • Frequency and Consistency. Onsite visits are made on a frequent and consistent basis depending on the dealer’s lot size and needs. Industry average and preference is twice a week but more frequent visits are made if the dealership turns vehicles frequently. Consistency ensures more accurate inventory online as well as the execution of the dealer’s program. • Consultations. As industry experts, vendor representatives keep tabs on industry trends, what’s happening in the local market and serve as a sounding board for new dealership ideas. USED CAR DEALER MAGAZINE

DECEMBER 2007

vehicle charge x units per month) + monthly charges

Self Service = monthly charge + labor (hourly wage x .5 hours per vehicle (photo & data collection + upload and processing time) x units per month) + employee taxes and welfare + equipment (computer, camera, connectivity) + turnover and training. SELF SERVICE Advantages: • Cost Savings. The immediate perception of a do-it-yourself model is that it will save the dealer money. Using existing staff, the dealers can assign the tasks of taking photos then uploading them, along with vehicle specs, into an inventory management program. Full-service vendors charge for each vehicle, along with the various other services they provide such as data gathering, window stickers and more. • Control and Flexibility. When a vehicle comes onto the lot, it can be added to the inventory immediately, without having to wait for a third-party vendor to service the lot. Also, many dealers want their vehicles displayed in a particular manner and a “do-it-yourself” option allows this flexibility to be more selective in vehicle display. Disadvantages: • Something’s Gotta Give. If the dealership gets busy, with sales being the number one priority, often times the task of managing inventory will be put on the back burner. Taking

photos and ensuring displayed inventory is accurate and up-to-date can become tedious and time-consuming. • Lack of Follow Through. When a dealer assigns this responsibility to an existing staff member, typically one of two things happens: 1) the person gets distracted by other priorities, which leads to inconsistent inventory management; or, 2) turnover occurs in the dealership and a new person needs to be trained. For inventory management to be successful and realize long-term gains for the dealership, consistent efforts and focus are needed. MORE OPTIONS Recognizing that both full-service and selfservice options have a place, some vendors have come up with creative solutions. Hybrid: More companies these days are offering a combination of full-service and self-service. This allows the dealer to try selfservice, but then to have a full-service “catch up” option in the event that the dealership gets busy or experiences turnover, and is unable to manage inventory in a timely manner. Full-Service with Automation: This option is ideal for dealers who want the advantages of fullservice without having to wait for a vendor representative in order to have their inventory updated. Some full-service companies offer a “poll-n-post” option, where the company polls the DMS every evening, then uses VIN decoding and stock photographs as a temporary posting. Then, when the representative visits the dealership, the postings will be overwritten with the full equipment listings and actual photographs. The important thing to remember when choosing an inventory management option is that content is king. It is always better to post as many photos and as much information about the vehicle as possible. If a dealer chooses a self-service option, they must have the dedicated people and processes to ensure competent and timely execution of the program. Also, the program chosen must be easy and efficient to use. If a dealer doesn’t have the internal resources nor has a history of implementing programs that eventually falls to the wayside, outsourcing the vehicle inventory responsibilities to a full-service vendor would be a better solution. And, no matter which option a dealer chooses, customer service is the most important indicator of a dealership’s satisfaction. To this end, dealers should always take the time to do their research and to get recommendations and referrals from people they trust. About the author Glen Garvin is General Manager at Dealer Specialties, a Dominion Enterprises Company. Dealer Specialties is the nation’s leading provider of vehicle data and photo collection, inventory management, data distribution and window labeling services. It has more than 1,500 partner sites including GetAuto.com, AutoTrader.com, Google Base, eBay Motors, Cars.com, The Cobalt Group and more. Garvin can be reached at (513) 705-2000 or via e-mail at glen.garvin@getauto.com.

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USED CAR DEALER MAGAZINE

DECEMBER 2007

NIADA

NIADA AUTO AUCTION A U T O AUCTION

DIRECTORY LISTINGS DIRECTORY L I ST I N G S GENERAL INFO

The automobile auctions participating in this paid listing are supporters and members of the NIADA. They provide dealers a valuable marketplace to balance inventories and assist dealers in keeping abreast of the used vehicle market. Visit these auctions online by logging onto NIADA’s Web site www.niada.com and click on “Auto Auction Directory” on the Web site menu. LIST YOUR AUTO AUCTION DIRECTORY FOR

6 $75 PER YEAR

Benefits of advertising your auction in the NIADA Used Car Dealer Magazine Auto Auction Directory: • includes monthly magazine listing and auction logo to over 20,000 member dealers and subscribers • includes a free listing on NIADA’s Web site under “Auto Auction Directory” • includes a free link to your auction homepage (if Web site is provided in the listing) With more than 2 million visitors to the NIADA Web site each year, the auto auction directory listings is the third most viewed page after the NIADA homepage. To list your auction in this directory, or for more information, call Chase Tidwell at 817-640-3838.

USED CAR DEALER MAGAZINE

DECEMBER 2007

NATIONAL - ARKANSAS

N I A D A Y

AUTO AUCTION DIRECTORY DEANCO AUTO AUCTION

N AT I O N A L ATC

O N L A N E

4600 Bohannon Drive, Suite 100 Menlo Park, CA 94025 www.atc-onlane.com dealer_info@atc-onlane.com www.atcopen.com ATC Open ATC Dealer Representatives: 1-866-969-0321 www.onlane.com Onlane Onlane Account Managers: 1-866-966-5263

3664 South Oates Street Dothan, AL 36301 334/792-1116 Toll Free: 888/702-9770 Fax: 334/792-1575 www.deancoauctions.com/autoauction.htm Owner: General Manager: Marketing Manager: F/L Manager:

Donnie W. Dean Julie G. Tuttle Heather Brodnacki Mark Hampson

Sale every WEDNESDAY 10:00am. Inop/Salvage Sale 2nd & 4th Wednesday of each month @ 9:30am. Custom Transportation assistance available. Complete Detail and Recon service available. “Customer Service is our middle name.”

Open 24/7 right from your desk, with local and nationwide inventory. Featuring Off-lease, Rental, Fleet and Dealer-Consigned inventory from: Chase Auto Finance Corp., U.S. Bank, Audi Financial Services, Dealer Services Corporation, Honda Finance, Porsche Financial Services, Chrysler Financial, Huntington National Bank, Metro America Remarketing, Mitsubishi Motors North America, Southeast Toyota Finance, Subaru Motors Finance, Volkswagen Credit, Enterprise Rent-A-Car, Avis Budget Group, Hertz, Advantage Rent-A-Car, Dollar Thrifty Group, Vanguard (National and Alamo), and ARELCO (National, Alamo and National Car Sales), CenterOne Financial Services, Charleston Auto Auction, Wilmar, Inc., Automotive Resources International (ARI), Book Auto Leasing Inc., Gallco Sales and Leasing, Madison, Mike Albert Leasing, and Subaru Leasing Corp. With more consignors being added every month.

DEANCO AUTO AUCTION OF MONTGOMERY

M A N H E I M ’S A R I Z O N A AU TO AU C T I O N 3420 So. 48th Street Phoenix, AZ 85040

480/894-2400 Fax: 480/894-0938

General Manager: Dealer Sales Manager: F/L Manager:

John Blobner Dave Verrilli Fabian Ortiz

Dealer Sale Every Tuesday 8:30am. Video Recreational Vehicle and Mechanically Challenged Sale Lane 2. Plus Drive Time at 8:30am in Lane 1. 9:30am Early Bird Sale featuring Wells Fargo and Dealer Consignment Auction Features 6 Lanes. AmeriCredit Financial Services, Remarketing Solution, Westlake Financial, A-L Financial, MV Acceptance, Onyx Acceptance, Arizona Federal Credit Union, and many more. Call for dates for GSA(Government Services Administration). Friday Sale at 9:30am. Lane 1 Dealer Consignment. New Car Trades from New Car Dealers and Fleet Lease. Upgraded Facilities, Close to Sky Harbor Airport and Friendly and Knowledgeable Staff.

6044 Troy Highway Montgomery, AL 36116

334-288-3399 FAX 334-288-7330 www.autoauctionmontgomery.com

Owner: General Manager: Montgomery Manager: F/L Manager: Office Manager: Dealer Sales: Dealer Sales:

Donnie W. Dean Julie G. Tuttle Kelly K. Terrell Phillip Gray Penny Broadway Teresa Lonsdale Cynthia Nelson

Sale every THURSDAY 10:00am. VRS 1st Thursday of each month at 9:30am. INOP Sale 1st Thursday of each month at 9:00am. Dealer Consignment and Misc Fleet/Lease every week. “Come Grow With Us”

A D E SA

B I R M I N G H A M

804 Sollie Drive Moody, AL 35004

205/640-1010 Fax: 205/640-1024 www.adesa.com/birmingham

Gen Manager: Billy Noles Consignment Sales Mgr.: Byron Dement Marketing Manager: Amy Beth O’Brien F/L Manager: Alfie White Factory Accounts Manager: Paula White Mondays Night Consignment - 6:00pm. Every other Tuesday Factory GM - 10:00am. Wednesdays: Salvage - 8:00am. Nuvell/GMAC - 9:00am. Captive Finance, F/L & Consignment -10:00am. Friday Cyberlot Fleet Lease - 11:00am Open Sale Everyday RSA on DealerBlock. Featuring: ARI, Avis Budget Group, B & H Motors, CapitalOne Auto Finance, Compass Bank, Donlen, Drive Financial, Emkay, Enterprise RAC, Fifth Third Bank, Fleet Lease Disposal, GM, GMAC, Hertz RAC, HSBC, K & L Motors, Nuvell/GMAC, PAR North America, PNC, Regions Bank, RSA, SST, US Bank, Wachovia Dealer Services, Wheels Inc., and World Omni/CenterOne.

ARIZONA A D E SA 400 N. Beck Avenue Chandler, AZ 85526

P H O E N I X 480/961-1161 Fax: 480/940-9008 www.adesa.com/phoenix

General Manager: Asst General Manager: Business Manager: F/L Manager: Factory Manager:

Jerry Stiver Dave Metrick John Sutton Debbie Peterson Dick Carter

Mondays Consignment & F/L - 5:30pm. Tuesdays Ford Closed Factory - 9:30am & GM Factory Sale - 9:30am. Wednesdays Salvage Sale - 7:30am. Early Bird Sale/Drawing - 9:00am. F/L & Consignment - 9:30am. Top of the Line Sale - 10:15am (Monthly) Featuring: ARS, BMW-FS, Bank of the West, CapitalOne Auto Finance, Desert Schools FCU, DTG Operations, Enterprise RAC, Fed Lease, Ford Credit, Ford Factory, GMAC/Nuvell, Hertz RAC, Hyundai International Leasing, Mitsubishi Motors, Mercedes-Benz Financial, National/Alamo, NMAC, Prime West Finance, Performance Leasing, RSA, USA Car Rental, Wachovia Dealer Services, and World Omni/CenterOne.

A D E SA L I T T L E R O C K /A D E S A S P R I N G DA L E SAT E L L I T E AU C T I O N 8700 Highway 70 North Little Rock, AR 72117 501/945-2444 Fax: 501/945-2605 Gen. Manager: Bill Smith Asst. General Manager: Phillip Willis Lance Walters Sales Manager.: Fleet/Lease Manager: Mike Davis Springdale Satellite Sales Manager: Donna Johnson 479-725-1330 Fleet/Lease and Consignment Every Thursday in Little Rock at 9:00am. Weekly Tuesday Satellite Auction in Springdale, AR at 9:00am. Bi-weekly Wednesday Live Auction at Landers/UAG in Benton, AR at 1:00pm. Inoperative Auction Every Other Thursday 8:00am. Recreational and Specialty Auction Every Thursday in Little Rock at 8:45 am. Heavy Truck and Equipment Auction Monthly. Contact Angela Sims for dates and times. Featuring: VRS-CAC, Arvest Bank, Drive Financial, Americredit, ARI, GE Capital, Avis RAC, Enterprise RAC, Simmons Bank, PAR Remarketing, SST Remarketing, Americredit, HSBC, Key Bank, and Arkansas Federal Credit Union. AFC Financing. On-Site Restaurant. Airport Shuttle Service. Full Service Detail Dept. Body Shop. Title Services. On-Site Mechanic Shop. Local/Nationwide Transport.

M A N H E I M ’ S G R E AT E R A U T O AUCTION OF PHOENIX 201 N. 83rd Avenue Tolleson, AZ 85353-3323

623/907-7000 800/449-4749 Fax: 623/907-7099

www.manheim.com General Manager: Greg Lawson Asst. General Manager: Ken Boothe Auction Manager: Kathy Hagan Marketing Manager: Alicia Carr Total Resource Auction Manager: Tracy Long 2800+ Units Per Week

ALABAMA

ARKANSAS

Sales every THURSDAY. Total Resource Auction 8:00am. Early Bird 8:30am. Fleet Lease/Repos/Rentals and Consignments 9:30am. DaimlerChrysler Factory Sales every other Tuesday 9:30am. Major Accounts: Bank of America, Chase, Wells Fargo, FED Lease, Wachovia Dealer Services, HSBC, Long Beach Acceptance, GE Remarketing, CitiFinancial, Centennial Leasing, Fireside Thrift, Franklin Capital, Vanguard Car Rental, Avis Budget Group, National Phoenix, Enterprise Rent-ACar, DT Credit Corp., Barco, County Financial, Subaru, Toyota, Suzuki. “Experience the Difference”

C E N T RA L A R K A N SA S AU TO AU C T I O N I N C . 205 Foster Drive P O Box 250 Beebe, AR 72012

501/882-6447 Fax: 501/882-5008 caaa@sbcglobal.net

General Manager: Business Manager: Operations Manager: Dealer Relations: Title Specialist:

Delane Hooten Debi Hilton Neal Smith Kim Miller Jackie Brannon

Consignment Sale every Wednesday 9:30 a.m. Featuring exclusive offering of Auto Credit (a subsidiary of Cavenaugh Auto Group), Bank Repos, New Car Trades, Consignment vehicles. 400 plus units in 3 action packed lanes. Transportation Available, Reconditioning service, Certified Lane. Open Mon-Fri. 8 a.m. to 5 p.m. One of the most experienced auction staff in the industry. The only place to be "Every Wednesday 9:30 a.m."

USED CAR DEALER MAGAZINE

DECEMBER 2007

N I A D A A

CALIFORNIA

CALIFORNIA A D E SA

G O L D E N

A D E SA GAT E

18501 West Stanford Road Tracy, CA 95377 209/839-8000 Fax: 209/834-2939 www.adesa.com/goldengate General Manager: Asst. General Manager: F/L Manager: Consignment Sales Manager: Marketing Manager:

Gary Mobley Ken Garbez Jeff Hoyt Roy Hawkins Aileen Billdt

Tuesdays Consignment & F/L - 9:00am. Thursdays Top of the Line Sale - 9:30am (Every 4th Thursday) DaimlerChrysler Sale - 10:00am (Every other week) GM Closed Sale - 10:00am (Every other week) Subaru 10:00am (Call for dates) Salvage Sale 3:00pm. Night Sale - 5:00pm. Featuring: AmeriCredit, Avis Budget Group, Bank of the West, Chase, DaimlerChrysler – Factory, Chrysler Financial, DTG Operations, Emkay, Enterprise RAC, Fox RAC, GE Capital, General Motors, GMAC, Hertz RAC, Honda Remarketing. HSB, Lease Plan, MercedesBenz Financial, Mitsubishi, NMAC, Porsche Financial Service, SAAB Financial Service, Subaru, Suzuki, Triad, US Bank, VCI/Audi Financial, Vanguard Alamo/National, Wells Fargo Auto Finance, West Lake Financial, Wheels Inc., and World Omni/CenterOne.

SAC RA M E N TO

8649 Kiefer Blvd. Sacramento, CA 95826

916/388-8899 Fax: 916/388-0838 Fax on demand: 800/917-2858 www.adesa.com/sacramento

General Manager: General Sales Manager: F/L Manager: Operations Manager: Marketing Manager:

Jim Sale Laura Seek DeAnn Flora Waylon Tipton Elise Rogers

Thursday Consignment sale - 9:00am. Tuesday Booksheet Sale - 12:30pm (Weekly) RV Sale - 9:15pm (Monthly 1st week) In-Op - 8:30am (Monthly 1st & 3rd week) Featuring: Auto Nations, Big Valley Ford, CapitalOne Auto Finance, CarMax, Donlen, Downtown Ford, Drive Financial, Elk Grove Auto Group, Folsom Auto Group, Future Auto Group, Lithia Auto Group, MercedesBenz of Eldorado Hills, Mike Daugherty Chevrolet, Thompson Auto Group, and Zamora Group.

A D E SA

SA N

D I EG O

2175 Cactus Road San Diego, CA 92154

619/661-5565 Fax: 619/661-9470 www.adesa.com/sandiego

A D E SA

LO S

A N G E L E S

11625 Nino Way Mira Loma, CA 91752

951/361-9400 Fax: 951/361-0595 www.adesa.com/losangeles

General Manager: Assistant General Manager: F/L Manager: Sales Manager: Factory Manager:

Scott Stalder Chad Ruffin Jose Arroyo Jesse Estrada Cheryl Toler

Monday “Bid Now” 11:00am - 12:00pm (PST) Tuesday Fiesta - 3:00pm Low end Consignment. Friday Consignment 9:30am. Toyota Financial Services 9:00am. ADESA LiveBlock Sales -9:00am. Everyday “Buy Now” - 24/7. Featuring: Advantage RAC , Altura Credit Union, Bank of America, Citi Financial, CPS, Emkay, Enterprise RAC, Fireside Bank, HSBC, Lexus Financial Services, PAR North America, Suzuki, Toyota Financial Services, Wachovia Dealer Services, and World Omni/CenterOne.

General Manager: F/L Manager: Sales Manager: Marketing Manager:

BRASHER’S SACRAMENTO AUTO AUCTION 6233 Blacktop Road P.O. Box 73000 Rio Linda, California 95673 916/991-5555 Fax: 916/991-5445 www.brashers.com E-mail: sacramento@brashers.com Tuesday 8:45am. Ford Sale Thursday 10:00am (as scheduled) GSA and Public Sale Friday 10:00am (as scheduled) John Brasher Rex Roden Rich Newey Steve Burrows Rod Davis

Featuring: Ford, ARI, Wells Fargo, Wachovia Dealers Services, Ford Credit, Enterprise, Hertz, PHH, Mike Albert Lease, RSA, Wheels and many others. 14 lanes.

USED CAR DEALER MAGAZINE

DECEMBER 2007

C A R M A X C A L I FO R N I A 12800 Tuckahoe Creek Parkway 888/804-6604 Richmond, VA 23238 Fax: 888/607-0530 www.carmaxauctions.com CarMax Buena Park 6100 Manchester Blvd. Buena Park, CA 90621 Every Monday 2:00pm

CarMax Roseville 1450 Eureka Rd. Roseville, CA 95661 Every Monday 10:00am Here are just a few of our great benefits! • DEALER-ONLY auto auctions • 97-100% sales rate • Conditional announcements • Exceptional customer service FREE, One-time National Registration Free, One-time registration allows you to attend any CarMax auction across the nation. Dealer only auctions held every week! Our auctions are conducted by professional, licensed auctioneers and are held in numerous CarMax locations across the country. For a complete list of dates and times please visit us at www.carmaxauctions.com.

MANHEIM’S SAN DIEGO AUTO AUCTION 4691 Calle Joven Oceanside, CA 92057-6042

760/754-3600 Fax: 760/754-3690 www.manheim.com

General Manager: Asst. General Manager: Dealer Sales Manager: F/L Manager: Operations Manager:

CarMax Duarte 1131 Central Ave. Duarte, CA 91010 Every Monday 10:00am

Scott Smith Chris Vitale Judy Centanaro Wanda Joy Dennis Leffler

Pick Up & Delivery — Yes, unlimited. • 75 Acre facility, 8 auction lanes, completed reconditioning facilities. Hosting auctions every Wednesday @ 9:30 featuring Penske, Hoehn, Bob Baker, Hertz, Hyundia, Enterprise, Westlake and more. Doors open @ 7am Wednesdays for pre-inspections. • Variety of inventories: Highline, Frontline, Salvage, Green Light, Red Light, Certified, and more. • Manheim San Diego sells over 70% of our units every week…that means FRESH INVENTORIES, not re-runs! Averaging 1300 units weekly. FOR MORE INFORMATION CONTACT OUR MARKETING TEAM AT (760) 966-5731.

Dale Mcilroy Jeff Kirkpatrick Mike Murray Lori Armistead

Tuesdays Consignment - 12:30pm (Monthly Second Tuesday) Thursdays F/L & Consignment - 9:30am. Featuring: Advantage RAC, A L Financial, AmeriCredit, CapitalOne Auto Finance, Credit West Financial, Donlen, Drew Ford, Drive Financial, Enterprise RAC, Fireside Bank, First Union, Fleet Lease Disposal, KIA Consumer Affairs, Lobel Financial, North County Group, PAR North America, Regional Acceptance Corp., Suzuki, Triad, Wachovia Dealer Services, and Wheels Inc.

President: General Manager: Nat’l Accts. Manager: Nat’l Accts. Sales: Gen. Sales Manager:

MANHEIM’S CALIFORNIA AUTO AUCTION 1320 N. Tustin Avenue Anaheim, CA 92807 Phone: 714-996-2400 Fax: 714-985-8357 www.manheim.com General Manager: Asst. General Manager: Asst. General Manager: Asst. General Manager: Fleet/Lease Manager: Dealer Sales Manager: Online Manager: Marketing Manager:

Tim Van Dam Bob Spears Darren Teague Richard Steffy Mitchell Ogas Mike Marzicola Jessica Mitchell Art Norman

AUCTIONS: Every Wednesday @ 9:00 AM, Anaheim Every Thursday @ 2:00 PM, Thousand Oaks Every Other Tuesday @ 2:00 PM, Santa Ana FLEET LEASE ACCOUNTS: Bank of America, DriveTime, Enterprise RAC, Freelance, Lobe, Redline Remarketing, TRIAD Financial, Wachovia, Wecom and more. View our sales calendar, pre-sale inventories and Simulcast sales @ Manheim Online.

M A N H E I M S O U T H E R N C A L I FO R N I A AU TO AU C T I O N 10700 Beech Ave. Fontanta, CA 92337

909/822-2261 Fax: 909/854-2286 www.scaacars.com

General Manager: Russ Norris F/L Manager: Michelle Guthmiller Dealer Sales Manager: Jesse Nelson Factory Manager: Sheri Lewis Mktg/Customer Svc. Mgr.: Kristine White Wednesday: Ford Sale @10:00am, GM Sale @ 9:00am, Alternate Weeks. Thursday: Open Sale @ 9:00am. 10:30am Heavy Truck Sale Once a Month. 11:30am RV/BoatSale Twice Per Month. 1:30pm Tow & Salvage Sale Weekly. General Sale Featuring: Ford Credit, Honda Finance, Hertz, Fox RAC, Chase, Enterprise RAC, Hyundai, Dollar/Thrifty Group, Avis, Budget, C.I.T. Group, GMAC, Mike Albert Leasing, Bank of theWest, CitiFinancial, Bank of America, Wells Fargo Auto Finance, Donlen Corp, Subaru. Lot hours for viewing vehicles7:00am to Dusk. Call the auctuon for current listings. Must Show proper identification.

P R I M E AU TO AU C T I O N 20151 South Main Street Carson, CA 90745

310/380-4686 Fax: 310/380-4672 www.primeautoauction.com

General Manager: Lew Beshoff Dealer Sales and F/L Manager: Lionel Freitas Sr. Oliver Domagas Controller: Consignment sale every Friday at 10:00am. Featuring 6 lanes with1200+ vehicles. Specializing in new car dealer trades, bank repos, fleet and off-lease vehicles. Complete Recon and Certified facilities, transport, available 24 Hr. Access Pickup & Delivery, 10 minutes South of LAX.

COLORADO ADESA COLORADO SPRINGS 10680 Charter Oak Ranch Rd 719/391-6600 Fountain, CO 80817 800/334-6331 Fax: 719/322-9521 www.adesa.com/coloradosprings General Manager: Sales Manager: F/L Manager: Consignment Manager: Marketing Manager:

Greg Norman Chris Stevens Danny Johnson Kenny Paradeis Chris Stevens

Thursdays Video Salvage - 8:45am. Consignment - 9:00am. RV & Toy Sale (Last Thurs. of the Month) Featuring: AmeriCredit, ARI, CapitalOne Auto Finance, Drive Financial, Honda Remarketing, Hyundai Motor America, ENT Federal Credit Union, HSBC & CitiFinancial Auto., PAR North America, PH&H, RSA, Suzuki, Triad Financial, VCI/Audi Financial, Wachovia Dealer Services, Wells Fargo Auto Finance, Westlake Financial, and Wheels Inc.

S O U T H E R N AU TO AU C T I O N 161 South Main Street P.O. Box 388 East Windsor, CT 06088

(860) 292-7500 Fax: (860) 292-7598 www.saa.com

Owner: Vice President/Operations: National Sales Manager: Factory Manager: Dealer Sales Manager: Marketing:

Larry Tribble Rick Nadeau Jeff Gaetz Doug Briggs Tom Munson Jim Dodd

Closed GM & Chrysler Auctions - Every other Tuesday at 10:00am. Fleet Lease and Dealer Consignments Every Wednesday at 9:30am Open to all dealers. Accounts: AmeriCredit, ARI, AVIS, Bank of America, Capital One, Chrysler Financial Services, Citi Financial, Dollar Thrifty, Donlen, Enterprise, Ford Credit, GE Remarketing, GMAC, Honda, Hyundai, Infi niti, Lease Plan, M&T Bank, Mitsubishi, Motor Lease, Nissan, Nuvell Financial, PHH, Saab, Subaru, Uhaul, Volvo, and Wheels. Celebrating our 60th Year as an Independent!

Management and Sales Contacts: President: Steve Yancoskie General Manager: Karen Greenbacker Controller: Debbie Mezza Sales Manager: Tony Fedock Sale Information: Live sale: Thursday. 4 Lanes of Action. Doors open: 9am. Auction kickoff: 6:45pm. Special Services: Recon Services. Transportation Available. Floor Plans Available. Floor plans by: DSC, AFC, MAFS, and Pinnacle

A D E SA

DISTRICT OF COLUMBIA C A P I TA L AU TO AU C T I O N 1905 Brentwood Road, N.E. Washington, DC 20018 202/269-3361 www.capitalautoauction.com dc@capitalautoauction.com Manager: National Sales Manager:

Gordy Zaritsky Roger Bryan

Sales every Saturday 11am. Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.

FLORIDA ADESA

JACKSONVILLE

O C A L A

540 S.W. 38th Avenue Ocala, FL 34474

352/351-5100 Fax: 352/620-8955 www.adesa.com/ocala

General Manager: Controller:

Eric Clippinger John Schaefer

Fridays-RAC, New & Used Dealer Consignments & Repos - 10:30am. Boat & RV Sale - 9:00am. March 23, April 20, May 18, June 22, July 20, August 17, September 21, October 19, November 16, & December 21. Featuring: Automotive Fleet Management, Bank of the West, Fleet Lease Disposal, First National Bank Of Miami, First Tennessee Bank, Florida Credit Union, GE Consumer Finance, Huntington Bank, Key Bank, M & T Bank, National City Bank, PAR North America, Regions Bank, RSA, Suncoast School Credit Union, Walden Leasing, Wells Fargo & Many More.

SA RA S OTA

6005 24th Street East Bradenton, FL 34203

A M E R I C A N AU TO AU C T I O N 203/626-0500 Fax: 203/626-0501 www.amerautoauction.com

A D E SA

CONNECTICUT

Contact Information: 419 S Cherry St Wallingford , CT 06492

Auction Manager: Asst. General Manager: Controller: Commercial Acct. Mgr.: Fleet Manager:

941/756-8478 Fax: 941/756-7546 Bill Cieslak Luke Dietrick Joe Boselli Mike Lewis Cheryl Holmes

The newest addition to the ADESA auction family! Factory Sale Thursdays. Regular Consignment Fridays 9:30am 6 Lane Auction, 80 Acres. Complete Reconditioning, Shop and Mechanical Repair Facilities Transportation, Pick up service available (local and national) Closest Major Airport: SARASOTA/ BRADENTON International Airport. Featuring: DaimlerChrysler Factory, Chrysler Financial, Hyundai, World Omni/Center One, Dollar Thrifty, Triad, Alamo, Huntington, National Bank, Enterprise, APEX Fleet, ARI. Directions to ADESA Sarasota from Sarasota/Bradenton International Airport (SRQ) Go West on Airport Circle toward Bradenton Conn. Turn left onto University Pkwy. Turn left onto US301 N. Turn left onto 63rd Ave. E. turn right onto 24th St. E. End at 6005 24th St. E. Total Distance: 5.76 miles.

CALIFORNIA - FLORIDA

N I A D A Y

G U L F S TAT E S AUTO AUCTION, LLC 6615 Mobile Hwy. Pensacola, FL 32526-1264 850/944-1945 Fax: 850/944-8482 www.gulfstatesaa.com Owner: Dealer Sales Manager: Fleet/Lease: Office Manager:

Dewayne Musick Vicky Mann Melissa Murphy Jeanette Lee

Home of the "New Dealer trades"!! 700+ weekly dealer consignments in 5 lanes. 28 day float available to approved NIADA members, also "in house" floor plan. Come see why Pensacola is better on Tuesday's. Sale every Tuesday at 9:30am. 700+ weekly dealer consignments running in 5 lanes. Nationwide transportation available. Home of the New Dealer Trades!!!

MANHEIMâ&#x20AC;&#x2122;S CENTRAL FLORIDA AUTO AUCTION Central Florida: 9800 Bachman Road Orlando, FL 32824 407/438-1000 GM Auction Operations GM Service Businesses Asst. General Manager: Asst. General Manager: Asst. General Manager: Sales Manager: Fleet/Factory Manager:

Butch Herdegen Tony Markese Jeff Modjeski Ellen Westpfahl Barry McCammon Noel Kitsch Nick Queitsch

Sale Every Wednesday 9:00am featuring Total Resource Auction at 8:30. Nite Sale at 2:00pm. 3500+ units weekly on 235 secured, paved acres. Complete Frontline Services and top of the line shops. Portfolio of clients include: America Honda Finance Corp, Acura Remarketing, Audi Financial Services, Bank of America, CitiFinancial Auto, DTG Operations, Enterprise, Royal Rent-a-Car, Donlen Corporation, GE Remarketing, Volkswagen Credit, Mitsubishi Motors, KIA Motors America, Mercantile Bank, Wheels Inc., PH&H, SunTrust, Consumer Portfolio Services, EZ Rent-a-Car, Regional Acceptance Corp, Wachovia Bank, CitiFinancial Auto, Capital One Auto Finance, DriveTime & Flamingo Finance and more.

11700 New Kings Road Jacksonville, FL 32219

904/764-1004 Fax: 904/768-0029 www.adesa.com/jacksonville

General Manager: Asst. General Manager: General Sales Manager: F/L Manager: Marketing Manager:

Andy Clauss Jeff Raynor Randy Overstreet Heather Marston Margie Hester

Tuesdays Heavy Duty Truck & Equipment Sale - 10:00am (Monthly) Night Sale 6:00pm. Thursdays Consignment - 9:00am 600+. Fleet/Lease - 9:00am 200+. Featuring: Auto Credit, BB & T, CHASE, CNAC, Donlen , Drive Financial, DriveTime, DTG Operations, Emkay, Enterprise RAC, Fleet Lease Disposal, GE Consumer Finance, Long Beach Acceptance, MARKONE Financial, PAR North America, Volvo, Wachovia Dealer Services, Wheels Inc. & Many More.

A D E SA 3225 North 50th St. Tampa, FL 33619

TA M PA 813/620-3600 www.adesa.com/tampa

General Manager: Theo Jelks Asst General Manager: John Saullo F/L Manager: Debbie Stokes Dealer Consignment Mgr.: Margaret Mcginn Marketing Manager: Nancy Olds Mondays In-Op Sale - 3:00pm. Fleet/Lease - 3:45pm. Consignment - 4:30pm. Wednesdays. Kia Factory Sales - 10:00am (Monthly) Featuring: ARI, Bay Gulf Credit Union, Budget Trucks, CitiFinancial Auto, CU Auto Source, Donlen, Drive Financial, DriveTime, DT Credit, VRS/Credit Acceptance, PAR North America, KIA, Suncoast Schools, Federal Credit Union and Wachovia Dealer Services.

USED CAR DEALER MAGAZINE

DECEMBER 2007

N I A D A

FLORIDA - GEORGIA

MANHEIM FLORIDA AUTO AUCTION OF ORLANDO 11801 West Colonial Drive Ocoee, FL 34761 1-877/888-FAAO www.faao.com General Manager: Allan Wilwayco Auction Manager: Jeff York Assistant General Manager: Jeff Thomas Assistant General Manager: Tim Sherk 22 Lane Sale every Tuesday at 9:00am Chase, CIT, Chevy Chase, Daimler Chrysler Remarketing, Dollar Thrifty Automotive Group, GMAC, Honda Remarketing, Hyundai, Hertz, Lexus Financial Services, Porsche, Toyota Financial Services, Enterprise Rent a Car, World Omni, RSA, Avis Budget Group.

MANHEIM’S LAUDERDALE- MIAMI AUTO AUCTION 5353 South State Road 7 Davie, FL 33314 General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: Dealer Sales Manager:

954/791-3520 Fax: 954/791-3522 Doug Kramer Ed Molina Warren Whittaker Frank Costa Bill Bucceri

Tuesday 9:00am. Friday 9:00am.

M A N H E I M ’S ST. P E T E AU TO AU C T I O N 14950 Roosevelt Blvd. Clearwater, FL 33762 727/531-7717 Toll Free: 877/993-9964 Fax: 727-539-0912 www.manheim.com General Manager: George Ruiz Asst. General Manager: Todd Janego Dealer Sales Manager: Jeff Epperson Marketing Manager: Vicki Lopez F/L Dealer Sales: Angell Derridinger Office Manager Colleen VanFleet 1000 vehicles every Thursday @ 4:00pm including over 500 new car trades. Discover why dealers throughout the country have said we have THE NICEST, CLEANEST $2,000$10,000 VEHICLES in Florida. Free gifts and transportation assistance to first time buyers. Only 20 minutes from Tampa International Airport. Ask about our Mobile Sales.

USED CAR DEALER MAGAZINE

M A N H E I M ’S W E ST PA L M B E AC H AU TO AU C T I O N , I N C . 600 Sansbury Way West Palm Beach, FL 33411 561/790-1200 Toll Free: 866/889-7222 Fax: 561/798-0774 www.wpbaa.com General Manager: Ron Parker Steve Balco Asst. General Manager: Asst. General Manager: Ray Petrino National Accts. Manager: Lori Kuhn Dealer Sales Manager: Cheryl Lally Weekly Consignment Sales, Thursday 9:30am. featuring AmeriCredit, Center One, Chevy Chase, Fifth Third, Wheels, ARI, Emkay, Wells Fargo, Enterprise, KIA, National City Bank. Monthly Exotic Highline Sales, Wednesdays 9:30am. featuring Mercedes Benz Credit, Mercedes Benz USA, BMW of North America, BMW Financial Services, Jaguar/LandRover and Porsche Financial.

SA N FO R D AU TO D E A L E R S E XC H A N G E 2851 St. Johns Pkwy Sanford, FL 32772 407/328-7300 407/843-3690 Fax: 407/321-4466 www.sanfordautodealers.com General Manager: Joe Killory, ext. 112 Asst. GM: Richard Galway, ext.113 Fleet/Lease Mgr.: Greg Badal, ext. 136 Tuesday 2:00pm. Brand New State-of-the-Art six lane facility featuring 2000+ units every Tuesday. Specializing in new car dealer trades, bank repos, fleet and off-lease vehicles. Cocoa Auto Dealers Exchange “CADE” 500 Cox Road Cocoa, FL 32926 321/636-2233 Fax: 321/636-9212 Every Thursday at 5:00pm. Specializing in new car dealer trades, fleet and off lease vehicles and dealer consignments.

GEORGIA A D E SA

AT L A N TA

5055 Oakley Industrial Blvd. Fairburn, GA 30213 770/357-2277 Fax: 770/774-0995 www.adesa.com/atlanta General Manager: Operations Manager: Factory Manager: Marketing Manager: F/L Manager:

Jason Brinkley Justin Carpenter Lisette Montanez Rocky Marciano Lisa Chapo

Tuesday - 10:00am DaimlerChrysler Remarketing (Every Other Week) Wednesday - 10:00am Fleet Lease . Dealer Consignment. Chrysler Financial (Every Week) In-Op Sale 9:30am (Every Week) Friday Public Sale 6:30pm, Preview Begins - 4:30pm. Featuring: AVIS Budget Group, DaimlerChrysler – Factory, Drive Financial, Emkay, Chrysler Financial, DTG Operations, Enterprise RAC, Lease Plan, MDS, Nuvell, PAR North America, Vanguard Alamo National, and Wachovia Dealer Services.

TA L L A H A SS E E AU TO AU C T I O N 140 Capital Circle SW Tallahassee, FL 32305 850/878-6200 Fax: 850/942-9830 FOD: 800/305-0745 taa@bscamerica.com www.bscamerica.com/dealers/Tallahassee General Manager: Ginger White Assistant GM/Marketing: Lori Camper Operations/Fleet Lease: Mark Carter Dealer Sales: Kyle Williamson Sale day: Friday @ 11:00am EST. ALL lanes broadcast live via simulcast, specializing in new car dealer trades, bank repos, fleet, and off lease vehicles. Monthly promotional sales featuring Wachovia Dealer Services, Automotive Fleet Management. Mechanicallychallenged sale every other Friday @ 10:30am. Visit us at bscamerica.com for run lists, promotional information and driving directions.

DECEMBER 2007

AT L A N TA AU T O AU C T I O N 4900 Buffington Rd. College Park, GA 30349

404/762-9211 800/856-6107 Fax: 404/669-5817 www.atlantaautoauction.com General Manager: Asst. General Manager’s: Markt Specialist:

Greger Roner Jim Mumford, Ed Cahir Ryan Mason Melissa Peppers

Monthly Exotic Highline. Featuring: BMW Financial Services, BMW of North America, Land Rover of North America, Saab Financial, Mercedes Benz Financial, Saab Cars USA, Inc., Chase Automotive, VW Credit/Audi Financial, Jaguar. TRA Sale Every Thursday 8:30 am. Weekly Thursday Sales 9:00am Featuring: Honda Financial, Fidelity National Bank, GMAC, Remarketing Services of America, Inc., Wheels Inc., Chase Auto Finance, Budget, Avis Rent A Car, Enterprise, World Omni/Southeast Toyota Finance/Center One Financial Services, Bank of America, National City Bank, HSBC, Vanguard, Wells Fargo Financial, Chevy Chase and 1800+ Dealer Consigned Vehicles Weekly, Factory Sales Include: GM.

V. I . P. AU C T I O N S V E H I C L E I N V E N TO RY P RO F E SS I O N A L S Professional. Fast. Proven. 302 Orchard Lane Clarksville, GA 30523

678/919-7130 Fax: 678/919-7917 www.myvipauctions.com Owner/CEO: Helen Smith 678/919-7130 Auction Manager: Jim Smith 404/226-8638 Operations Manager: Tom Stone 678/919-7130 Redefining The Automotive Remarketing Process Every other Monday at 3:30PM. Call for Sale Locations. Proudly Serving Metro Atlanta Franchise Dealers for over 12 years! “The sellers AND buyers both win.V.I.P. knows how to turn inventory.”- Gene McDonald, Founder of The Black Book. The first and only mobile, onsite remarketing Auction featuring live mobile-cast bidding designed exclusively by V.I.P. powered by OnLine Ringman.

“World’s Largest Independently Owned Night Sale”

A Servnet Auction 62

MANHEIM AUCTIONS OF GEORGIA Come to Atlanta for a week of sales.

BISHOP BROTHERS AUTO AUCTION 2244 Metropolitan Pkwy. Atlanta, GA 30315

404/767-3652 800/759-3652 Fax: 404/766-2180 www.bishopbrothersautoauction.com info@manheim.com

General Manager: Asst. General Manager: F/L Manager: Marketing Manager: Dealer Sales Manager:

Ben Shurling Joel Holloway Kristie Knaggs Melissa Peppers Mark Warren

Dealer Consignment Sale Every Tuesday 11:00am. Disabled Sale 2nd & 4th Tuesday of the Month 9:00am. Featuring: GE Remarketing, Drive Time, Vehicle Remarketing Services, Drive Financial, Automobile Acceptance Corp., Quality Fleet Services, Georgia Financial, Remarketing Solutions, Wells Fargo, and Dealer Consigned Vehicles 1400+ units weekly! US Marshal Sale 2nd Tuesday Each Month at 3:00pm.

N I A D A U

GEORGIA DEALERS’ AUTO AUCTION 7205 Cambellton Rd. Atlanta, GA 30331

404/349-5555 Toll Free: 888/766-7144 Fax: 404/349-9951 www.manheim.com

Pete Palmer General Manager: Assistant General Manager: Todd Mathis Assistant General Manager: Jason Blake Dealer Sales Manager: Michael Moates Jamie Masdon Operations Manager: Fleet Lease Manager: Krystal Bilbrey Pood Bergkessel Marketing Manager: Monthly factory sales featuring: Ford, Mazda, Toyota Financial Services, Hyundai, Suzuki. Tuesday 9:30 am Start Open Sales: Ford Motor Credit, ARS, Mazda American Credit, Hyundai/Hyundai Motor Finance, Nissan, Infiniti, Citi, Peaks, Enterprise Rent A Car, Wachovia Dealer Services, US Bank, Hertz, Economy Rent A Car, Toyota Financial Services, Suntrust, Center One, Americredit, Suzuki/Nuvell, Capital One, Remarketing Solutions, SST, Lease Plan, Condor Capital, American Suzuki, HSBC, World Omni. 900+ Dealer Consignment Units Weekly In-op Sale 1st & 3rd Tues @ 8:30. All lanes live on simulcast Mobile sales services OVE.com Online Vehicle Exchange Buy & Sell 24/7

ILLINOIS C A R M A X

I L L I N O I S

12800 Tuckahoe Creek Pkwy Richmond, VA 23238 888/804-6604 Fax: 888/607-0530 www.carmaxauctions.com

M A N H E I M ’S A R E N A AU TO AU C T I O N 200 West Old Chicago Drive Bolingbrook, IL 60440 630/759-3800 Fax: 630/759-9668 General Manager: Jimmy Compton Asst. General Manager: JD Daniels Dealer Sales Manager: Lou Palermo Laura Dunklau F/L Manager: Dealer Consignment and Fleet/Lease every Tuesday starting at 9:00am. 1,300 Consignment Units/1,000 Fleet/Lease Units. Fleet/Lease Accounts: Household Finance, DaimlerChrysler Services, GM Open Sale, Wells Fargo, AmeriCredit, Harris Bank, Thrifty, PAR, Onyx, Remarketing Solutions, Great Bank, Enterprise, Emkay. GM Closed Factory and DaimlerChrysler Closed Factory at 10:00am. (on alternating Thursdays).

CarMax Schaumburg 250 E. Golf Rd. Schaumburg, IL 60173 Every Monday at 2:30pm CarMax Tinley Park 18800 S. Oak Park Ave. Tinley Park, IL 60477 Every other Monday at 10:00am Here are just a few of our great benefits! • DEALER-ONLY auto auctions. • 97-100% sales rate. • Conditional announcements. • Exceptional customer service. Visit www.carmaxauctions.com today for more information.

INDIANA ADESA INDIANAPOLIS 2950 East Main Street Plainfield, IN 46168 317/838-8000 800/925-1210 www.adesa.com/indianapolis General Manager: Dave Emerson Assistant General Manager: Kathy Hopkins Jeff Brinkley F/L Manager: Roger Huegerich Monday - 1:00pm DCX Factory (alternating) Tuesday Consignment - 9:00 am. Boat/RV sale - 12:00pm (2nd Tues. of the month) Top of the Line - 9:30am (Once a month) State Sale - 3:00pm (3rd Fri. of the month) Wednesday - 10:00 am. GM factory (alternating) Ford Factory (alternating) Featuring: ARS, CapitalOne Auto Finance, Chase, DaimlerChrysler – Factory, Chrysler Financial, DTG Operations, Enterprise RAC, Fifth Third, Ford Credit, Ford Factory, Hertz RAC, General Motors, GMAC, Huntington, SAAB, Mazda, National Car Sales, Nuvell, RSA, Toyota Financial Services (Fleet), US Bank, VRS/Credit Acceptance, Wells Fargo Auto Finance and World Omni/CenterOne.

Jeff Brinkley Bob Skotzke Kim Perkins

Wednesdays Consignment - 3:30pm. Featuring: Centra Credit Union, Fleet Lease Disposal, Ford Motor Credit and PAR North America.

AU TO

AU C T I O N 219/865-2361

Contact: Mike Dean Serving Indiana & Illinois. 30 minutes from Chicago Loop. 1300 vehicles weekly Salvage: Wed. @ 1:00pm. Consignment: Friday @ 10:00am. Fleet/Lease: Friday @ 10:00am. Serving most major insurance, lease, banks & rental car companies. DYER TRANSPORT INC. Contact: Brian Chalik 219/322-2993 M A N H E I M F O R T WAY N E

3110 South Post Road Indianapolis, IN 46239

260/422-9577 800/437-0327 www.fwva.com www.truck-auction.com Steve Balco Rick Weaver Tim Ronan Aaron Roth

8-Lane Dealer Only Sale Every Tuesday @ 9:00am. Cars, vans, pick-ups, SUVs, RVs, boats, motorcycles and more. Bi-weekly Government & Repo Sales @ 9:00am; BiWeekly heavy duty truck sales @ 10:00am. Monthly Salvage Sale -call for dates. Monthly Float Sale - 3rd Tuesday of month. Over 200 Fleet Lease units from major lenders every week: Wheels, Inc, LeasePlan, Enterprise, AVIS Budget Group, Schmidt Rental Lease, Northeast Auto Marketing, West Lake Financial and many more. Promotions and prizes every week! MAFS Financing. Full Title Services. Frontline Force paint, body & mechanical reconditioning services. On-Line Vehicle Exchange. Transportation Services. Post Sale Inspection. Airport shuttle - call to arrange pick-up. On-site restaurant. 24/7/365 drop-off and security.

888/354-8299 317/862-8622 Fax: 317/862-8623 FOD: 866/422-2227 www.manheim.com

General Manager: Dave “Crockett” Allen Fleet/Lease: Charlie Jordan Fleet Lease and Consignment Sale: Tuesday 12:30pm, Heavy Duty Truck Sale (Monthly) Tuesday 10:00am, TRA / INOP Monthly @ 11:30 a.m. , Power Sports Sale 1st Wednesday Every Month 9:00am, Honda O.V.E. Sale Monthly. Fleet Lease Accounts: Ace, Donlan Leasing, Heritage Acceptance, Honda Financial Services, Lease Plan, South Trust Bank, Westlake Financial, Coca-Cola, Main Source Bank, Tidewater Finance, Walden, Enterprise, HSBC, Harley – Davidson Financial Services, U.A.C.C., J M & E TCS Inc., Space Coast Credit Union, Finance Center FCU, Auto Financial Group, Harris Bank, Professional Financial, U – Haul Technical CenterLeasing and many more.

MANHEIM LOUISVILLE 5425 Highway 31 Clarksville, IN 47129

3600 E Washington Blvd Fort Wayne, IN 46803

General Manager: Sales Manager: HD Truck Manager: F/L Manager:

MANHEIM INDIANAPOLIS

812/526.9731 Fax: 812/526.9734 800/339-9731 www.adesa.com

General Manager: Operations Manager: Controller:

DY E R

M A N H E I M ’ S G R E AT E R CHICAGO AUTO AUCTION 20401 Cox Avenue Matteson, IL 60443 866/271-GCAA(4222) 815/806-GCAA (4222) Fax: 815/806-9705 www.greaterchicagoautoauction.com General Manager: Art Soudek Asst. General Manager: Tim Reynolds General Sales Manager: Gary NIchols Dealer Service Manager: Rachel Shields F/L Sales Manager: Mary Casey Every Thursday Ford Motor Credit at 9am. Fleet/Lease and Dealer Consignment at 9:30am. Fleet/Lease Accounts: Avis Budget Group, Bank of America, Chase, Enterprise, Ford Motor Credit, GE Remarketing, Hertz, Honda Financial, Mazda, Mitsubishi, Nissan, Wachovia Dealer Services, Volvo, Wells Fargo and World Omni. Ford and Nissan Factory Sales on Tuesdays call for dates.

I N D I A N A 11490 US 31 North Edinburgh, IN 46724

641 Joliet Street Dyer, Indiana 46311

CarMax Hillside 101 N. Wolf Rd. Hillside, IL 60162 Every other Tuesday at 2:00pm CarMax Naperville 3320 Odyssey Ct. Naperville, IL 60563 Every other Monday at 10:00am

GEORGIA - INDIANA

812/283-0734 Fax: 812/283-5852 www.Manheim.com

General Manager: Assistant General Manager: General Sales Manager: Dealer Sales Manager: TRA Manager:

John Deck Tom Givens Lori Hammond Mark Harris Rob Spickard

TRA Sale every second and fourth Tuesday of the month at 9:00 a.m. Tuesday 9:30am. Featuring: Drive Financial, Fifth Third Bank, Remarketing Services of America, ARI, General Acceptance Corp., American Honda, Honda of America Manufacturing, Honda Manufacturing of Alabama, Wachovia Dealer Services, Budget, Hertz, Tri-State Financial, Federated Financial, and more.

WO L F E ’S AU TO AU C T I O N S 3 Locations / 3 Weekly Sales www.wolfesautoauctions.com Bi-Weekly Monday VB2, 2:00pm Tony R. Wolfe 812/425-4576 Tuesday, Terrehaute 12:00pm Mike Edwards 812/238-1431 Wednesday, South Bend 1:30pm John Stumpf 574/289-7767 Thursday, Evansville 9:00am Mark Watkins 812/425-4576 Large Weekly Dealer Consignments. Weekly Fleet, Lease & Repo Sales. Weekly Salvage Sale. Bi-Weekly VB2 Internet Sale. 24 Hour Pickup. Transportation Available.

USED CAR DEALER MAGAZINE

DECEMBER 2007

N I A D A

IOWA - MICHIGAN

A D E SA

D E S

LO U I S I A N A’S 1 S T C H O I C E AUTO AUCTION

IOWA 1800 Gateway Dr. Grimes, IA 50111

M O I N E S

18310 Woodscale Road Hammond, Louisiana 70401

515/986.1200 Fax: 515/986.1201 www.adesa.com/desmoines

General Manager: Asst. General Mgr., F/L Mgr.: Marketing Manager.:

Greg Koepfer Jeff Lisle Jill Emmert

Tuesdays-Video Salvage - 8:45am. Consignment - 9:00am. $200 Early Bird Drawing (Progressive) Featuring: AmeriCredit, CapitalOne Auto Finance, Drive Financial, RSA, VRS/Credit Acceptance, Wells Fargo Auto Finance and Wachovia Dealer Services.

985/345-3302

Fax: 985-345-5735 lafcaa@lafcaa.com www.lafcaa.com General Manager: Auction Manager: F/L Manager: Marketing Manager:

John Poteet Don Sistrunk Linda Castillo Georgianne Poteet

Consignment Sale Tuesday 9:00AM. Online Sale Tuesday 10:00AM powered by AWG. 33 acres, 4 lanes, 500+ cars weekly, floor planning, reconditioning, transportation, 24 hour secured site, video recorded sales, Auto IMS, Auction Access, convenient location between Baton Rouge and New Orleans LAFCAA has the cars you need! See you in the Lanes!

A D E SA

Tuesdays-Night Sale - 6:30pm (Second Tues. of the Month) ThursdaysConsignment Sale - 10:00am Chase. Featuring: Community Trust Bank, Enterprise RAC, Huntington National Bank, PAR North America and Toyota Financial Services.

MANHEIM’S NEW ORLEANS 61077 St. Tammany Ave. Slidell, LA 70460 985/643-2061 Fax: 985/726-9508 (Main) General Manager: Asst. General Manager: Dealer Sales Manager: Fleet/Lease Manager: Marketing Manager:

Mike Browning Raymond Fields Kevin Rembert Vanessa Faciane Stephanie Dumas

Fleet/Lease sale every other Tuesday at 2:00pm. Consignment Sale Wednesday 9:00am. TRA Sale: Every other Monday at 9:00am. Full Service Reconditioning Facility serving the following rental & fleet accounts: Enterprise, Hertz, AVIS, Dollar/Thrifty Group, Wells Fargo, GE Remarketing, ARI, Lease Plan, Griffin Tire & Battery, Vehicle Remarketing Services, and World Omni.

LOUISIANA ADESA SHREVPORT 7666 Highway 80 West Shreveport, LA 71119

318/938-7903 Fax: 318/938-7960 www.adesa.com/shreveport

General Manager: Tim Adams Assistant General Manager: Stan Reed Factory Manager: Angela Benson Marketing Manager: Tonya Thomas F/L Manager: Darren Darnell Wednesday-In-Op Sale - 8:30am. Consignment Sale - 9:00am. GM/GMAC 9:00am (Featuring LiveBlock) Fleet/Lease 10:00am (Featuring LiveBlock) Tuesday-GM Factory sale - 10am (bi-Weekly) Featuring: Advantage RAC, Avis Budget Group, DTG Operations, Enterprise RAC, GM/GMAC Remarketing, GTB, Hyundai Motor Finance, HSBC, Nuvell Vehicle Remarketing, PAR North America, Remarketing Solutions, Wachovia Dealer Services and Wells Fargo Auto Finance.

USED CAR DEALER MAGAZINE

General Manager: R. Charles Nichols Asst. General Manager: Chuck Wenzel Dealer Contact: Michelle Nichols-Neff Thursdays 8:30am PHH, CenterOne/World Omni, M&T, Wells Fargo, Bank of America, Wheels, ARI, GSA, State 7 County Units, Major New Car Dealers Trades. Salvage – Liberty Mutual, Avis, Enterprise, and More. Simulcast Sales.

DECEMBER 2007

5001 Beech Road Temple Hills, MD 20748 202/269-3361 www.capitalautoauction.com th@capitalautoauction.com

123 Williams Street, P.O. Box 1 North Dighton, MA 02764-0001 508/823-6600 Fax: 508/823-0006 www.manheim.com http://www.americanaa.com/

Manager:

Gordy Zaritsky

Sales Tuesday and every other Thursday 10am; every Saturday 9am - Noon. Internet auction every week 3pm, go to www.capitalautoauction.com now to register and log in, IT'S FAST, IT'S EASY, and IT'S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.

B O STO N

63 Western Avenue Framingham, MA 01702

508/626-7000 Fax: 508/626-7111 Fax-on-Demand: 888/293-5249 www.adesa.com/boston

General Manager.: Asst General Manager: General Sales Manager: F/L Manager:

Tuesdays Top of the Line Sale - 9:30 am (Monthly) Toyota Pre-Certified “Bid Now” “Buy Now”on-line Sale - 1:00pm (Monthly) Wednesdays Ford Factory Sale - 10:00am (Bi-weekly) Thursdays GM Factory Sale 10:00 am (Bi-weekly) Toyota “Bid Now” “Buy Now” on-line Sale (Weekly) Fridays Salvage Sale - 7:30 am (Weekly) Consignment - 9:00 am (Weekly) Toyota Factory - 9:00 am (Monthly) Featuring: Acura, ARI, ARS, Chase, Enterprise RAC, Ford Credit, Ford Factory, GM Factory, GMAC, Hertz, HSBC, Lexus Financial Services, Mazda, Mercedes-Benz Financial, SAAB Financial Services, RSA, Toyota Financial Services, VPSI, VCI/Audi Financial and Wells Fargo Auto Finance.

A D E SA 77 Hosmer Street Acton, MA 01720

C O N C O R D 978/263-7400 Fax: 978/263-7842 www.adesa.com/concord

General Manager: Asst General Manager: F/L Manager: Sales Manager: Operations Manager:

General Manager: Asst. General Manager: Asst. General Manager: Sales Manager: Recon/Body Shop Manager:

Tim Hoegler Joe Metro Mike Schaefer Paul Nadeau Fred Morse

Sale Tuesday 9:00am. Thursday 6:30pm. Total Resource Auction Sale Tuesday’s @ 11:30am. Featuring: Dealer Consignment Vehicles, Hertz, Mitsubishi Motors, Chrysler Services, PHH, Cendant, Lenders Fleet Services, Household Finance, Enterprise R-A-C, Dollar R-A-C, Compass, AMI, ARI, Wells Fargo, Plus many more… Providing Full Recon and Body Shop Facilities, Sale day instant estimate, Pick up and Delivery Services. Full Service restaurant Factory Sales: DaimlerChrysler - Monday’s @ 11:30am. GSA - Thursday’s @ as scheduled. 12 LANES OF AUCTION ACTION! Check out our Simulcast sales.

Jack Neshe Liz Morich Chris Carli Aaron Roy

AU TO AU C T I O N O F B E L A I R 410/879-7950 Fax: 410/893-1515 www.bscamerica.com

MANHEIM’S AMERICAN AUTO AUCTION

MARYLAND

803 Bel Air Road Bel Air, MD 21014

C A P I TA L AU TO AU C T I O N

A D E SA

L E X I N GTO N

General Manager: Jason Martin Asst General Mgr. & F/L Mgr.: Todd Lomison Marketing Manager: Patty Sands General Sales Mgr. & F/L Mgr.: Chad Hall

MASSACHUSETTS

KENTUCKY 672 Blue Sky Parkway Lexington, KY 40509 859-263-5163 www.adesa.com/lexington

Mike Caggiano Bob Haluska Brandon Auger Bill Macintyre Napoleon Delacruz

Wednesdays - 9:30am Dealer Consignment & F/L. Suzuki Sale: Monthly. KIA Sale: Monthly. ADESA IMPACT - 1:30pm Salvage Sale (Weekly) Featuing: ACT Leasing, American Suzuki, ARI, CitiFinancial Auto, Donlen, Drive Financial, Emkay, Enterprise RAC, Fleet Lease Disposal, GE Remarketing, Kia Motors America, PAR North America, U-Haul, VRS/Credit Acceptance, Wachovia Dealer Services, Wheels Inc. and World Omni/CenterOne.

MICHIGAN A D E SA 6956 Lansing Road Dimondale, MI 48821

L A N S I N G 517/322-2444 800/513-7006 www.adesa.com/lansing

General Manager: Jeff Thomas General Sales Mgr. & F/L Mgr.: Mike Kirila Wednesdays Consignment - 9:30am. Featuring: Drive Financial, CASE Credit Union, Consumer Portfolio/Seawest Financial, LAFCU, MSU Credit Union, PAR North America, Systems & Services, VRS/Credit Acceptance, Wachovia Dealer Services and Wheels Inc.

A M E R I C A N V E H I C L E AU TO AU C T I O N , I N C . 4266 Dove Rd Port Huron, MI 48060 810/388-9000 Toll Free: 866/388-2822 Fax: 810/388-9900 www.american-vehicle.com Owners: Michael Haddon & Josie Haddon General Manager: Gus Jones Operations Manager: Jeff Karpinski Dlr. Contact/Off. Manager: Candace Stasik Sale every Tuesday @ 4:00pm. VB2 Sale every Monday @ 3:00pm . Featuring: CFS Savings Bank, Bank Repo's, New Car Dealer Trades and Dealer Consignment . Services include: VB2.com offsite dealer sale, Reconditioning, Transportation, AFC floor planning The Auction that puts the Dealer 1st . Floorplanning by AFC, DSC, MAFS & Auto Use.

FLINT

AUTO

AUCTION

3711 Western Road Flint, MI 48506-2385

810/736-2700 800/284-0034 Fax: 810/736-3351 Fax-On-Demand: 800/329-7352 www.flintaa.com

President: Vice President: General Manager: Dlr. Contact:

Bill Williams, Jr. John Luce Lawrence Cubitt Vicky Coons

Wednesday 9:00am. 1,800-2,200 total vehicles including 700-800 late model trucks. Dealer consignment, Rentals, Off/Lease & Repo units featuring: Avis/Budget Group, Donlen, R/S Centrix, Citizens Bank, Enterprise Rent-A-Car, GM, Harris Bank, Fleet Lease Disposal, Southgate Leasing, Motor City Co-Op, Credit Union, National City Bank, Oxford Bank, Eastern Fleet Remarketing, Remarketing Solutions, Republic Bank, SST, VRCG Inc, E&A Credit Union, Oakland County, Sutton Leasing, United Bay Credit Union, Vanguard-National/Alamao, Yark Leasing and many more...GM Factory Sale- 9:00 a.m. alternating Wednesdays, GMAC Open SaleEvery Wednesday at 9:00 a.m.

MANHEIM’S D E T R O I T AU TO AU C T I O N , I N C . 600 Will Carleton Road Carleton, MI 48117 General Manager: Asst. GM. Admin: Asst. GM. Ops: Office Manager: General Sales Manager:

734/654-7100 Fax: 734/654-7164 Jim Elliott Pam Sackey Fred Montero Robin Roberts Dan Stone

2000-2300 total vehicles Every Tuesday 9:00am. Ford Credit, Chrysler Financial Open Sale, General Motors Sponsored Open Sale, Enterprise, RSA First Union, Kia, House Hold, CenterOne Remarketing, Service Solutions and Dealer Trades. Red Carpet Lease Extra Step Sale Exclusively for Ford Lincoln Mercury Dealers as Scheduled. Thursday 10:00am. As-is sale bi monthly on Tuesday at 1pm, import sale once a month, TRA Sale twice per month, Honda twice per month, Toyota every Tuesday, along with all 12 lanes offering simulcast 3.0. Alternating General Motors and DaimlerChrysler. Complete state-ofthe-art recon, paint/ body and mechanical shops on site. Transportation available, 24 hour security and gate check-out. SUPERIOR CUSTOMER SERVICE!

M I N N E S O TA ABC MINNEAPOLIS, LLC 18270 Territorial Road Dayton, MN 55369 763/428-8777 Toll Free: 888/255-8777 Fax: 763/428-6906 www.auctionbroadcasting.com Managing Partner: Managing Partner: Fleet Manager: Dealer Sales: Office Manager:

Jay Fahrendorff Chuck Eck Todd Devries Sam Rambow Joni Linn

Tuesday 10:00am. Featuring: Honda Financial Services, Hyundai Motor America, American Suzuki, GE Remarketing, WFS Financial, Wheels Inc., PHH, Credit Acceptance VRS, Triad Financial, Marketwise Solutions, LeasePlan USA, Enterprise RAC, World Omni/CenterOne, Mike Albert Leasing.

MANHEIM’S MINNEAPOLIS AUTO AUCTION 8001 Jefferson Highway P.O. Box 408 Maple Grove, MN 55369

19865 Telegraph Rd. Romulus, MI 48174

General Manager: Ass’t General Manager: Operations Manager: Institutional Manager:

Jeff Karpinski Michael Haddon Michael Giordano Dawn Howard

Special Services: Recon Services, Transportation. Floor Plans Available Special Sellers: DFCU Financial, Monroe Bank & Trust, American 1 Credit Union. Michigan First Credit Union, Kellogg Community Federal CU, Society of St Vincent DePaul, Purple Heart Car Donation Program, Car Program LLC Driving directions: Go to www.greaterdetroitautoauction.com for complete driving directions

M A N H E I M ’S N O RT H STA R AUTO AUCTION INC. 4908 Valley Industrial Blvd. North Shakopee, MN 55379 952/445-5544 888/445-2277 Fax: 952/445-6773 General Manager: Sales Manager: F/L Manager: Factory Manager: Office Manager:

Jerry Aman Sue Samuelson Rod Dubbe Charlie Morse Debbie Heinz

Bi-weekly General Motors Factory Sale Tuesday 10:00am. Monthly on Wednesday @ 4pm-$4000 and under. Thursday 9:00am. (featuring over 1500 units weekly) Consignment. Fleet/Lease: A Macfrugal/Thrifty, AMI, ARI, Avis RAC, Discount Car & Truck Rental, Donlen, E-Trade, Emkay, Enterprise, Executive Fleet Services, Farm Credit Leasing, Fleet Lease Disposal, Ford Motor Credit, GE Capital, GMAC, GSA, GTB, Hertz Corp, IFM, Key Bank, Kia, M&I Bank, MoI Bank, Marketwise, National Car Rental, Northeast Auto Import, PH&H, RSA, Remarketing Solutions, SST, Saxon Leasing, U.S. Bancorp, U-haul, Wells Fargo plus many more. 8 lanes, 24 hour Security, Covered Parking for 900+ cars, Unlimited Pick-up and Delivery, State-of-the-art Reconditioning Facility, Corporate Hotel Rates, Fax-onDemand (888) 800-5754. Airport Pickup.

800/622-7653 763/425-7653 Fax: 763/493-0310 (Main) Fax: 763/425-5914 (Factory) http://www.minneapolisautoauction.com

GREATER DETROIT AUTO AUCTION 734/479-4360 Fax: 734/479-4370 www.greaterdetroitautoauction.com

MICHIGAN - MINNESOTA

N I A D A

M A N H E I M ’S M E T RO D E T RO I T 29500 Gateway Dr. Flat Rock, Mi 48134 General Manager : Auction Manager: Comericial Accounts: F/L Manager: Ford Trustmark Mgr.:

800/242-6322 John Olejniczak Joe Maltese Belinda Rutherford Linda Spathelf Mathew Southwell

Thursdays @ 9:00. 2000-3000 total vehicles every Thursday. Ford Credit, Primus, Mazda Factory, Chase, Hertz, 5/3 Bank DTAG, Enterprise, GTB, VRS, Dealer Consignment, Jaguar, Land Rover, Volvo, Coca-Cola. Ford Factory alternating Wednesdays for Ford Lincoln Mercury dealers only. @10:00am. AsIs sale the 1st Thursday of every month. 24 hour Security.

General Manager: Asst. General Manager: Asst. General Manager: Dealer Sales Manager: Body Shop Manager: Mechanic Shop Manager:

Scott F. Keener Jon Eisenmann Carter Theissen Tom Farnsworth Ryan Benjamin Bruce Studer

Sale Dates: Tuesday @ 1pm-THUNDER $5000 and under. Wednesday @ 9am-3000+ units weekly. Weekly Damaged & Disabled Sale Tuesday @ 12:30pm. Dealer Consignment Wednesday @ 9:45am; DaimlerChrysler Sponsored Auction Tuesday @ 10:00am bi-weekly. Ford Sponsored Auction Thursday @ 10:00am bi-weekly; Heavy Equipment Sale on 2nd Wednesday @ 1:00 pm; Powersports Sale on 4th Wednesday @ 1:00 pm Flt/Lse features: Alamo, ARS, Automotive Rental, Inc., Avis/Budget, RAC, Bank One, Budget RAC, Chase, DaimlerChrysler Services, Dollar RAC, Enterprise RAC, Fairlane Credit, First Star Bank, Ford Credit, HSBC, Household Financial, Mazda, Mitsubishi Motor Sales, Primus Automotive Financial Services, Provident Leasing, Thrifty RAC, ULTEA Leasing, Wells Fargo Bank, Wells Fargo Financial, plus many more. Complete Recon Center & Mechanic Shop on site, 12 lanes, Corp. Hotel Rates & airport pick-up. Manheim Technology Programs.

M I D - S TAT E AUTO AUCTIOIN 100 Bach Avenue P.O. Box 100 New York Mills, MN 56567 218/385-3777 Toll Free: 800/458-5506 Fax: 218/385-3232 www.msaanym.com msaanym@arvig.net CEO & Manager: Robert E. Thompson President & Manager: Robin R. Thompson Transportation Manager: Wendy Windels Office Manager: Jeanne Roggenkamp Consignment Sale - Four Lanes - Friday 10:30am.

A Manheim Auction

USED CAR DEALER MAGAZINE

DECEMBER 2007

MISSISSIPPI - NEW JERSEY

N I A D A A

7510 U. S. Highway 49 North Hattiesburg, MS 39401 601/268-7550 Fax 601/579-7202 www.missautoauction.com General Manager: Assistant General Manager: Assistant General Manager: General Sales Manager: Fleet/Lease Manager:

Judy Taylor Angie Lee Dan Gammill Homer Bradley Jim Berry

Monday @ 4:00 PM CST

Monday @ 5:00pm CST - Monday Nite Consignment. Wednesday @ 10:00am CST Alternating Wednesday (CLOSED) Ford Sponsored Auction and GM Sponsored Auction. Thursday @ 9:00am CST (5 LANES). Ford Credit/Primus, Fairlane Credit, GM-GMAC Marketing, Nuvell. Fleet/Lease featuring: CitiFinancial Auto, Americredit, Donlen, GE Remarketing, Avis RAC, Enterprise RAC, Fleet Lease Disposal and Dealer Consignments. New state of the art recondition facility: Paint/body & mechanical, Chip Wizard, Dent Wizard.

A D E SA

K A N SA S

General Manager: Asst General Manager: F/L Manager: Sales Manager: Marketing Manager:

601/956-2700 Fax: 601/956-5603 jrea@rbmsa.com www.rbmsa.com FOD: 888/515-8580

Owners:

John Rea, Jimmy Rea and Kenny Rea F/L Manager: Spence Couch Sales Manager: Steve Van Internet Sales: Cyberlot Todd Rea Simulcast Glyn Morden Every Tuesday Sale at 10:00am. 6-actionpacked lanes in new state-of-the-art facility, featuring weekly Fleet, Lease,Bank Repo and Consignment Sale. Monthly GSA and State surplus sale on 1st Thursday. Regularly scheduled GTB, Nissan Motor Acceptance Corporation, and Nissan Factory Sales. Major fleet/lease accounts and units from top local new car stores.

C I T Y

Harold Chapman Rob Schritenthal Cindy Kuhn Bob Breedlove Dena Hobbs

Tuesdays Dealer Consignment - 9:30am. Wednesdays - 10:00am. GM Factory (alternating weeks) DaimlerChrysler (alternating weeks) Thursdays Night Sale - 6:30pm. Featuring: AmeriCredit, ARS, Avis Budget Group, CapitalOne, Chase, Chrysler Financial, DaimlerChrysler – Factory, Donlen, Drive Financial, DTG Operations, Enterprise RAC , General Motors, GMAC, Honda Remarketing, Hyundai, Nuvell Financial Services, PAR North America, Wachovia Dealer Services and Wheels Inc.

A D E SA AU TO

ST. LO U I S AU C T I O N 636/475-9311 Fax: 636/475-9194 Toll-Free: 877/475-9312 dawn.gllson@adesa.com www.adesa.com/stlouis

General Manager: Dealer Consignment Mgr.: F/L Manager:

D.J. Adams Paula Anderson Cheryl Cole

Wednesdays-Consignment & F/L - 9:30am. Boat & RV Sales - 9:00am (Monthly 2nd Wednesday) Featuring: Commerce Bank, Drive Financial, Eastern Fleet Remarketing, Emkay, Enterprise RAC and PAR North America.

M A N H E I M ’S S T. LO U I S AUTO AUCTION 13813 St. Charles Rock Road Bridgeton, MO 63044 314/298-3366 800/533-5414 Fax: 314/298-2166 www.manheim.com General Manager: Asst. General Manager: Sales Manager:

Mike Goodsell John Kurland Chuck Wickley

Consignment Sale Tuesday 9:00am. Ford Credit, GMAC, Chrysler Financial, Mazda Primus, CAC, Avis, Thrifty, National, Fleet Max, Total Resource, World Omni, Enterprise and other Banks and Financial institutions.Exotic Hi-Line Sale: Every 4th Wednesday Jaguar, Mercedes Benz Financial, Land Rover. Factory Sales DaimlerChrysler: Every other Wednesday. Ford and GM: Every other Thursday.

USED CAR DEALER MAGAZINE

DECEMBER 2007

M O N TA N A

NEW HAMPSHIRE

AU TO AU C T I O N A SS O C I AT E S O F M O N TA N A

AU TO AU C T I O N O F N E W E N G L A N D 8 Action Boulevard Londonderry, NH 03053 603/437-5700 Fax: 603/437-5800 www.aane.com www.autoims.com

P.O. Box 1433 Billings, MT 59103 Owner: Owner: General Manager: F/L Manager: Operations/Sales:

406/252-6332 Fax: 406/252/8126 Spencer Griffin Jeannie Griffin Terry Scheets Mark Michaelson Jake Guertsch

Regular Consignment: Every Wednesday 9:30am. Ford Factory: Once a month Tuesday 9:00am. Ford Motor Credit: Bi-weekly Wednesday 9:00am. GSA: Once a month Wednesday or Thursday 10:00am. Ford Factory & GSA viewed on online ringman every sale.

NEBRASKA

Main Contact:

1657 Old Whitfield Road Pearl, MS 39288-7509

101 Southwest Oldham Pkwy Lee’s Summit, MO 64081 816/525-1100 www.adesa.com/kansascity

7858 Highway 61-67 Barnhart, MO 63012

R E A B ROT H E R S ’ M I D -S O U T H AU C T I O N

MISSOURI

MISSISSIPPI MANHEIM’S MISSISSIPPI AUTO AUCTION INC.

President: William P. DeLuca III Dave Blake General Manager: Fleet/Lease Director: Bill Hoover Michele Pierog Dealer Relations: Dealer Registration: Jessica Eshleman Sales & Marketing Team: Michele Pierog Jim How, Katie Karl, Donna Olsen Consignment Sale Thursday 10:00am. Fleet/Lease Thursday 10:00am. Inoperable Sale Thursday 9:30am. Featuring over 1300 vehicles in 6 Lanes, 24 hour secured site with 24 hour check-out service. Full Reconditioning, Complete Transportation and Professional Mechanical Services available. Regularly updated available for sale lists at www.aane.com. "AANE Live! Powered by AWG". Auto Auction of New England is the place to be on Thursday!

M A N H E I M ’S O M A H A AU TO AU C T I O N 9201 S. 144th Street Omaha, NE 68138 General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: Recon Manager: Dealer Sales Manager:

402/896-8000 800/218-4192 Fax: 402/896-6758 Todd Pfeifer Nicole Graham Korey Grell Eric VanderMaten Dennis Webste Dave Lafleur

Regular Sales Every Thursday 9:30am. GM Every other Tuesday 10:00am., 47 acre facility, 8 auction lanes, complete reconditioning facilities. Consignment: Featuring over 1800 units weekly. TRA every week 8:45am. Fleet/Lease: American National Bank, AmeriCredit, ARI, Avis RAC, Bank of America, Bank of Nebraska, Bank One, Budget RAC, Commercial Federal Bank, Cox Cable Fleet, Credit Acceptance Corp., Emkay, Enterprise RAC, Dollar RAC, Felco Auto Lease, Fifth Third Bank, First National Bank, First Federal Lincoln Bank, Firstar, Ford Motor Credit, Fleet Lease Disposal, GeCal, GE Fleet Services, GSA, GMAC, Hertz RAC, Nuvell, PHH, Primus, Remarketing Solutions, RSA, Security National, Thrifty RAC, Triad Financial, UB Vehicle Leasing, Union Acceptance, Wells Fargo, WFS Financial, Wheels Inc., World Omni.

C A P I TA L AU TO AU C T I O N 190 Londonderry Turnpike Manchester, NH 03104 603/622-9058 www.capitalautoauction.com nh@capitalautoauction.com Manager:

George Frey

Sales every Saturday 11am. Internet auction every week 2pm, go to www.capitalautoauction.com now to register and log in, IT'S FAST, IT'S EASY, and IT'S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.

NEW JERSEY A D E SA

N E W

J E R S E Y

200 N. Main Street Manville, NJ 08835

908/725-2200 Fax: 908/725-3446 www.adesa.com/newjersey

General Manager: Asst General Manager: Sales Manager: F/L Sales Manager: F/L Manager:

Dave Carlucci Barry Fabricant Rich Quake Tina Carfaro Gio Rastelli

Tuesdays-Top of the Line Sale - 9:30am (1,700 units) Monthly. Wednesdays -GM Factory Sale - 1:00pm (Alternating weeks) Thursdays-Large Dealer Consignment Sale 9:30am (2,000 units) Toyota, GMAC, Fleet/Lease. Featuring: AmeriCredit, Avis Budget Group, CapitalOne Auto Finance, Chase, Drive Financial, DTG Operations, Donlen, Enterprise RAC, GMAC , GM Factory, Hertz RAC, Mercedes-Benz Financial, Mercedes-Benz USA, Porsche FS, SAAB FSC, Toyota Financial Services, Vanguard Alamo/National, VCI/Audi Financial, Wheels Inc. and World Omni/CenterOne.

NEW JERSEY - NORTH CAROLINA

N I A D A A

M A N H E I M ’S S KY L I N E AU TO E XC H A N G E 100 Route 46 Fairfield, NJ 07004

973/227-0100 800/UBID-NOW Fax: 973/227-2604

General Manager: Asst. General Manager: Dealer Sales Manager: F/L Manager:

Austin McBride Gerard Bernardi Tom Bergeron Jody Fitzpatrick

“Your Business is Our Business” Every Tuesday: 9:00am. Every Thursday @ 7:00pm. TRA Sale every other Thursday@ 6:00pm. HSBC, Wheels, Enterprise RAC, ARI, Chase, Emkay, Valley National Bank, Lend Lease, PHH and many more!

MANHEIM’S NEWBURGH AUTO AUCTION 2000 Dealer Drive; P.O. Box 10900 Newburgh, NY 12550 845/567-8400 Toll Free: 800/671-0992 Fax: 845/567-8410 Vehicle Registration: 800/BID-SELL FOD: 800/375-2734 General Manager: Asst. General Managers:

Joe Migneco Paul Kloeblen, Scott Florio Jay Agosta Fleet/Lease Contact: Trevor Waruer 16 lane facility, full body, paint & reconditioning center. Ford Sale Monthly @ 10:00 am. Sale Every Wednesday @ 9:30 am. TRA & Heavy Truck Sale once per month. Featuring: Ford, Budget Truck, American Honda, CitiFinancial, Coke Cola, Enterprise, GE Remarketing, GSA, Kia, LeasePlan, Lowes, Manheim Certified, M&T Bank, Primus, Remarketing Solutions, SouthTrust Bank, U-haul, United States Postal Service, and Wells Fargo

NEW YORK A D E SA

T R I -STAT E AU TO AU C T I O N “We’re Here to Serve You!” Route 31 Cicero, NY 13039 315/699-2792 888/670.0007 Fax: 315/699-9620 www.tristateaa.com President: General Manager: Asst. General Manager: F/L Manager: National Acct Manager:

Elliott Meltzer David Taylor Melvin Tyrrell David Africa Sharon Loguidice

Fleet/Lease & Dealer Consignment Sale Every Wednesday 3:00pm. Featuring: Chrysler Financial, AmeriCredit, PHH Arval, Community Bank, N.A CitiFinancial Auto, NBT Bank, Donlen Corp., Emkay, Inc., Partners Trust Bank, CFCU Community Credit Union, Key Bank, Enterprise, U-Haul, Budget Rent-A-Car & more! Alternate Wednesdays 10:00am: DaimlerChrysler Factory Sale Monthly Sales: Marine/RV, GSA & Bank Repo-VRS, Specialty Sales. OnLine Buying Every Sale - Proxy Bidding -On-site transportation. On-site flooring planning. Celebrating 30 years in business!

G R E E N S B O RO AU TO AU C T I O N I N C . 3907 West Wendover Avenue Greensboro, North Carolina 27407 336/299-7777 Fax: 336/854-2689 www.greensboroaa.com Owner: General Manager: Asst. General Manager: Fleet Manager: Fleet Manager: Marketing Manager: National Sales Manager:

Dean Green Jerry Barker Kim Joyce Tom Nelson Larry Hamill Chrissy Connor Glen Vick

Consignment/Fleet Sale 9:00am every Wednesday. Featuring: Ford Motor Credit, Red Carpet Lease, Mazda, Primus, DaimlerChrysler Financial, Bank of America, Hyundai, Budget, DollarThrifty Automotive Group, Enterprise, Consumer Finance, & many more. Salvage Sale Every Other Wednesday @ 8:30am. Factory Sales 10am. Every Thursday. Featuring: Ford Factory, DaimlerChrysler Factory. Monthly Factory Sales: Mitsubishi, Hyundai, KIA, Subaru. Ford Internet Auctions Every Tuesday. DaimlerChrysler, Mitsubishi, Hyundai On Line Buying 24/7. *On-Site Transportation* On-Site Floor Planning.*

B U F FA LO

12200 Main Street Akron, NY 14001

716/542-3300 Fax: 716/542-3547 www.adesa.com

General Manager: Warren Clauss Assistant General Manager: Nancy LaTona F/L Manager: Bob Rice Marketing Manager: Joanne Yanulevich Mondays Ford Factory - 10:00am. Tuesdays- Consignment - 9:00am. RV Sale (2nd Tues of the month) Wednesdays ADESA IMPACT - 1:30pm. Featuring: ARS, Avis Budget Group, CapitalOne Auto Finance, Chase, Drive Financial, Enterprise RAC , Ford Credit, Ford Factory, HSBC, M&T Bank, National City, RSA, Vanguard Alamo/National, VRS/Credit Acceptance and Wachovia Dealer Services.

A D E SA

LO N G

Rte. 146, P.O. Box 440 Clifton Park, NY 12065

518/371-7500 Fax: 518/371-7510 www.northwayexchange.com

General Manager: General Manager: F/L Manager: Commercial Sales: Sales Manager: Marketing Manager:

Mike Cesta Jay Waterman Karen Gage-Ellsworth Joel Quay Steve Soprano Lucy Walsh

Fleet-Lease Sale Every Thursday 9:30am. Major Lease Company Participation. Dealer Consignment Sale 9:30am. Eight Lanes Average Consignments: 1300 Vehicles. Join Us in the Lanes or on Simulcast at www.manheim.com.

I S L A N D

425 Patchogue Yaphank Road (CR 101) Yaphank, NY 11980 631/205-5000 Toll-Free: 877-ADESALI www.adesa.com/longisland General Manager: F/L Manager: Marketing Manager & Dealer Sales Manager: Sales Manager:

M A N H E I M ’ S N O R T H W AY EXCHANGE AUTO AUCTION

Noel Nixon Rich Spencer Anthony Salerno John Pedrotti

Fridays Consignment & F/L - 9:30am. Featuring: ARI, Atlantic Mill Group, Honda Financial Services, PAR North America, VRS/Credit Acceptance and Wheels Inc.

STAT E L I N E AU TO AU C T I O N P.O. Box 351 Waverly NY 14892

607/565-8151 Fax: 607/565-8659 www.statelineauto.com

President Jeff Barber General Manager: Jim Horton F/L Manager: Jim Horton Vehicle & Dealer Registration Connie Foley Sales Manager Jim Terwilliger GM Factory sale every other Thursday - 10am. Consignment sale every Friday at 9:30 am with 8 selling lanes, including GMAC, Fleet/Lease & Repo Sales featuring: General Motors, Wachovia Dealer Services, Wheels, ARI, Enterprise Rent-A-Car, Fleet Solutions, Center One, U-Haul and many local banks and credit unions. Dealer registration is easy with Auction Access. Join us every week in person or by using OnLine RingMan.

NORTH CAROLINA A D E SA

C H A R LOT T E

11600 Fruehauf Drive Charlotte, NC 28273

704/587-7653 Fax: 704/587-9831 www.adesa.com/charlotte

General Manager: Asst General Manager: Fleet/Lease Manager: Dealer Consignment Mgr.: Marketing Manager:

Joe Guyer Brent Busby Larry Hammill Elaine Hamilton Penny Onley

Monday-Chase Interactive Internet Sale 12:30pm - 1:30pm. DealerBlock. CitiFinancial 9:00am-4:00pm. AmeriCredit 12:00pm-3:00pm (All consignors available on LiveBlock) Thursday-TLC Sale - 8:30am. Fleet Lease - 9:15am. Dealer Consignment 10:00am. Friday- DealerBlock. World Omni/CenterOne 12:00pm-2:00pm. Honda “Buy Now” 24/7. Featuring: Acura Remarketing, AmeriCredit, C & F Finance, CapitalOne Auto Finance, Chase, CitiFinancial Auto, Cornerstone Acceptance, Donlen, Drive Financial, DriveTime, Emkay, Goodwill Industries, Hendrick Automotive Group, Honda Remarketing, NMAC, Nuvell, PAR North America, The Salvation Army, Sonic Automotive, VRS/Credit Acceptance, Wachovia Dealer Services and World Omni/CenterOne.

E L L I S

AU TO

M A N H E I M ’S AYC O C K AU TO AU C T I O N I-95 South Bagley Road, Exit 105 P.O. Box 760 Kenly, North Carolina 27542 919/284-4052 Fax: 919/284-3629 www.aycockautoauction.com General Manager: Asst. General Manager: F/L Manager: Dealer Sales Manager: Recon Manager: Mechanic Shop Manager:

Ellie Johnson Joey Hughes Drew Starling Cad Wilkinson Todd Richardson Stephen Denton

Monday at 9:30 Fleet/Lease Lanes feature CitiFinancial Auto, HSBC, Centrix/ Remarketing Solutions, BB&T and Regional Acceptance. In addition, we offer 6 lanes of quality Dealer Consignment vehicles also at 9:30. Seven lanes available online via Simulcast at www.manheim.com. TRA Salvage/Inop every 1st and 3rd Monday at 9am, also via Simulcast. Complete transportation services, Reconditioning, Mechanical and Paint/Body services available on site.

AU C T I O N

Hwy. 601 North of Salisbury P.O. Box 1018 Cooleemee, NC 27014 336/284-4080 Fax: 336/284-6455 6 Lane Auction Every Wednesday @ 6:00pm. Great Dealer Consignment & Franchised Dealer trade-ins Every Week. AFC Floorplanning available. Contact: Fred O. Ellis, Fred O. Ellis, Jr. or Barbara Green. “Personal Service Always”.

USED CAR DEALER MAGAZINE

DECEMBER 2007

N I A D A

OHIO - OKLAHOMA

OHIO A D E SA C I N C I N N AT I / DAY T O N 4400 William C. Good Blvd. P.O. Box 636 Franklin, OH 45005 937/746-4000 Fax: 937/746-1140 www.adesa.com/cincinnati General Manager: Harold Varvel, Jr. Asst General Manager: Ron Johnson Jason Habersteroh F/L Manager: Specialty/Consignment Mgr.: Lisa Staub Jay Smith Marketing Manager: Tuesdays-Public Repo Sale - 9:30am. Featuring ADESA LiveBlock. Consignment & F/L - 10:30am. Nissan Motor Acceptance Corporation Sale (Monthly) Float Sale (Monthly) Fridays - 9:30am (Monthly) Queen City Sale, Tow Vehicle Video Sale, Dealers Wholesale, Donated, Boat & RV Sale. Featuring: Bank of America, Car Corner Financial, Chase, CitiFinancial Auto, Donlen , Emkay, Enterprise RAC, E*Trade, Fifth Third Bank, First Financial Bank, GE Remarketing, Huntington Bank, Key Bank, National Bank & Trust, National City Bank, NMAC, SST, US Bank, World Omni/Center One and Wheels Inc.

A D E SA C L E V E L A N D 210 E. Twinsburg Road Northfield, OH 44067 330/467-8280 800/686-5420 www.adesa.com/cleveland General Manager: Colleen Parks Consignment Manager: John Hogsett F/L Manager: Jason Layne Operations Manager: Frank Birkas Recon Manager: Greg Page Thursday Repo (Public Sale) - 8:30am. Consignment & F/L - 10:00am. LiveBlock 8:30 & 10:00am. Featuring: Auto Loan, ADESA Impact, DriveTime, DTG Operations, Emkay, Enterprise RAC (Seasonal), Fifth Third, Fleet Lease Disposal, Marquette Consumer Finance, PAR North America, RSA and Wachovia Dealer Services.

C O LU M B U S FA I R AU TO AU C T I O N 4700 Groveport Road Obetz, Ohio 43207 614/497-2000 Fax: 614/497-1132 www.cfaa.com www.independentdealer.com Chairman: Alexis Jacobs CEO: Keith Whann COO: Denny Heller VP Oper: Tim Maddy VP Sales/Mktg: Jeff Aisel Every Wednesday at 9:00am with 11 lanes. Lease Sale: ANC Rental Corp, ARI, Chase, DTAG, Enterprise, GMAC, Huntington, National City Bank, Emkay, Donlen, GE Fleet Services, Budget Truck, Honda Financial Services, Barco Truck & many more. Factory Sales on Tuesday at 10:00am; General Motors, KIA and Subaru. Every Tuesday: Repossession Sale at noon with 1st Investors, AHFC, AmeriCredit, Auto Now, GMAC, Huntington, Nicholas Financial, Nuvell, SST Systems & Telhio, Triad, CitiFinancial, Drive Financialand Centrix. Mechanical Shop, 56,000 square foot Body Shop, Reconditioning Shop and Transportation on Site. 24 Hour guarded pick-up and delivery. “Independently Owned and Operated”. Factory Sale Open Hyundai on Wednesday, Kia & Saab.

USED CAR DEALER MAGAZINE

G R E AT E R C L E V E L A N D AU TO AU C T I O N 5801 Engle Road Cleveland, OH 44142 Phone 216/433-7777 Fax 216/676-4200 Toll Free 800/929-4222 Patrick Morsillo President: Vice President: Mike Morsillo General/Fleet Lease Manager: Ryan Farley Office Manager: Kathy Gallagher Facility Manager: Mike Worthington Internet Sale: Thursday 2:00pm Repo Sale: Friday 10:00am Lease Sale: Friday 12:00pm Dealer Sale: Friday 12:00pm Reconditioning Facilities. Full Mechanical Services. Unlimited Transportation Pick-Up. AutoIMS.com service available. Featuring: US Bank, Centrix Financial, Systems & Services Technologies (SST), First Merit Bank, Wells Fargo, Remarketing Services of America, Remarketing Solutions, PAR North America, United Auto Credit Corp., United Acceptance Inc., Rivers Edge Investment, Huntington Bank, CNAC, JD Byrider, Lance Acceptance, and Central Asset Remarketing Services. Services Include: *NEW* VB2.com offsite dealer sale, *NEW* Automated tow lane sale, Brand New State of the Art 6 lane facility, AFC and DSC floor planning, on-site detail and transportation department, in-house title service, and a Full Restaurant. Just minutes from I-71, I90, I-480 and the Cleveland Hopkins Int’l Airport. Serving the Greater Cleveland Area since 1959. Visit us on the web www.gcaacars.com.

M A N H E I M C I N C I N N AT I AU TO AU C T I O N 4969 Muhlhauser Road Cincinnati, OH 45011 General Manager: Asst. General Manager.: Transportation Manager: Manheim Automotive Financial Services:

513/874-9310 Fax: 513/874-4610 www.cincyaa.com Victor Ferlaino Terri Duncan Pam Smith Susan Larkins

6 lane sale every Thursday. Repo sale starts at 9:00am and Dealer sale starts at 10:00am.

DECEMBER 2007

OKLAHOMA A D E SA 16015 E. Admiral Pl. Tulsa, OK 74116

T U L SA 918/437-9044 Fax: 918/234-9326 www.adesa.com/tulsa

General Manager: Gary E. Gilley Brian Gildehaus F/L Manager: General Sales Manager: Troy Walden Marketing Manager: Joetta Christopherson Operations/Recon Manager: Herb Guimond Fridays-F/L, Franchise Trades, Dealer Consignment - 9:30am. In-Op - 9:00am (1st & 3rd Friday of each month) Littleton Motor Co: 30+ (Every Friday) CapitalOne: 75+ (Every 1st & 3rd Friday) Chase: 75+ (Every 2nd & 4th Friday) Boat & RV Sale that is on the last Friday of each month starting at 9:00am. Oklahoma Sonic Business sealed bid sale beginning Monday's at 9am and ending on Wednesday's at 3pm. Featuring: Bank of America, CapitalOne Auto Finance, Center One Remarketing, Chase, Drive Financial, DriveTime, Enterprise RAC, Toyota Financial, Services (Fleet) and Wachovia Dealer Services.

D E A L E R S AU TO AU C T I O N 1028 S. Portland Oklahoma City, OK 73108 405/947-2886 Fax: 405/943-8370 www.daaokc.com Owner/President: General Manager: F/L Manager: Factory Manager:

Gary Smith Bruce Beam Mike Egdahl Bob Crow

Consignment Sale – Thursdays, 8:30am Featuring: Ford Credit, GMAC, Enterprise, AmeriCredit, Auto Advantage, CitiFinancial, Hertz Carco, Regional Acceptance, RSA, RS/Flatiron, LK Auto Remarketing, R.B. Leasing, W.M. Sales and Leasing, Bank Repos, Bob Howard Auto Group, Bob Moore Auto Group, David Stanley Auto Group, Joe Cooper Auto Group and many more. INOP Sale every week, Highline, Import and Special Interest sale first Thursday montly. GM Sponsored Factory Sale – Tuesdays, 10:00am. Online purchasing available through OnLine Ringman. Auction Access accepted. A proud member of www.auctionpipeline.com. Full service Recon Facility (Paint/Body, Mechanical, Detail).

MANHEIM OKLAHOMA CITY Manheim's Oklahoma City 5005 S I35 Oklahoma City, Oklahoma 73129 503/286-3000 866/920-6552 405/606-2800 General Manager: Auction Manager: MAFS Manager: National Accounts:

Barry Roop Wayne Carey John McNitt Ron Howell

Sale every Tuesday 10am 500 units in 4 lanes. Featuring: Capps Rent A Car, Avis / Budget, Finance Point, 1st National Bank. Along with a wide representation of New Car Stores. Simulcast running in all lanes. Come discover Manheim's Oklahoma City.

O K L A H O M A AU TO E XC H A N G E 2728 SW 25TH Street Oklahoma City, OK 73108 (405)680-8660 (405)680-9020 FAX www.okaex.com General Manager: Office Manager: Transportation Manager: Titles: Customer Service:

Mike Clopton Karen Potts Dusty Adams Gloria Suggs Bonnie Martinez

Consignment Sale Wednesday – 10:00am Featuring: Lease Plan USA, Mike Albert Leasing, Automotive Solutions, Auto Finance, Tinker FCU, Samson Oil, Bank of Okla., and many New Car Trades. 3 Lanes with 650-700 Vehicles per sale. GSA Sales Every Month. Recon and Mechanic Facilities available. “If We Don’t Serve You, We Don’t Deserve You”

OREGON B RA S H E R ’S C A S C A D E AU TO AU C T I O N 23585 NE Sandy Blvd. Wood Village (Portland), OR 97060 503/492-9200 Fax: 503-492-0115 www.brasherscascade.com General Manager: General Sales Manager: Institutional Sales Mgr.:

Jerry Hinton Rob Wassom Bobby Sylvester

Thursdays at 9:00 am. GSA sales monthly as scheduled. Public auto auction weekly on Friday or Saturday as scheduled. Weekly Thursday auctions feature: VW Credit, Audi Financial Services, Honda Financial Services, Acura Financial Services, Hertz Rent-A-Car, Wachovia Dealer Services, Reliable Credit, Donlen, Fed Lease, Lighthouse Financial, Flexco, Columbia Credit Union, United Auto Credit, Enterprise Rent A Car, On-point Community Credit Union, Drive Servicing LLC, 1st Investors, First Tech Credit Union, Remarketing Solutions, US Bank, Westlake Financial Services, Western Funding, American General, Mike Albert Ltd., GSA, and others. Brasher’s Auto Auction is a full-service auction featuring 8 selling lanes.

M ANHEIM’S PORTLAND AUTO AUCTION 3000 N Hayden Island Drive Portland, OR 97217 503/286-3000 Fax: 503/286-3899 www.portlandaa.com General Manager: Assistant General Manager: Fleet/Lease Manager: Dealer Sales Manager:

Jim Mumford Lori Pidgeon Jeri Miranda Casey Holyk

TUESDAY SALE • Virtual Sale-8: 30am • Fleet / Lease-9:00am • Dealer Consignment-9:30am WEDNESDAY SALE • GM Closed Factory-9:00am alternating Wednesdays Accounts: Bank of America, Citifinancial, AmeriCredit, GMAC, ARI, Wheels, Wells Fargo, Fireside Enterprise, Hertz, DTAG, Franklin Capitol, Avis/Budget Group, Credit Concepts, OCCU, First Tech CC, Lithia, Lanphere Group, Royal Moore Auto Group., and Many More! Featuring: 8 Lanes, On-Site State of the Art Detail, Mechanic & Body Shops, Full Service Facility. MAFS Gold Room.Manheim Certified Speciality Sale every Tuesday at 9:00 of each month, including boats, RV’s, motorcycles and Powersport vehicles.

90485 Auction Way Eugene, OR 97402

800/905-3901 Fax: 541/689-6049 www.brashersnorthwest.com

General Manager: General Sales Manager: Fleet/Lease Manager: Office Manager: Dealer Finance Manager: Reconditioning Manager:

Lisa Larkin Mark Melton Ben Brasher Darla Shedeck Karen Hoover Ron Steury

Regular consignment sale every Wednesday at 9:30 a.m. RV Sales every 2nd and 4th Wednesdays monthly. Featuring 8 lanes, Bank of America, ARI, Bank of the West, Capital One Auto Finance, Wachovia Dealer Services, RSA, GE Money, Wells Fargo, Key Bank, Kendall Auto Group, Hertz Car Sales.

A D E SA 758 Franklin Rd. Mercer, PA 16137

P I T TS B U RG H

Exit 178 Off I-80 Lock Haven, PA 17745

800/248-8026 570/726-4300 Fax: 570/726-7841 www.cpaautoauction.com

C. Grant Miller CEO/President: COO/Vice President: Doug Miller General Manager: Tim Keohane Transport./Recon. Manager: Bill Nelmond Shanan Miller Fleet/Lease: Thursday 10:00am - 5 Lane Selling Featuring: American Investment Financial, Bay Country Fleet Services, Enterprise Rent-A-Car, 1st Commonwealth Bank, M&T Bank, PENRAC Inc., Sun Bank, Plus Other Lease and Bank Repo Consignments. Verizon Utility Sale Every 3rd Thursday. Damaged/Inoperable Sale as Scheduled.

Fridays Consignment & F/L - 9:00am. Heavy Duty Truck - 10:00am (As announced on Tuesdays) Featuring: CapitalOne Auto Finance, Center One, Donlen, DriveFinancial, Enterprise RAC, First National Bank, Hyundai, Key Bank, PAR North America, PNC, Sky Bank, VRS/Credit Acceptance.

M A N H E I M ’S H AT F I E L D AUTO AUCTION “Customer Service is our Specialty” 2280 Bethlehem Pike Hatfield, PA 19440 215/822-1935 Fax: 215/822-8140 FOD: 800/822-2453 www.hatfieldautoauction.com General Manager: Charles Pollina Asst. General Manager: Scott Mulligan F/L Manager: Gregg Pachik Marketing Manager: Kathee Book Jim Cuce Dealer Sales Manager: Tuesday Open Sale DaimlerChrysler Services and Fleet/Lease at 10am. Dealer Consignment at 9:30am. Damaged/Inop Sale Every Other Tuesday at 9am. DaimlerChrysler Factory Sale Every Other Thursday at 9:30am. Complete Recondition & Mechanical Services on Site. MAFS and other floor plan options available. Featuring ARI, Wheels Inc, Lease Plan, Enterprise, Dollar Thrifty, Hertz, Remarketing Solutions, National City, and many other major Fleet and Lease Accounts.

C O R RY AU TO D E A L E R S E XC H A N G E

800/776-0411 Fax: 814/664-7724 www.corryade.com

President/CEO: Merle E. Swift VP/COO, General Manager: Tim E. Swift Sales Manager: Tad Swift Fleet/Lease Manager: Stacey Nord Sale Day: Thursday 11:00am Wheels Inc., ARI, PHH-ARVAL, FNB Consumer Discount, Fleet Lease Disposal.

724/662-4500 www.adesa.com/pittsburgh

General Manager: Ric Hanson Assistant General Manager & General Sales Manager: John Desimone F/L Manager: Sharon White Marketing Manager: Christina Turlij Recon Manager: Alan Dumbroski

C E N T R A L P E N N S Y LVA N I A AUTO AUCTION

12141 Route 6 P.O. Box 317 Corry, PA 16407-0317

P E N N S Y LVA N I A B RA S H E R ’S N O RT H W E ST AU TO AU C T I O N

OREGON - PENNSYLVANIA

N I A D A

Service is the key at C.A.D.E.

MANHEIM

PITTSBURGH

21095 Route 19 North Cranberry Township, PA 16066-0211 724/452-5555 Fax: 724/452-1310 www.manheim.com General Manager Jon Schlegel Fleet/Lease Manager Glenn Jacks Dealer Sales Manager Mike Short Online Manager Melissa Robison Marketing Manager Jaime Fryer We offer the BIG 3: Chrysler Motors LLC Factory, Ford Factory and General Motors Factory. Consignment/Lease Sale - Every Wednesday 9:00am. Ford Factory Sale – Select Tuesdays, Once a month, Call for details 10:00am. General Motors Factory Sale Running Every Other Thursday 10:00am. Chrysler Motors LLC - Running on Tuesday Every Other Week 10:00am. As-Is Sale - Every Wednesday: Lease 1:30pm/Dealer 2:00pm. TRA Sale - every other Friday at 9:00am (Drivable & Non Drivable units)

C A P I TA L AU TO AU C T I O N 5135 Bleigh Avenue Philadelphia, PA 19136 215/332-2515 www.capitalautoauction.com pa@capitalautoauction.com Manager:

Gabe Piorko

Sales every Wednesday 4pm and every Saturday 11am. Internet auction every week 4pm, go to www.capitalautoauction.com now to register and log in, IT'S FAST, IT'S EASY, and IT'S FREE! Charity donations, FBI field agent cars, consignments, boats, trailers & RVs. Over 200 vehicles per auction. Public welcome. Check website for weekly sales lists.

USED CAR DEALER MAGAZINE

DECEMBER 2007

RHODE ISLAND - TEXAS

N I A D A A

RHODE ISLAND O C E A N STAT E AU TO AU C T I O N 10 Industrial Drive Exeter, RI 02822

401/397-2801 Fax: 401/397-2474 www.osautoauction.com Fax on Demand: 800-298-6790

General Manager: Sales Manager: Fleet Lease Manager:

Leo Antonino Glenn Maurice Jennifer Bickford

Every Thursday Sale 10:30am. Weekly sales: fleet lease, repo and dealer consignments Inhouse floor planning. Audio & videotaped auctions. Auto IMS. Utility Sales 4th Thursday of every month at 10:30am. Newly constructed, state of the art, 8 lane facility on 44 acres with security and gate check-out 24 hours a day. Full reconditioning facility with onsite mechanics, body work, painting and detailing. Complete transportation. 30 minutes from Providence Airport. Call our fax on demand at 1-800-2986790 for run lists, market reports and directions.

www.manheim.com C H A R L E STO N AU TO AU C T I O N “COUNT ON US” 651 Precast Lane Moncks Corner, SC 29461 843/719-1900 Fax: 843/719-1909 www.charlestonautoauction.net Owner/Managing Partner: Keith Lelux Marketing/Sales Manager: Bo Baxter F/L Manager: Chris Wise E-Commerce Manager: Bill McCready Consignment Sale: Friday @ 10:00am Featuring: Fleet/Lease/Bank & Daily Rental. Pickup and Delivery Service. We Service Fleet and Lease Accounts, Member: ServNet, NAAA, NIADA, CIADA and GIADA.

TENNESSEE

SOUTH CAROLINA C A RO L I N A AU TO AU C T I O N “The Right Choice” P.O. Box 5677 Anderson, SC 29623-5677 864/231-7000 Fax: 864/231-7900 www.carolinaautoauction.com Owners: Co-Manager: Co-Manager: F/L Manager:

Henry & Patty Stanley Tommy Rogers Eric Autenrieth Gordon T. Stanley

Sales: Every Wednesday 10:00am 1,500 Vehicles Weekly. 8 Action Packed Lanes. Salvage Sales every other week, Recreational Sale 2nd Wednesday of each month! Featuring: ARI, BB&T, Budget Rent-A-Car, Citizens, Flexco Fleet Services, Isuzu Motor Acceptance, Marketwise, South Carolina Federal Credit Union, Remarketing Services of America, Triad Financial, US Bank, Wachovia, Wheels Inc. and many more! Promotional Sales monthly. Conveniently located between Atlanta and Charlotte! 30,000sq ft. Reconditioning facility. Click on www.carolinaautoauction.com for up to the minute Run List, Market Reports, Online Sales and more!

USED CAR DEALER MAGAZINE

A D E SA K N OX V I L L E 1011 ADESA Parkway Lenoir City, TN 37771 865/988-8000 www.adesa.com/knoxville General Manager: Margaret Howard F/L & Marketing Manager: Paula Willocks Sales Manager: Tim Dalton Tuesdays Night Sale - 5:30pm, Consignment. Fridays Consignment 9:00am. Featuring: AmSouth Bank, CapitalOne Auto Finance, Crescent Bank & Trust, Donlen, Enterprise RAC, First Tennessee Bank, GCB Acceptance, HNB Auto Exchange, Home Federal Bank, Insurance Auto Auction, National City Bank, National Kidney Foundation, , PAR North America, Pepsi , RSA, Sunrise Acceptance, Tennessee Title Loans and Tennessee Valley FCU.

A D E SA M E M P H I S 5400 Getwell at Holmes Road Memphis, TN 38118 901/365-6300 Fax: 901/365-2795 www.adesa.com/memphis General Mgr: Matt Scott Asst General Mgr: Evert Asbridge Commercial Accounts & Marketing Mgr: Susan Perkins Factory Mgr & GM Factory Account Mgr: Enna Gillihan General Sales Mgr: Ray Grant Tuesdays-Consignment Sale - 9:00am. Salvage/INOPS - 8:30am (every other week) RV & Boat Specialty Sale (Last Tuesday of the month) Toyota Financial Services - 9:30am. GMAC Nuvell - 9:30am. Wednesdays-GM Closed Factory - 10:00am. All Featuring LiveBlock (Biweekly) Featuring: ARI, Avis Budget Group, CapitalOne Auto Finance, Commerce Bank, DTG Operations, Drive Financial, DriveTime, Enterprise RAC, GE Consumer Finance, First Tennessee, Fleet Lease Disposal, GM Factory, GMAC, Marketwise, Nuvell, PAR North America, Regions Bank, Remarketing Solutions, SST, Sommerville Bank & Trust, Toyota Financial Services (Fleet), VRS/Credit Acceptance, Trustmark, Vanguard Alamo/National, World Omni/CenterOne and Wheels Inc. We offer: Full service reconditioning facility, quality arbitration diagnostic center and Mechanical Shop, Factory quality body shop. Please contact us for all of your service needs. DECEMBER 2007

C H AT TA N O O GA AU TO AU C T I O N , L LC 2120 Stein Drive Chattanooga, TN 37421 423-499-0015 Fax: 423-499-0304 Fax-On-Demand: 800-504-5068 www.chattaa.com General Mgr. Partner: Asst. General Manager: Fleet/Lease Mgr: National Sales Mgr:

Robert M. Sullivan Tammy Sullivan Kay Hudson Jason Lenhart

Tuesday 10:00am EST. Damaged and Disabled On Video 9:30am EST Every Other Week. Featuring 8 Selling Lanes, Auto Credit, Fairway Lending, GSA, WorldOmni Financial Corp, Triad Financial, Wachovia Dealer Services, Enterprise RAC, GCB Acceptance and regional new and used car dealerships. Independently Owned and Operated, 84 acre Complex, Post-Sale Inspections, Full Reconditioning Services, State of Art Facility, Full Mechanic Shop, Pick-up and Delivery Services, Internet Sales with On-Line Ringman.

MANHEIM’S NASHVILLE AUTO AUCTION, INC. 8400 Eastgate Blvd. Mt. Juliet, TN 37122 TFL4655, TFB4803

615/773-3800 Fax: 615/773-3805 Toll Free: 877/386-5004 www.nashvilleautoauction.com

General Manager: Assistant GM: Marketing Manager: Sales Manager:

MANHEIM’S TENNESSEE AUTO AUCTION, INC. 1450 Lebanon Rd. Nashville, TN 37210 TFL#1842

615/244-2140 615/313-3245 FOD: 800/891-1283 www.tennesseeaa.com

General Manager: Asst. General Manager: F/L Manager: TRA Manager: Dealer Sales Manager:

Robin Treadway Chris Bohannon Bobby Kurzrock Charlie Clarke David Pilgrim

170-Acre Facility. 7 Exciting Lanes. Full recon facility including mechanic, detail, and state of the art body and paint shops. Located centrally in Nashville within 5 miles of 3 major interstates and Nashvill International Airport. 5 lanes of online bidding through simulcast. AUCTIONS: Every Monday @ 4:00pm Every Tuesday @ 10:30am Total Resource Auction: 2nd & 4th Monday at 1:00pm. FLEET LEASE ACCOUNTS: Americredit, Citifinancial Auto, Wachovia, Regional Acceptance, Enterprise RAC, BB & T, US Marshall, Fort Campbell Federal Credit Union, Title Max, Title Bucks, Auto Credit, National City Bank, Drive Financial, United Auto Credit, Centrix Financial, AEDC Federal Credit Union, Tennessee Valley Authority, Bellsouth, Lighthouse Financial, Old Hickory Credit Union, Provident Leasing, Remarketing Services Of America, Ford Motor Credit & more! Plus over 1000+ of the finest dealer consignment and new car trades in the area! Check us out on the web at www.tennesseeaa.com where you can view sales calendar, pre-sale inventories, market reports & much more!

Sam Chaple Kevin Cook Nan Wilkins James Canepari

14 Lane State-of-the-Art Facility on 265 acres. Full Service Paint/Body & Reconditioning Facilities. 20 Minutes from Nashville International Airport . Fleet/Lease & Consignment Open Sales, Wednesdays at 9:00am. Open Sales Featuring: Advantage Rent A Car, Budget Truck Rental, Cendant, Dollar/Thrifty, Enterprise Rent A Car, Fifth Third Bank, Fleet Lease Disposal, Ford Credit, GMAC, Hertz Rent A Car, HSBC, Infiniti, Jaguar, Land Rover, Lease Plan, Mazda, Primus, National Car Rental, Nissan Motors of America, Remarketing Solutions, Royal Rent A Car, RSA/SunTrust, SST, U.S. Bank, Vanguard Car Rental, Volvo Cars North America, Wells Fargo, plus Quality Dealer Consignment Vehicles. Ford Factory – Alternating Mondays, 11am. GM Factory – Alternating Thursdays, 10am. Simulcast available in 11 Lanes! Call Marketing for dates & details. Check us out on the web…www.nashvilleautoauction.com. View Manheim online for sales calendar, pre-sale inventories, market reports, simulcast sales, sales schedules and Online Vehicle Exchange – Now Featuring Ford Credit, Nissan Factory & Hertz Rent A Car!

TEXAS A D E SA 2108 Ferguson Lane Austin, TX 78754

AU ST I N 512/873-4000 Fax: 512/873-4022 www.adesa.com/austin

General Manager: Marketing Manager: F/L Manager: Consignment Manager: Office Manager:

Steve Swanson Kendra Yergovich Eric Jenkins April Hobson Josie Gandy

Tuesdays Video Salvage Sale - 8:30am. Consignment - 9:20am. Boat & RV 12:30pm (3rd Tues. of Month) Featuring: Advantage RAC, AmeriCredit, CapitalOne Auto Finance, Chase, Donlen , DriveFinancial, Enterprise RAC, LCRA, PAR North America, Wells Fargo Auto Finance

N I A D A A

and Triad.

DA L L A S

1224 Big Town Blvd. Mesquite, TX 75149

972/288-7585 Fax: 972/216-4670 www.adesa.com/dallas

General Manager: Pat Stevens Tim Blanchard Asst General Manager: Asst General Manager: Bill Roberts Sales Manager: Greg Humphries F/L and National Accounts Mgr.: Geoff Parker Tuesdays-Boat & RV Sale - 10:00am (First Tuesday of every month) ThursdaysConsignment & F/L - 8:30am. Video & Salvage - 8:45am. Dealer Consignment 9:30am. Fleet/Lease - 9:30am. Lexus (BiWeekly) - 10:00am. BMW (Monthly) 10:00am. Honda (Bi-Weekly) - 10:00am. Toyota Financial Services. Open (Weekly) 10:00am. Closed (Monthly) - 9:00am. Fridays - 12:00pm. World Omni CyberAuction. DealerBlock 24 hours/ 7 days a week: Toyota/Lexus (Franchise dealers only), BMW, World Omni (open) Featuring: Bank of the West, BMW-FS, CapitalOne Bank, CapitalOne Auto Finance, CitiFinancial Auto, Drive Financial, Hertz RAC, Honda Remarketing, Key Bank, Lexus Financial Services, Suzuki Open & Closed, Toyota Financial Services, US Bank, Wachovia Dealer Services and World Omni/CenterOne.

A D E SA

H O U STO N

4526 N. Sam Houston Pkwy Houston ,TX 77086 281/580-1800 Fax: 281/580-8030 www.adesa.com/houston General Manager: Asst General Manager: F/L Account Mgr.: Sales Manager: Marketing Manager:

Steve Swinford Stuart Overstreet Jennifer Turpin Chuck Taylor Amos Brown

Wednesdays-Salvage/In-Op - 9:00am Captive Finance & F/L - 10:00am. Consignment - 9:30am. Featuring: Chase Auto Finance, Capital One Auto Finance, Drive Financial, Regional Acceptance Corp., Toyota, Enterprise, Capps Van and Car Rental and Champion Automotive Group, Group 1 Automotive

A D E SA

SA N

A N TO N I O

200 S. Callaghan Road San Antonio, TX 78227

210/434-4999 800/462-5686 Fax: 210/431-2740 www.adesa.com/sanantonio

General Manager: Asst General Manager: F/L Manager: Consignment Manager: Marketing Manager:

Sam D’amato Clifton Sprenger Larry Austin Retta Jasik Robert Brown

Thursdays-9:00 am. Featuring: Alamo Financial, ARI, Bank of America, DriveTime, DriveFinancial, Eastern Fleet, PAR North America, PNC Bank, Security Service FCU, USAA and WestLake Financial.

C A R M A X T E X A S 12800 Tuckahoe Creek Parkway Richmond, VA 23238 888/804-6604 Fax: 888/607-0530 www.carmaxauctions.com CarMax Austin 13300 North I-35 Service Road Southbound Austin, TX 78753 Every Tuesday 3:00pm CarMax Dallas 3100 Spur 482 Irving, TX 75052 Every Monday 10:00am CarMax Ft. Worth 8400 Anderson Boulevard Fort Worth, TX 76120 Every Tuesday 10:00am CarMax Gulf Freeway 13100 Gulf Freeway Houston TX 77034 Every Other Monday 2:00pm CarMax Houston North 16110 North Freeway Houston, TX 77090 Every Other Monday 2:00pm CarMax San Antonio 3611 Fountainhead Drive San Antonio, TX 78230 Every other Tuesday 10:00am CarMax Southwest Freeway 6909 Southwest Freeway Houston, TX 77074 Every Monday 9:30am Here are just a few of our great benefits! • FREE, One-time National Registration • Free, One-time registration allows you to attend any CarMax auction across the nation. • Dealer only auctions held every week! • Our auctions are conducted by professional, licensed auctioneers and are held in numerous CarMax locations across the country. For a complete list of dates and times please visit us at www.carmaxauctions.com.

TEXAS

A D E SA

M A N H E I M AU C T I O N S O F N O RT H T E X A S Manheim North Texas & Oklahoma. We welcome you with open arms and invite you to attend our sales in the Dallas / Ft Worth metroplex and Oklahoma City. * Going Above & beyond your expectations * One call does it all 866/4MANHEIM 866/462-6434

• MANHEIM’S DEALERS AUTO AUCTION OF DALLAS 2717 East Main Grand Prairie, TX 75050-6214 1/866/462/6434 888/833-3223 Fax: 972/264-2086 www.dealersofdallas.com General Manager: Asst. General Manager: Asst. General Manager: F/L Manager: MAFS Manager:

Bonnie Benner Kathy Whaley Owen Stephens Ricky Pickett Yvonne Gonzales

• MANHEIM’S DALLAS AUTO AUCTION, INC. 5333 West Kiest Boulevard Dallas, TX 75236-1055 877/860-1651 Fax: 214/339-9361 www.dallasaa.com General Manager: Auction Manager: General Sales Manager: Dealer Sales Manager: MAFS Manager:

Barry Roop David Robertson Mike Copeland Bill Simpson Paula Doyle

Sales: Wednesday 9:00am - 4000 vehicles weekly. General Motors and Chrysler closed factory sales alternating Tuesdays 10am, Nissan/Infiniti closed factory sale monthly on Thursday 9:00am. Weekly D&D video sale at 9:00am. Friday Dealer Trade Sale @ 10:00am. Featuring: GMAC, Chrysler Financial, Nissan Remarketing, Chase, Wells Fargo Financial, HSBC, Enterprise RAC, Kia, Hyundai, Hertz RAC, ANC, and Avis RAC. For Simulcast sales see Manheim On Line

Weekly Consignment Sales: Tuesday at 9:00am. Weekly New Car Trades Tuesday at 12:30 & Wednesday at 3:00. Mitsubishi Open (Bi-Weekly) 9:30am. Mitsubishi closed once a month simulcast on Wednesday at 10:00am. Bank Repos & FL featuring: Bank of America, Remarketing Services of America, WFS, PHH, Americredit, Drive Financial. TRA call for schedule. For Simulcast sales see Manheim Online. • MANHEIM’S DALLAS F T.W O R T H A U T O A U C T I O N 12101 Trinity Blvd. Fort Worth, TX 76040

HOUSTON’S 1ST CHOICE AUTO AUCTION 825 Rankin Road Houston, Texas 77073 281 821-2300 Fax 281 821-2977 email: fcaa@1stchoiceaa.com www.1stchoiceaa.com Vice President & General Manager: John Poteet Vice President Sales & Marketing: Ray Skaggs Auction Manager: Jim Shreeve Fleet/Lease Manager: Keith Sommerlatte Fleet/Lease Coordinator: Wendy Reyna Metro Salvage and Damaged/Inop Sale Tuesday 10AM Regular Consignment Sale Wednesday 6PM 48 acres, 6 lanes, 1000 cars weekly including dealer trades, banks, and fleet units, floor planning, 24 hour secured site, reconditioning, transportation, AutoIMS, convenient location near Bush Intercontinental airport. Offering exceptional customer service! See you in the lanes!

866/794-3392 Fax: 817/538-3809 www.dfwautoauction.com

General Manager: Asst. General Manager: Asst. General Manager: Asst. General Manager: F/L Manager:

Frank Post John Swofford Russ Coghlan Troy Peterson Jason Keese

Sales: Every Thursday Ford Credit with Mazda American Credit starting at 9:30am. Featuring: GE Remarketing, SST, Donlen, Centrix Financial, Wheels, AEP, GSA. Used and Abused weekly. Factory closed sale for Ford Motor Co. bi-weekly on Wednesday at 10:00am. Simulcast Exotic Highline Sale monthly on Tuesday. Jaguar, Volvo Finance North America Inc., Porsche, Honda Finance featuring Acura units, VW/Credit Audi Financial, Land Rover, Mercedes Benz

USED CAR DEALER MAGAZINE

DECEMBER 2007

TEXAS - WASHINGTON

N I A D A A

Financial as scheduled. For Simulcast sales see Manheim On Line.

• MANHEIM’S FORT WORTH VEHICLE AUCTION 2245 Jacksboro Hwy Fort Worth, TX 76114 800/722-3922 Fax: 817/740-5909 www.cowtowntrucks.com www.fortworthvehicleauction.com Patti Bailey General Manager: Asst. General Manager: Lowell Doublin MAFS Manager: Jennifer Endsley Dealer Sales Manager: Jennifer Wenszell Sale Day Friday. Consignment Weekly @ 10:00am. DriveTime, Fleet, and New Car Trades. RV/Boat Sale 2nd Friday @ 9:00am. Heavy Truck Sale 3rd Friday @ 10:00am. D & D Sale 1st & 3rd Friday @ 8:30am. Call for details. For Simulcast sales see Manheim Online.

M A N H E I M ’S B I G H AU TO AU C T I O N 14450 West Road Houston, TX 77041 800/444-2444 281/890-4300 Fax: 281/890-7953 General Manager: Steve Green Dealer Sales Manager: Roma Templeton Factory Manager: Lori Ludlow F/L Manager: David Pratt Marketing Manager: Linda Fisher Weekly Consignment Sale Tuesday 9:00am featuring GMAC. General Motors bi-weekly, Mondays @ 1:00pm.

City? No problem, join us on Simulcast! Ask about our transportation assistance today!

M A N H E I M ’S T E X A S H O B BY AU TO AU C T I O N 8215 Kopman Road Houston, Texas 77061

713/649-8233 Fax: 713/640-8395 www.texashobbyautoauction.com

General Manager: Jerry Branham Brent Green Assistant General Manager: Assistant General Manager: Bo Beason Robert DiPretore General Sales Manager: Marketing Manager: Freda Cunningham Monday 10:00am – Closed Ford Factory Sale (bi-weekly). Tuesday 4:15pm – Total Resource Auction – Consignment Sale. Featuring: Ford Motor Credit, GE Remarketing, AmeriCredit, CitiFinancial Auto, Gulf States Finance & more. Thursday 9:00am – Consignment Sale. Featuring: Ford Motor Credit, Mazda North American, Enterprise Rent-A-Car, Hertz, CAPPS, Remarketing Solutions, GE Remarketing, AmeriCredit, CitiFinancial Auto, Avis, Donlen, Vanguard, & more. As the premier auction in Houston, we offer 2500+ units with over 1000 New Car Dealer Trades weekly. We are a 10 Lane - Full Service – State of the Art facility located 5 minutes from Hobby Airport (HOU). Check out our website or Manheim Online for more information. Can’t make it to our sale? Try Simulcast or Online Vehicle Exchange.

Credit Union, Zion’s Bank, Bank of the West, National Kidney Foundation, Loan Max Title Loans, Enterprise RAC, Hyundai Motor Finance, Dollar RAC, PHH Arval, Wheels, Drive Financial, Barco Rent-A-Truck, and more!

VIRGINIA A D E SA WA S H I N GTO N

D C

Roads Finance Company, Langley Federal Credit Union, ABNB Federal Credit Union, First Advantage Federal Credit Union, Victory, Freedom Ford, Green Gifford, Cavalier Ford, First Team Super Store, Hampton Chevy Mazda, Driver’s World, Greenbrier Auto Group, LoanSmart.

M A N H E I M ’S H A R R I S O N B U RG AU TO AU C T I O N

3560 Early Road (I81, Exit 243)] 703/996-1100 Harrisonburg, VA 22801 Fax: 703/996-1101 Mail: PO Box 1086 www.adesa.com/washington Harrisonburg, VA 22801-1086 540/434-5991 General Manager: Jon Perhach Fax: 540/434-6813 Asst General Manager: Nancy Davis Karl Kiracofe F/L Manager: Trish Pozdyn General Manager: Lee Barbato Consignment Manager: Bryan Dougherty F/L Manager: Donnie Michael Transportation Manager: Richard Andrade Sales Manager: 43375 Old Ox Road Dulles, Virginia 20166

Wednesdays - 10:00am. F/L & Dealer Consignment. Top of the Line Sale - 9:30am (Monthly) Featuring: Alliant Credit Union, Avis Budget Group, BMW-FS, Capital Leasing, CapitalOne Auto Finance, CCC Leasing, DriveFinancial Services, Enterprise RAC, Fairfax County FCU, Fleet Lease Disposal, Hertz RAC, Honda Remarketing, Mercedes-Benz Financial , Navy FCU, New Horizon Credit Union, NMAC, Northwest Federal Credit Union, RSA, PAR North America , Pentagon FCU, United Auto Credit, Vanguard Car Rental USA, VCI/Audi Financial and Wachovia Dealer Services.

Sale Every Wednesday- Early Bird @9:00am & Regular sale @ 10:00 am with Fleet & Lease Lanes simulcast. Featuring: Dealer Consignment,Remarketing Services of America, Wachovia, Americredit, DriveTime, PH&H, Wheels, Remarketing Solutions, Systems & Service Tech and many more accounts. TR/Salvage Sale second and fourth Wednesday of each month • Full Service Auction • Complete Reconditioning Facility • Full Mechanical Facility • Hi Tech Body Shop • On-site Finance (MAFS) • Mobile Auction Service Try Harrisonburg Auto Auction "Quite Possibly the best."

A M E R I C A N AU TO AU C T I O N C H E SA P E A K E Contact Information: 3856 S. Military Hwy, Chesapeake, VA 23321

T I D E WAT E R AU TO AU C T I O N

757/485-3342 3316 S. Military Hwy Fax: 757/487-1213 Chesapeake, VA 23323 www.amerautoauction.com

U TA H B R A S H E R ’ S S A LT L A K E AUTO AUCTION 780 S. 5600 W. Salt Lake City, UT 84104

801/322-1234 Sales: 801/478-1800 Fax: 801/322-1315 www.BrashersSaltLake..com

“Intergity Driven, Proven results” M A N H E I M ’S E L PA S O General Manager: Rob Brasher AU TO AU C T I O N Assistant General Manager: Justin Booth Ops & Ford Manager: Bill Brooks 485 Coates Dr. El Paso, TX 79932 915/833-9333 Sales Manager: Matt Tignor Toll Free: 877/587-2277 F/L Manager: Lee Anglin Fax: 915/581-9645 Finance Manager: John McPhie General Manager: Keith Coats SALES: Regular Consignment Tuesdays @ Asst. General Manager: Jason Blake 9:00; (10 Lanes with 4 Lanes Online) MAFS Manager: Debbie Langbehn Ford Factory @ 10:00 (Bi-Weekly) Dealer Sales Manager: Mark Torrez TRA Manager: Logan McCoy Wrecked and Salvage, RV Sale @ 8:30 am F/L Manager: Dani Souba (first Tuesday every month) SERVICES: Professional Body, Paint, and Reg. Sale every Thursday @ 10:00am. Detail Shop; High Tech Mechanic Shop Buyer Featuring high demand Fleet/Lease groups Protection Plans; Flooring Available such as; CitiFinancial, Capital One, GE Transportation Assistance Remarketing, Enterprise Rent-A-Car, Ford Motor Credit, Mazda Open Factory, AmeriCredit and many more. TRA Sales Primus, Wells Fargo Bank, Wachovia Dealer every other Monday starting at 2:00pm. For Services, GE Remarketing, HSBC Auto travel assistance please contact Erika Ortiz at (915) U S E D833-9333. C A R D ECan’t A L E make R M AitGtoA the Z I NSun E D E Finance, C E M B EChase R 2 0Auto 0 7 Finance, America First

Management and Sales Contacts: President: Steve Yancoskie General Manager: Gary Benton Institutional Contact: Tony Reed Sales Manager: David Fischer Sale Information: Live sale: Saturday; 5 Lanes of Action; Doors open: 8am; Auction kickoff: 10am Special Services: Recon Services, Transportation Available. Floor Plans Available. Special Sellers: Coastal Credit, Newport News Shipbuilding Federal Credit Union, Old Point National Bank, Hampton

General Manager: F/L Manager: Operations Manager: Sales Manager:

757/487-3464 Fax: 757/485-2227 www.twaa.com Mike Hockett Dody Nolan Dean Vasser Ken Strauss

Consignment Sale with over 1200 Consignments every Wednesday @ 9:45am. Featuring over 600 lease accounts.

WASHI N GTO N A D E SA

S E AT T L E

621 37th Street N.W. Auburn, WA 98002

253/735-1600 Fax: 253/351-0320 Fax-On-Demand: 800/805-8034 www.adesa.com/seattle

General Manager: Greg Beck Asst General Manager: Jason Arcaro Operations Manager: Joe Komenda F/L Manager: Dan Watt Dealer Consignment Manager: Kjersta Loyd Tuesdays F/L & Consignment - 9:30am. Thursdays-Consignment Sales - 5:30pm. GM Factory Sale - 9:00am (Every other Week) DaimlerChrysler Sale - 9:30am (Every other Week) Subaru - 10:00am (Monthly) Wrecked & Damaged Sale -

4:30pm (Every other Week) Featuring: Avis, Boeing Credit Union, CapitalOne Auto Finance, Collateral Remarketing Services Inc., Chrysler Financial, DTG Operations, DaimlerChrysler â&#x20AC;&#x201C; Factory, Enterprise RAC, GM Factory, GMAC, Key Bank, PAR North America, Subaru Factory, US Bank, Wells Fargo Auto Finance & Many More.

DA A

N O RT H W E ST

2215 S. Hayford Rd. Spokane, WA 99224 PO Box 19190 Spokane, WA 99219

President: Bob McConkey, Jr. Vice Pres./General Manager: Greg Mahugh Sales Manager: Bruce Wanker Mike Mikkelsen National Accounts Mgr.: Consignment Auction: Thursday 9:00am Services: 24-hour check-in, Unlimited pick-up and delivery, Direct return facility, Auto IMS, LiveLane, LiveLot and OnLine Ringman Internet sales, Complete Reconditioning Services, Canadian Import Services. Primary Accounts: Ford Motor Company, Ford Credit, GE Remarketing, Bank of America, Wells Fargo Auto Finance, Triad Financial, WFS Financial, CitiFinancial Auto, DTG Operations, Inc and Enterprise Rent A Car.

206/762-1600 Fax: 253/395-2275 www.ss-aa.net

General Manager: Julie Picard Assistant General Manager: Ray Priest Dealer Sales Manager: Greg Comstock Marketing Manager: Laurie Taisey Consignment Sales: Wednesday 9:00am. Virtual Tow Sale: 8:00am. Ford Factory Sale Bi-weekly 10:00am. Ford Factory, Ford Credit, Toyota Factory, Toyota Financial Services, Nissan Factory, Cendant, ARI, Volvo, NMAC, Mazda, BMW Financial Services, BMW NA, Hertz, SAAB Financial, Vanguard RAC, Hyundai, Suzuki, Wells Fargo, Chase, Lease Plan, Jaguar, HSBC, Bank of America, GE Remarketing, WDS Financial, KIA, Dollar, Wheels, World Omni, Center One Remarketing, Mercedes-Benz Financial, Mitsubishi, Lexus Financial, Infiniti, Enterprise, Advantage, ANC, ARI, ARS, Budget.

USPS Statement of Ownership, Management, and Circulation

WISCONSIN A D E SA

509/244-4500 Fax: 509/244-8244 www.daanorthwest.com

WASHINGTON - WISCONSIN

N I A D A

W. 10415, SR 33 Portage, WI 53901

W I S C O N S I N 608/742-8245 Fax: 608/742-4415 F/L Fax: 608/742-4825 www.adesa.com/wisconsin

General Manager: Asst General Manager: F/L Mgr & Marketing Mgr.: Dealer Sales Manager:

Tom Francois Jim Hostert Beckie Bass David Lavold

Thursdays-Consignment & F/L - 9:30am. Dealer Consignment - 10:00am. Featuring: Amcore Bank, Avis Budget Group, Chase , Great Wisconsin Credit Union, Donlen, Drive Financial, Emkay, Enterprise RAC, SBC, PAR North America, Summit CU, Wachovia Dealer Services, Wheels Inc. and UW Credit Union.

Title of Publication: Used Car Dealer Publication Number: 0279-725X Filing Date: 9/24/07 Number of Issues Published Annually 13 Mail Address and Business Headquarters 2521 Brown Blvd. Arlington, TX 76006-5203 Publisher NIADA Services Inc. 2521 Brown Blvd. Arlington, TX 76006-5203 Editor Causby Challacombe 2521 Brown Blvd. Arlington, TX 76006-5203 Average No. Copies Each Issue During Preceding 12 Months Total Number of Copies 20,535 Mailed Outside-County Paid Subscriptions 20,035 Total Paid Distribution 20,035 Free or Nominal Rate Outside-County Copies 100 Free or Nominal Rate Distribution Outside the Mail 200 Total Free or Nominal Rate Distribution 20,335 Copies not Distributed 200 Total 20,535 Percent Paid 98.5 percent No. Copies Single Issue Published Nearest To Filling Date Total Number of Copies 20,563 Mailed Outside-County Paid Subscriptions 20,063 Total Paid Distribution 20,063 Free or Nominal Rate Outside-County Copies 100 Free or Nominal Rate Distribution Outside the Mail 200 Total Free or Nominal Rate Distribution 20,363 Copies not Distributed 200 Total 20,563 Percent Paid 98.5 percent USED CAR DEALER MAGAZINE

DECEMBER 2007

carcounselor@niada.com

By Keith Whann

n? What does this mea

...can you tell me in layman’s terms what some of the most common mistakes are? r ... guidelines for us to conside Can you give us a few broad

GOT

QUESTIONS

HE HAS ANSWERS!

USED CAR DEALER MAGAZINE

JANUARY 2008

QUESTION:

Without focusing on any specific statutory requirements, some of the more general mistakes I see on a day-to-day basis include: • Required documents are missing, • Incorrectly drafted or conflicting documents, • Missing or incorrect disclosures. • Misstated obligations, rights or remdies of the parties. • Failure to integrate material state ments. • Improper use or completion of the paperwork by dealership employees. • Incompatibility of the paperwork with the dealership’s computer system.

• All material limitations and/or exclsions must be disclosed. • Disclosures should be clear and conspicuous. • In close proximity to the words stating the offer. • Using an asterisk, in and of itself, is not in close proximity. • Disclosures should be set forth such that they are easily legible, sufficiently specific, and leave no reasonable probability of being misunderstood. • All advertising claims made must be substantiated. • Advertisements should avoid any type, style, size, layout or illustration that may obscure any fact or create, in the reasonable consumer’s mind, an erroneous impression concerning\ any aspect of the transaction. Of course, don’t forget specific requirements like Federal Regulation Z (The Truth in Lending Act) and your State Unfair and Deceptive Acts and Practices Act. Good luck!

QUESTION:

“Words of Wisdom” from the Car Counselor to consider when making your New Year’s Resolutions

I have been hearing a lot about the importance of having the right paperwork in a car deal. I know there are laws on some specific things, but can you tell me in layman’s terms what some of the most common mistakes are?

ANSWER:

We are going to start doing our ads “in-house” to give them a different look and feel than they have had in the past. Can you give us a few broad guidelines for us to consider when developing our ad content and layouts?

ANSWER: Keep the following in mind and you should be off to a good start in being able to create both effective and compliant advertisements.

Know what you are doing. The problem with aiming at the wrong target is sometimes you hit it! Past success does not necessarily predict your compliance future. Most dealers never think they have a problem until they actually do, and then it’s often a big one! If compliance is not a priority to you, the Dealer, don’t expect it to be to your employees!