midatlantic - All Credit Motors

ANNOUNCING REGIONAL MEETINGS AND SEMINARS
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OCTOBER 2015
AFFILIATED WITH NIADA | PUBLISHED BY PIADA
w w w. p i a d a . o r g | w w w. n e w j e r s e y i a d a . o r g | w w w. n e w y o r k i a d a . o r g | w w w. m d i a d a . o r g | w w w. d e i a d a . o r g
GREG GEHMAN,
OWNER/OPERATOR,
ABC LANCASTER
AUTO AUCTION
PIADA
1501 North Front Street
Harrisburg, PA 17102
Change Service Requested
LEGISLATIVE
WORKINGS
VW EMISSIONS
VIOLATIONS
EFFECT ON
DEALERSHIPS
PRSRT STD
U.S. POSTAGE
PAID
Harrisburg, PA
Permit No. 557
DEALERSHIP
POLICIES & PREPARING
FOR THE END OF THE YEAR
America’s Auto Auction
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Harrisburg
THURSDAYS
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INOPS BEGIN 8:45AM
1100 South York Street
Mechanicsburg, PA 17055
Phone: 717.697.2222
THURSDAYS
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Pittsburgh
INOPS BEGIN 12PM
55 East Buffalo Church Rd
Washingon, PA 15301
Phone: 724.225.1777
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MidAtlantic
DealerNews
Affiliated with National Independent Auto Dealers Association
OCTOBER 2015
DEPARTMENTS & ARTICLES
Announcing Regional Meetings and Celebrating MARIADA 2015
By John DeFilippo. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
Executive Directors’ Message By Paula Frendel, Reg Evans. . . . . . . . . . . . . . 8
An Interview with Greg Gehman, ABC Lancaster Auto Auction
By Peter Salinas. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
MARIADA 2015 in the “City of Brotherly Love”. . . . . . . . . . . . . . . . . . . . . . 12
North East Pennsylvania Auto Auction Celebrates 16th Year Anniversary. . . 14
Government Affairs – It’s All About Relationships By Bob Keaton. . . . . . . . . 14
Manheim Philadelphia 51st Anniversary Celebrated. . . . . . . . . . . . . . . . . . 20
Congratulations to All Credit Motors on Their First Anniversary . . . . . . . . . . 20
Preparing for the End (of the Year) By Al Mosher. . . . . . . . . . . . . . . . . . . . . 22
Legal Corner By Tom Hudson, Esq. and Nicole Munro, Esq.,
Hudson Cook LLP. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26
Kontos Kommentary By Tom Kontos, Adesa Auctions. . . . . . . . . . . . . . . . . 30
PIADA, NJIADA/NYIADA, MIADA/DIADA
PROGRAMS, OFFERS & EVENTS
Code of Ethics and About PIADA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6
AUCTION DIRECTORY - EXPANDED FOR OUR STATES. . . . . . . . . . . . . . . . 24
Pennsylvania Forms Dealers Can Order . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
ADVERTISERS
✷ ABC Lancaster . . . . . . . . . . . . . 31
✷ Adesa PA/Adesa Pittsburgh. . . . 21
✷ America's Auto Auction. . . . . . . . 2
Auto Use. . . . . . . . . . . . . . . . . . . 25
✷ Bel Air Auto Auction. . . . . . . . . . 29
✷ Central Pennsylvania
Auto Auction. . . . . . . . . . . . . . . 32
Chesapeake Risk Management. . . 29
✷ Corry ADE. . . . . . . . . . . . . . . . . . 29
✷ Counselor Library. . . . . . . . . . . 28
✷ Dealer Goodies. . . . . . . . . . . . . 19
Fortna Auctioneers. . . . . . . . . . . . 23
✷ Greater Erie Auto Auction. . . . . . 25
✷ GWC Warranty.. . . . . . . . . . . . . . 5
✷ Kramer Insurance Center. . . . . . 25
Manheim Keystone PA. . . . . . . . . 18
Manheim New York. . . . . . . . . . . .15
✷ Manheim Pennsylvania. . . . . . 16,17
NABD . . . . . . . . . . . . . . . . . . . . . . 13
NextGear Capital. . . . . . . . . . . . . . . 8
✷ North East PA Auto Auction. . . . . 7
✷ Preferred Warranties. . . . . . . . . . 3
✷ ProGuard Warranty Inc.. . . . . . . 6,9
Shumaker Williams P.C.. . . . . . . . . . . 28
William J. Wheeler, Esq. & Assoc.. 23
✷ ADVERTISER ALSO PARTICIPATING IN THE 2015 PIADA DISCOUNT BOOK, PIADA.ORG
EXPANDED DISTRIBUTION OF THIS RENAMED MAGAZINE (FORMERLY PA DEALER NEWS) NOW INCLUDES DEALERS IN THE FIVE STATES OF
PENNSYLVANIA, NEW JERSEY, NEW YORK, MARYLAND, DELAWARE: (1) VIA EMAIL TO ALL DEALER MEMBERS AND TO ALL NON-MEMBERS THAT
PROVIDE US WITH THEIR EMAIL ADDRESSES: (2) PAPER COPIES ARE MAILED TO PIADA MEMBERS IN PA AND TO MEMBERS OF NJIADA, NYIADA,
MIADA/DIADA: (3) PAPER COPIES FOR MEMBERS AND NON-MEMBERS IN ALL FIVE STATES MAY BE OBTAINED FOR FREE AT PARTICIPATING
AUCTIONS ON AUCTION SALE DAY. MIDATLANTIC DEALER NEWS SENDS FREE COPIES FOR DISTRIBUTION TO DEALERS AT AN ANTICIPATED
APPROXIMATELY: 19 WHOLESALE VEHICLE AUCTIONS IN PENNSYLVANIA, 11 IN NEW YORK, 2 IN NEW JERSEY, 2 IN MARYLAND.
WOULD YOU LIKE TO RECEIVE A DIGITAL VERSION OF THE MIDATLANTIC DEALER
NEWS MAGAZINE EARLY EACH MONTH? Email Shannon at [email protected].
4 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
PA-MD-DE IADA'S 2015-2016
OFFICERS AND DIRECTORS
John DeFilippo, President
DeFilippo Bros. Motorcars (PA)...........610.532.8771
Tad Swift, Chairman
Corry Auto Dealers Exchange (PA)......814.664.7721
Tom Brandis, Treasurer
Advantage Auto Sales & Credit (PA)....215.805.2034
Clint Weaver, Secretary
Harrisburg Auto Auction (PA)..............717.697.2222
Michael Brill, Vice President
B & B Automotive (PA).......................215.781.1818
Tom Hodges, Vice President
Tom Hodges Auto Sales (MD).............301.373.2277
Michael Mansour, Vice President
Car Connection, Inc. (PA)...................724.658.1212
Beth Melamed, Vice President
Ticket to Ride Auto (PA).....................717.393.9133
Fran Morelli, Vice President
Fran Morelli Sales & Service (PA).......814.265.1330
Lisa Cohowicz, Director
North East Pennsylvania Auto Auction...570.207.2277
James Cuce, Director
Manheim Philadelphia Auto Auction....215.962.6742
Jeff Dreier, Director
Dreier Auto Sales (PA).......................570.675.5696
Joe Eikenberg, Jr., Director
Aero Motors, Inc. (MD)......................410.686.3444
Gus Kurtz, Director
Sports and Imports, Inc. (MD)............410.360.8600
Dan Limongelli, Director
Jo-Dan Motors (PA)............................570.829.4043
Kevin Luring, Director
Garden Spot Auto Auction (PA)...........717.738.7900
Noah Melamed, Director
Ticket to Ride Auto (PA).....................717.393.9113
Kevin Novitsky, Director
Village Auto Sales.............................570.254.6463
Chris Smiley, Director
Mountville Motor Sales (PA)...............717.681.9610
George Smouse, Director
Smouse Trucks & Vans (PA)...............724.887.7777
Steve Worley, Director
Worley Motors (PA)............................717.732.2051
Jay Zimmerman, Director
Zimmerman’s Auto Sales...................717.766.7656
STAFF
Reg Evans, Executive Director
[email protected]............................. 717.238.9002 x28
Arie Garcia, Director of Operations
[email protected] x13
Shannon Becker, Membership Director
[email protected] x18
Ping Goslawski, Finance Department
[email protected]............................ 717.238.9002 x12
Nicole Autry, Dealer Development
[email protected]......................... 717.238.9002 x26
Gigi Kode, Messenger/Title Call Center..717.635.2595
Peter Salinas, Special Contributing Writer
Jerry Trone, Media Photographer
To keep the MidAtlantic Dealer News on schedule, certain deadlines
must be observed. All information is due at the Pennsylvania
Independent Automobile Dealers Association (“PIADA”) office in
Harrisburg thirty days prior to the publication date of each issue.
The MidAtlantic Dealer News is a publication of the PIADA, 1501
North Front Street, Harrisburg, PA 17102, in cooperation with
our partners the NJIADA, NYIADA, MD-DE IADA. Advertising rates
available on request. If you have any questions please call the PIADA
office at 717.238.9002 or your State IADA.
PIADA was established in 1955, and chartered in 1959 under the
Non-Profit Corporation Laws of the Commonwealth of Pennsylvania.
The statements and opinions expressed herein are those of the
individual authors and do not necessarily represent the views of the
MidAtlantic Dealer News or the State IADAs. Likewise, the appearance
of advertisers, or their identification as members of State IADAs, does
not constitute an endorsement of the products or services featured.
Editorial and advertising requests should be directed to the Editor:
MidAtlantic Dealer News, PIADA, 1501 North Front Street, Harrisburg,
PA 17102. Telephone 717.238.9002, FAX 717.238.3870 or e-mailed
to [email protected].
Logos are respective trademarks of the PIADA, NJIADA, NYIADA,
MD-DE IADA.
Copyright © 2015 by the PIADA. All Rights Reserved.
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FROM THE PIADA PRESIDENT TO ALL MIDATLANTIC DEALERS
ANNOUNCING REGIONAL MEETINGS AND
CELEBRATING MARIADA 2015
By John DeFilippo
JOHN DEFILIPPO
DeFilippo Bros.
Motorcars
2240 East Lincoln Hwy.
Coatesville, PA 19320
610.532.8771
www.ujobucredit.com
THE PIADA CODE
OF ETHICS
We will employ truth and
accuracy in advertising.
We will strive constantly to
improve our
business methods.
We will stand by a guarantee
given with the sale of a
motor vehicle.
We will not perform any act
to discredit our industry.
We will guarantee the title of
every vehicle sold.
We will furnish every
purchaser an approved
bill of sale.
We will comply with Federal
and State laws.
We will encourage the
American system of free
enterprise.
4th ANNUAL MIDATLANTIC “MARIADA” CONVENTION CONVENED
On behalf of the five MidAtlantic States represented by the MARIADA Convention, we thank
our Dealers who attended and the terrific Speakers, Sponsors, and Exhibitors who attended
and participated in this 4th annual education and networking event on September 19 – 20
in Philadelphia. Our sponsors and exhibitors are listed below. Contact them when you need
business expertise in their respective areas to assist your business in making and saving
money and staying in regulatory compliance. For photos, see page 12 and our website for
more photos of this annual convention event.
REGIONAL MEETINGS
We hereby announce Regional Meetings for Members and we invite Nonmembers to attend
as well. Through our MidAtlantic “MARIADA” group of Independent Automobile Dealer
Associations - that includes the newly multiple State organization of PIADA-MDIADA-DEIADA
members, NYIADA members, and NJIADA members - we want to reach out to you on a wider
and more frequent basis.
When you see Staff or Directors in your region at the auctions or in our dealer education
sessions, please let us know your business and regulatory concerns. Stop by at our Staff
table at the auctions when we are there in your region so we can listen to your thoughts
and industry views. Let us update you more about what we are working on to promote and
protect the industry legislatively, with the regulators, and for updates on existing and new
services, products, and benefits for our members.
RESULTS OF ANNUAL MEETING OF PIADA-MDIADA-DEIADA MEMBERS
See page 4 for our newly elected 2015 – 2016 Board of Directors and Officers for PIADAMDIADA-DEIADA. We look forward to working and serving you, the Dealers, Vehicle Auctions,
and Industry Vendors to our Dealerships.
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6 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
EXECUTIVE DIRECTORS' MESSAGE
FIVE MILLION VEHICLES AFFECTED
IS A LOT OF VEHICLES
By Paula Frendel and Reg Evans
MARIADA CONVENTION 2015
IS IN THE BOOKS. It was a great
event for the Dealers! To echo
John DeFilippo’s comments on
page 6, thank you to our Dealers
who attended and to all of the
REG EVANS
Sponsors, Speakers, and Exhibitors
Executive Director
for making it great. We plan for
PIADA, MDIADA, DEIADA
www.piada.org,
MARIADA 2016 and for regional
www.mdiada.org,
meetings, seminars, and events
www.deiada.org
in 2015 – 2016 to benefit our
Members. Members, check your emails periodically for
updates and related announcements as the membership year
progresses for events and meetings we hope you will attend
or at least stop by for a quick conversation. For MARIADA
photos, see page 12.
POWER OF EDUCATION – UPCOMING SEMINARS. We
provided A LOT OF EDUCATION at the MARIADA Convention
held September 19 – 20 in Philadelphia. Look for our
upcoming telephone seminars and webinars on topics such as
Advertising (federal and state), Issuing Agent Best Practices
(Pennsylvania), Spot Delivery (Maryland), Red Flag Rules,
Examination Preparation, and Policies for Dealerships. Dial-in,
watch, or attend in person. See upcoming announcements
via Email Blasts to our Members.
EMAIL ANNOUNCEMENTS. For PIADA-MDIADA-DEIADA
Members, if you are not on our Email Blast list for Education,
Newsletter, and other Announcements, send us your email
and contact information to [email protected]. For NJIADA
and NYIADA Email Blasts, contact www.newjerseyiada.org
and www.nyiada.org.
KEEP CREDIT CARD AND DEBIT CARD LIABILITY AWAY. After
an Oct. 1, 2015 deadline created by major U.S. credit card
issuers MasterCard, Visa, Discover and American Express, the
liability for card-present fraud will shift to whichever party is
the least Europay-Mastercard-VISA-compliant in a fraudulent
transaction. If after October 1 you only process chip cards
through card swipes and magnetic stripe data, you may be
held liable if fraud occurs. Be sure to upgrade to a Point
of Sale (“POS”) machine that handles the new chip card
technology so that you can do as much as possible to protect
yourself from liability.
SPOT DELIVERY LAW IN MARYLAND. Beginning October 1,
2015, the new Maryland Spot Delivery law goes into effect
so that notice is required when the retail financing is not yet
finalized when the customer drives the vehicle off the lot. The
dealer is required to provide notice in writing of the disapproval
of any financing within four days. Then the buyer/lessee must
then return the vehicle within two days, after which the vehicle
is subject to repossession. For related Forms, Members may
8 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
contact MDIADA at 717.238.9002
or email [email protected] or
contact your attorney. V W M E E T S T H E E PA –
APPLICABLITY TO DEALERS.
The U.S. Environmental Protection PAULA FRENDEL
Executive Director
Agency (EPA) has been busy. The NYIADA and NJIADA
EPA issued a notice of violation www.newyorkiada.org
(NOV) of the Clean Air Act (CAA) www.newjerseyiada.org
to Volkswagen AG, Audi AG, and
Volkswagen Group of America, Inc. on September 18, 2015.
The NOV alleges that four-cylinder Volkswagen and Audi
diesel cars from model years 2009-2015 include software
that circumvents EPA emissions standards for certain air
pollutants. The software produced by Volkswagen is a “defeat
device,” as defined by the Clean Air Act. California is separately
issuing an In-Use Compliance letter to Volkswagen, and EPA
and the California Air Resources Board have both initiated
investigations based on Volkswagen’s alleged actions.
According to the EPA, affected diesel models include: Jetta
(MY 2009 – 2015), Jetta Sportwagen (MY 2009-2014), Beetle
(MY 2012 – 2015), Beetle Convertible (MY 2012-2015),
Audi A3 (MY 2010 – 2015), Golf (MY 2010 – 2015), Golf
Sportwagen (MY 2015), Passat (MY 2012-2015).
According to Volkswagen’s internal evaluation, approximately
five million Volkswagen Passenger Cars brand vehicles are
affected worldwide. That’s a lot of potential recalls and
lawsuits. VW has hired the same law firm that represented
BP in the aftermath of the Gulf Oil Spill.
What should dealers and consumers do? It depends in part
on how quickly and correctly VW gets this problem repaired
and how much damage has been done to owners of these
vehicles. Here are some answers and related information.
You may want to keep in mind that EPA expects to compel VW
to issue a recall in the future to reduce the emissions impacts
of these vehicles. Owners will be notified of that recall once
Volkswagen and Audi have developed a remedial plan and EPA
has approved the plan. Manufacturers are given a reasonable
amount of time to develop a plan to complete the repairs,
including both the repair procedure and manufacture of any
needed parts. Depending on the complexity of the repair and
the lead time needed to obtain the necessary components,
it could take up to one year to identify corrective actions,
develop a recall plan, and issue recall notices.
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AN INTERVIEW WITH
GREG GEHMAN, OWNER/OPERATOR,
ABC LANCASTER AUTO AUCTION
By Peter Salinas
Editor’s Note: ABC Lancaster Auto Auction celebrated its third anniversary in its new auction building in September 2015.
Weekly auction sales are held every Wednesday starting at 9 a.m. ABC is located at 1040 Commercial Ave, East Petersburg, PA.
Q. Please provide us a few details about your background
and relationship with ABC Auctions and being Owner/
Operator of ABC Lancaster, and your experience in the
automotive industry?
A. I grew up and have lived in Lancaster County most of
my life. I’m married to Karolyn and we are blessed with 9
children, ages 33 to 11. In fact, today (Sept. 17), my 24-yearold daughter is giving birth to our third grandchild!!
I graduated from Franklin & Marshall College in Lancaster,
earning a degree in accounting. Franklin & Marshall is one
of the oldest secondary education institutions and was
established around 1787. My very first job I had was with
Manheim Auto Auction. I was hired to work in their office as
a staff accountant. After working in this position for a year,
I had the opportunity to transfer to another Manheim Auto
Auction facility in Florida to work as their Office Manager. After
working in Florida for four years, I actually became homesick
for my family and friends in PA and transferred back . . . the
best part was that I could watch the Phillies again!!!! I’m not
sure if that was a smart move or not because the Phillies
haven’t played as well recently. In my transfer with Manheim
Auto Auction, they hired me as their Fleet/Lease Manager for
their location here in Manheim. After working in this position
for just a year, I was promoted to the General Manager of the
Manheim Auto Auction location in Manheim, PA. I was very
blessed to hold that position for 18 and a half years – from
January 1987 thru July 2005 – working with some of the most
talented men and women in the automotive industry. When I
started at Manheim we offered 1,000 cars a week and when I
left we were running 10,000 cars per week. I was in the right
place at the right time with a really nice group of extremely
talented people to work with.
After the position of General Manager, Manheim asked me
to work in a new venue they were developing and I became
the Vice President of Export Services. Working with their
10 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
Export Services was an extremely interesting and challenging
position, but required several weeks of travel across the globe
and away from my family. I decided to end my career with
Manheim in March of 2008 to spend more time at home. I
was enjoying hanging out with my family and selling baseball
cards on ebay when I was approached by Frank Nolt to see
if I had interest in heading up a new auto auction!! Frank
owns Lancaster County Motors and MB of Lancaster and
had purchased what was the Yellow Freight property in East
Petersburg in order to build a new MB dealership. He was
interested in dividing the property and building an auto auction
on the other half! Although I was enjoying time at home, I
was very excited at the opportunity and honored that Frank
contacted me for this new adventure. And this is where ABC
Lancaster Auto Auction began!
We needed assistance in getting started and were looking
for another investor. I contacted Mike Hockett, CEO of ABC
Auctions to discuss the possibility of him partnering with
us. Mike was very interested in hearing more about our new
venture and what this partnership would look like. Mike was
just as excited as Frank and I were and so the partnerships
were formed and ABC Lancaster was officially in the planning
stages. We began to hire employees in December of 2011,
and held our first auction in March of 2012. During our hiring
process, we actually interviewed prospective employees in
an RV parked in front of our temporary office building! It was
exciting to see the response we received with the hundreds
and hundreds of applications that poured in. Three of us took
turns interviewing individuals in this RV . . an experience that
none of us will quickly forget. During our start up, we were
utilizing one building as our office, CR facility, recon center and
auction arena!! We ran 4 lanes on sale day in the arena – the
same space we used to detail cars the other four days of the
week! During this time, we were in the process of building a
brand new, state-of-the art facility in the front of our property.
We held our first sale in the new facility on September 12,
2012 . . . brand new office space, 8 lanes in the sales arena
and a full-service restaurant offering FREE breakfast to our
dealers each week!!
Q. Please provide some details of your facility: size, sale
dates, number of units sold per week, number of employees,
other services provided?
A. We offered 388 cars in our first sale in March 2012. In
comparison, yesterday, we celebrated our third anniversary
of our new building and we offered 1,715 units. This was
our biggest sale ever. Every employee at ABC strives to
make us the most dealer-friendly auction we can be. In my
opinion, our business is all about relationships, not cars.
An auction doesn’t buy or sell cars – we merely provide a
service to facilitate deals for both buyers and sellers to be
successful. We provide the brick and mortar facility, online
bidding opportunities and auctioneers to make deals come
to fruition. For ABC Lancaster to continue to grow and be
successful, we need to always put people first – all people. At
ABC we strive to treat our employees, vendors, dealers, and
auctioneers the same . . . making sure we do the right thing
when nobody is looking. I truly believe this philosophy has
given us an edge in our industry with exceptional customer
service and why dealers continue to seek us out to buy and
sell cars.
Currently, our sale averages approximately 1,300 units
consigned each week. 175 to 200 of these consignments are
fleet/lease units. ABC Lancaster is predominately a dealerto-dealer auction with steady growth in our fleet/lease lanes.
Our sale is held each Wednesday at 9:00am. Our buyers
find eight action-packed lanes filled with vehicles on a
weekly basis. ABC Lancaster offers a full-service detailing
facility. A variety of services are offered at this facility – full
reconditioning, windshield replacement, light body and
paint work along with minor mechanical repairs. The staff
in our Transportation Department will assist our dealers in
scheduling pick-ups and deliveries of their units to and from
any location. We employ a wide variety of retired professionals
and military personnel as drivers for our local pick-up and
delivery requests. Currently, ABC Lancaster employs over
170 part-time and full-time individuals from our community.
Q. Tell us about the challenges and satisfaction that comes
as a result of being the vice president and general manager
of a very busy wholesale auto auction?
A. My work is never completed - no matter what department
I’m working with I always have a project I’m working on. I am
a people person and I could spend all day, every day on the
phone and answering emails. I get great enjoyment from just
calling a dealer to check in and see how he’s doing and what
I can do to make his experience this week better than before!
Maintaining strong and healthy relationships with our
employees and our dealers is the foundation of our business
and what I enjoy the most. I have made a lot of friendships
from being in the automotive industry. It’s very common for
me to be out and about on the town with my family and run
into somebody I know from the auction. I will always take the
time to stop and chat with them . . . building relationships
one person at a time.
Q. Over your career in the auto auction industry, what have
been some of the biggest changes you have seen? What
has changed that you have missed, and what has changed
for the better?
A. The introduction of the internet has brought about the
biggest changes in the automotive industry . . . and probably
just about every other industry as well. When I began my
career in auction business, office use of the computer had just
been introduced. Manheim Auto Auction received their first
computer in 1977. The Manheim auction in Florida received
their first one in 1981 – the same day that I began working
with Manheim Auto Auction in their corporate office.
What the advent of the computer and internet has done
to our industry is unbelievable. Every time I walk thru our
lanes I see dealer after dealer using their smart phones to
gather information on cars being offered for sale. Dealers
use smart phones and tablets to scan barcodes with serial
numbers and are then able to use programs that reference
CarFax, AutoCheck and other auction market reports. This
data enables them to be educated on purchases they are
preparing to make. I have joined this new group of “techy”
dealers. Instead of writing notes during our sale on a piece
of paper, now I either send myself a text message or email!!!
Sometimes when I’m feeling adventurous I just press a button
on my iPhone, talk into the microphone, and like magic the
message is transcribed into written words . . . it’s unreal!
Q. Tell us a little about your auction’s community work in
the area and region.
A. I want ABC Lancaster to support our local communities
as much as we can. We employ over 170 individuals from
right here in central PA. In the spring, we held our very first
community yard sale . . . offering tables to anyone from local
towns for a $10 donation . . . and all the monies raised went
to Wounded Warriors!!! Our employees also participated in the
yard sale . . . and I had 3 tables of my own! Our restaurant
chef was on hand preparing breakfast sandwiches and grilling
burgers and hotdogs . . .again, with all proceeds going to
support our local chapter of Wounded Warriors. In the Fall
of 2012, we hosted a sports memorabilia charity auction to
raise money for Wounded Warriors. All the items were donated,
our auctioneers donated their time . . . it was open to all our
dealers and employees to bid and buy! This event was near
and dear to me as collecting baseball cards is one of my
most favorite things to do!!! During our employee Christmas
party last year, we had a firefighter from a local station come
in with coloring books and crayons in gift bags for each child
that attended to promote safety! Each Christmas season,
ABC Lancaster proudly displays boxes for collection of Toys
For Tots and our employees and dealers are encouraged to
participate!
ABC Lancaster is a corporate supporter of the Hempfield
School District Flag Football Tournament this year. We are
also a new supporter of MDA and the Harley Davidson, Ride
For Life event. During our Anniversary Sale and Motorcycle
Event just a week ago, we sold specially designed T Shirts
to benefit MDA. ABC Lancaster donated the shirts, and all
monies were given to MDA.
Q. Is ABC Lancaster a National Auto Auction Association
member.
A. ABC Lancaster is a member of NAAA and we follow their
guidelines. Each year, NAAA holds a national convention
where members gather to learn new industry practices and
brainstorm for the future. I am hoping to attend another one
very soon.
Q. Who helps your auction be so successful?
A. ABC Lancaster is a team of great managers and great
employees who work with great dealers . . . It really is just
that simple. We have grown from a staff of 5 to over 170,
each team member bringing strengths and passions that aid
in our success and growth. Many of our employees also bring
knowledge and experience from past employment adventures
at other auctions. Our diversity, passion, experiences and
friendliness make ABC a great place to work and do business.
I will always strive to lead ABC Lancaster by focusing on
people. I believe in people and in the overall goodness of
mankind. By showing our employees and dealers that we
care, they in turn are loyal and work to the best of their ability
to help us be successful. Growing relationships and helping
people is truly the definition of success. 3
MIDATLANTIC DEALER NEWS OCTOBER 2015 | 11
MARIADA 2015 IN THE “CITY OF BROTHERLY LOVE”
MARIADA 2015 kicked off on the afternoon of Saturday,
September 19th at the Loews Philadelphia hotel in downtown
Philadelphia, PA. Dealers were greeted with a welcome
lunch in the exhibit hall where they interacted with various
vendors, learning all about different products and services for
their dealerships. Over the 2-day event, breakout sessions
were held from some of the top speakers in the industry.
12 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
Dealers learned about effective sales training methods,
online marketing, increasing profit, financing their inventory,
and much more!
HUGE thanks to all of our generous sponsors who made
this event possible! MARIADA 2016 dates and location will
be announced soon, you won’t want to miss it! 3
NORTH EAST PENNSYLVANIA AUTO AUCTION
CELEBRATES 16TH YEAR ANNIVERSARY!
Nor th East Pennsylvania
Auto Auction celebrated its
16th anniversary on Tuesday,
September 22, 2015. The
auction held a weekly black
jack tournament for the entire
month and gave away $1000
to the black jack tournament
winner! They also had several
other giveaways including
grills, tool sets, a compact
refrigerator, car cleaning kits,
and many more! It was a
beautiful day in Scranton,
PA and a great time was
had by all who attended.
Congratulations to auction
Owner, Jim Gaughan, Lisa
Cohowicz, and the entire staff
at North East Pennsylvania! 3
GOVERNMENT AFFAIRS –
IT’S ALL ABOUT RELATIONSHIPS
By Bob Keaton, Senior Associate, Bigley and Blikle, LLC
BOB KEATON
Bob is a Senior Associate
at Bigley and Blikle,
LLC. Bob has worked in
government affairs as a
corporate lobbyist with
Sunoco, Inc. and as a
Policy Director for former
Governor Tom Ridge. Most
recently, he worked as the
Legislative Director for
NFIB.
We have heard the phrase “you can’t fight city hall” or in this case, you can’t fight a certain
issue. Often times, organizations admit to defeat and are willing to compromise before there
is even a conversation about an issue. Why? The fear they will lose the debate and the issue.
Fighting city hall can be very daunting task, but the only way you can even think about a fight
is to develop relationships with the people in city hall. Building a relationship with your elected
officials is one of the most important “government relations” functions you can perform as a
member of any association. When I worked for Sunoco, often times government relations was
the last stop executives would turn to when they had an issue. The only way I could help at
the last minute was by relying on the relationships I had built with the decision makers. Those
relationships were built so that when the time came, I could get answers quickly.
Successful associations make the development of strong and meaningful relationships with
elected officials a priority.
This success, however, has to come from members of an association -- members who are willing
to take two or three minutes to write or call their elected officials and express their opinions
on issues affecting them. That one note or phone call can pay huge dividends. Reaching out
to your elected officials and talking to them about how issues directly impact your business
really is a game changer. Elected officials are interested to learn more about your business and
eager to meet you and everyone at your business. It’s their job to know their constituents and
to understand the issues of importance to you and your business. As a business owner, you
create jobs, pay taxes and contribute to the community, and your elected officials have a vested
interest in your success or failure.
When an executive director of an organization gives testimony on an issue, it often gets less
reaction than when a business owner speaks. Get a business owner to make remarks and all
eyes and ears are on them. Because so much of the car industry is regulated at the state level,
forming positive relationships with your state senator and/or state representative is crucial to
the continued success and strength of your business. All of this is a great tool in government
affairs grassroots, but it means nothing without the building of personal relationships with your
elected officials – it’s all about relationships. 3
14 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
SHORT DRIVE
GREAT DEALS
Manheim New York is one of the most easily accessible auctions around.
MANHEIM
NEW YORK
On the crossroads of the Northeast in Newburgh, Manheim
New York is easily accessible by plane, train and automobile.
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2000 Dealer Drive
Newburgh,NY 12550
www.manheim.com
ONLINE AUTO DEALER SUPPLIES & SELLING AIDS
FULL LINE OF AUTOMOTIVE RECONDITIONING AND DETAILING PRODUCTS
DEALERGOODIES DETAIL SEMINAR
BASIC: September 29th • ADVANCED: September 30th
Must Sign Up in Advance: Call: 800-366-2141
See Your Route Salesman or Visit: DEALERGOODIES.com for details.
CUSTOM DEALER IDENTIFICATION PRODUCTS
125 low cost, high impact, one color process
Auto Plate Inserts.
Starting as low as $177.00
500 Custom License Plate Frames
$400.00. Additional styles and
materials available.
Whether you prefer pre-mades or die-cut
Dealer-Cals, we have them starting at
$105.00 & $341.00
(Additional quantities and colors available for an additional cost.) Please visit our website for additional details not mentioned in our ad.
BANNERS, FLAGS AND MORE
Quipall 200 AMP Port Charge All
and Jump Starter PCJS400
$134.95
3x8 Stock Avenue Banners $70.00
Swooper flag and pole kit $150.00
Replacement Flags $59.00
VEHICLE IDENTIFICATION
Versa Key Tags
250 per box
$23.00
Kleer-Bak Stock Stickers
100 per pack
$7.95
Consecu-Tags
125 per box
$60.00
Arrow I.D. Tags
2 sizes
1000 per pack
$16.00 – $19.50
PLEASE VISIT OUR WEBSITE TO VIEW OUR HUGE SELECTION OF PRODUCTS!
88 AUCTION ROAD
MANHEIM, PA 17545
800-366-2141
WWW.DEALERGOODIES.COM
MANHEIM PHILADELPHIA
51ST ANNIVERSARY CELEBRATED!
By Kelli Barsby, Manheim Philadelphia
✦ 51 Years in Business!
We at Manheim Philadelphia celebrated our 51st
Anniversary on Tuesday, September 22nd with our “September
Customer Appreciation Sale-a-bration”. It was our way of giving
back and saying thank you to all of our loyal customers for
their business and continued support of our auction with a
fun sports-themed event. The day kicked off with Pre Sale
Games in the lanes during our Early Bird announcements –
basketball free throw, football toss and hockey slap shots.
Dealers were chosen to play via raffle ticket and the prize
for the winners was American Express gift cards, which is
always a favorite! Each of our 10 lanes were awarding lucky
buyers with gift cards (Cabelas, Texas Roadhouse, American
Express, Buffalo Wild Wings, Sports Authority, and more) for
mystery car purchases.
There was also great food and snacks served all sale
long – freshly popped popcorn, nachos, soft pretzels, Cracker
Jacks, peanuts and (the biggest hit of all) cheesesteaks, of
course! We also had awesome prize packages with a Philly
sports theme that were awarded to dealers. Flyers, Sixers
and Eagles gift baskets included two lower level tickets to a
game, two team hats and a $50 American Express gift card
to use towards concessions. The Tailgating Prize Package
included a cooler, two tailgating chairs, a portable grill and
an Eagles fleece blanket. Attending and registering for the
sale automatically entered each dealer into each drawing
and the winners were chosen at random throughout the
morning. It was a successful sale with great results and
high attendance. Our customers and employees alike really
enjoyed the day!
CONGRATULATIONS TO
ALL CREDIT MOTORS ON THEIR FIRST ANNIVERSARY!
✦ 1 Year in Business!
All Credit Motors in West Mifflin, PA celebrates 1 year in
business this month! Co-Owners, Guy Gearhart and Mike
Rowe also have another dealership, Southside Motors
located in Pittsburgh, PA which opened for business in
February 2008.
20 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
OFF-LEASE CARS
FRESH INVENTORY. OPEN SALE.
Lower buy fees • CPO-eligible inventory
Central processing • 30-day guarantee option
Find one-owner, off-lease vehicles
from these top consignors:
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© 2015 ADESA, INC.

ACURA REMARKETING
ALLY
AUDI FINANCIAL SERVICES
CHRYSLER CAPITAL
FORD CREDIT
GM FINANCIAL
HONDA REMARKETING
HYUNDAI MOTOR FINANCE
JAGUAR FINANCIAL SERVICES
KIA MOTORS FINANCE
LAND ROVER FINANCIAL SERVICES
LEXUS FINANCIAL SERVICES
MAZDA CAPITAL SERVICES
MITSUBISHI MOTOR CREDIT
SUBARU MOTORS FINANCE
SUBARU OF AMERICA INC
SOUTHEAST TOYOTA FINANCE/CENTERONE
TOYOTA FINANCIAL SERVICES
US BANK
US BANK VOLVO
VOLKSWAGEN CREDIT
VOLVO CARS FINANCIAL SERVICES
Go to ADESA.com/off-lease to learn more
about extended arbitration and find off-lease
inventory from these consignors.
PREPARING
FOR THE END (OF THE YEAR)
By Al Mosher
As we enter the final quarter of the year, there are two issues dealers need to address. The
first is compliance. Several federal regulations require annual training to maintain compliance.
Now is the time to make sure you have all of that necessary training completed by the end
of the year. We’ll review those requirements in just a minute. The other issue is forecasting.
Next month’s column will address the data you need to analyze from this year, and how to
use that to forecast how your business will perform in 2016, as well as what changes you
need to make to get there.
Alan Mosher is a car
guy. His first job ever
was detailing cars at a
dealership when he was
in high school. He began
selling cars in 1975,
and has been in the car
business in one form or
another for most of the
40 years since. Half of
that time he has been
in the BHPH business.
He has operated BHPH
dealerships for 8 years
and been a trainer and
consultant in the business
for 11. He can be
reached via email at al@
alanmosher.com.
While there are several regulations that predate 2000, compliance has really been a major
concern for car dealers since the turn of this century. The tragic events of September 11,
2001, spawned many of these regulations. Over the years since, numerous laws were
passed, regulations implementing these laws were developed and enforcement of these
regulations begun. The founding of the Consumer Financial Protection Bureau (CFPB) in July
of 2011 and the strengthening of the enforcement side of the Federal Trade Commission
(FTC) that occurred around the same time, began a real emphasis on enforcing all of these
regulations. It seems as if a competition to see which of these agencies could be the baddest
enforcement cop began.
There are now 9 regulations that require written dealership compliance policies. They are:
1. The Red Flag Rule
2. The Safeguards Rule
3. The Privacy Rule
4. PATRIOT Act – OFAC
5.PATRIOT Act – IRS/FinCen
6. Do Not Call Rules
7. OSHA – Dealership Safety & Health Program
8.OSHA – Hazard Communication Program
9.Collection Policies (BHPH)
If you do not have written policies in place that address these requirements, you are well past
the time to do so. Getting these policies in place should be one of your highest priorities.
There are also 11 regulations that require formal dealership staff training. There are 8
additional regulations where formal training is advised. This training needs to be conducted
for your staff at least annually to maintain compliance. The 11 required regulations are:
1.The Red Flags Rule
2.The Safeguards Rule
3. The Privacy Rule
4.PATRIOT Act – OFAC
5.PATRIOT Act – IRS/FinCen
6. Do Not Call Rule
7.OSHA – Dealership Safety & Health Program
8. OSHA – Hazard Communication Program
9. OSHA – Auto Repair Safety Program
10.Fair Debt Collections & Practices Act (BHPH)
11.Fair & Accurate Credit Transactions Act (BHPH)
The 8 regulations where regular training is advised are:
1. The Magnuson-Moss Warranty Act
2. The Federal Used Car Rule
3. The Truth in Lending Act
4. Unfair or Deceptive Acts or Practices
5. The Risk Based Pricing Rule
6. Dealership Advertising Guidelines
7.Sexual Harassment
8. Diversity in the Workplace
22 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
Although several of these laws date from the 1970s and even
before and compliance has been a major item of emphasis
in our industry for the last decade, I’m still amazed at the
number of dealers not in compliance. It seems there is a story
in industry legal publications almost monthly of dealers being
sued or prosecuted for violating one of these regulations. Just
last month a dealer in Connecticut was fined in two separate
cases (with several more pending) for requiring customers to
buy extra products in order to obtain financing. Fines in each
case exceeded $20,000. Over the last few years, several
dealers were forced to close because their business could not
bear the amount of the fines levied against them.
As we wind towards the end of the year, it’s time to make sure
your compliance house is in order. If you do not have written
policies and procedures, do it now. If a regulator comes to
your dealership, you will need to show them one of two things;
your compliance manuals or your checkbook. If you have not
provided formal training for your employees this calendar year,
schedule it now. Make sure you are not the next dealership in
the headlines for failing to comply with the law. 3
ABSOLUTE AUCTION
Commercial Real Estate
Former Retail Property
Sells Regardless of Price, No Minimums, No Reserves!
On-Site, 411 - 415 West Main Ave., Myerstown, PA
Thursday, October 29 at 6:00pm
• Two Buildings Totalling 8,277± sf on 0.49± Acre
• Zoning R-2 • 20± Parking Spaces
• Lebanon County; Jackson Township
• Located in Downtown Myerstown, just off Route 422
• Surrounded by Major Banks, Eateries, Shopping, etc.
Property Inspection - Mon., Oct. 12th @ 1PM SHARP!
Visit www.FortnaAuctioneers.com for info & photos!
MARIADA 2015 CONFERENCE
MARIADA 2015
CONFERENCE
and Sunday, September 19-20, 2015
| Saturday
Loews Hotel in Downtown Philadelphia, PA
Loews Hotel in Downtown Philadelphia, PA
| Saturday and Sunday, September 19-20, 2015
MARIADA 2015 CONFERENCE
Loews Hotel in Downtown Philadelphia, PA
| Saturday and Sunday, September 19-20, 2015
PA Dealer News, 1/4 pg color. Oct. Issue
William J. Wheeler, Esq. & Associates, P.C.
Serving Clients Since 1980
LAW PRACTICE LIMITED TO REPRESENTATION OF
NEW & USED MOTOR VEHICLE DEALERS – 35 YEARS EXPERIENCE IN THE VEHICLE INDUSTRY
P.O. Box 1945 • Boothwyn, PA 19061 • 215-988-9320 • Fax: 484-766-3630
Email: [email protected]
The Automotive business is a very specific and unique business, dealers often find it
difficult to locate an attorney who has in depth knowledge of the automotive industry.
Dealers on the average need legal representation for 10 instances per year.
Our law practice is limited to representing auto dealers, we can give you our 100%
undivided attention. We have over 35 years experience in the automotive industry.
• I’m also a former dealer & fully
understand your business
• Out of Trust Matters
• Lender Liability
• Consumer Protection Matters
• State Motor Vehicle Board Licensure Disputes
• Department of Transportation Disputes
• Factory Franchise Matters
• Breach of contract cases
• Partnership Disputes
• Buy/Sell Agreements
MIDATLANTIC DEALER NEWS OCTOBER 2015 | 23
AUCTIONDIRECTORY
PENNSYLVANIA
ABC - LANCASTER AA
1040 Commercial Ave., P.O. Box 406
East Petersburg, PA 17520
Phone: 717.569.5220 / Fax: 717.569.3109
Greg Gehman, Owner/Operator; Ed Fazio, GM
Weekly Sales Wed. 9:00 A.M.
Office: M-F 8:30-5:00
www.abclancaster.net
ADESA MERCER
758 Franklin Road, Mercer, PA 16137
Phone: 724.662.4500 / Fax: 724.662.2840
Barry Fabricant, GM; Sharon White, Fleet Manager
Friday 9:00 A.M.
Office: M-F 8-5:00
www.adesa.com
ADESA PA
I-83 Ex. 28 (Old Ex. 12),
30 Industrial Rd., York, PA 17406
Phone: 717.266.6611 / Fax: 717.266.7650
George Johnson, GM
Angel Alicea, Fleet Manager
Igor Skinder, Sales Manager
Wednesday 8:20 A.M.
Powersports Sale, 4th Wed. of every month
www.adesa.com
ADESA PITTSBURGH
378 Hunker Waltz Mill Rd., New Stanton, PA 15672
Phone: 724.925.4700 / Fax: 724.925.4701
Bernie Nemec, Dealer Contact
Tuesday 9:00 A.M.
www.pittautoauction.com
AMERICA’S AA-PITTSBURGH
55 E. Buffalo Church Rd.
Washington, PA 15301
Phone: 724.225.1777 / Fax: 724.225.7223
Lou Craig - GM; Skip Thomas - GM
Thursday 12:30 P.M.
www.americasautoauction.com
BLOOMSBURG AUTO AUCTION
25 Ridge Road, Bloomsburg, PA 17815
Phone: 570.784.2306
Wednesday 1:00 P.M.
John and Heather Vance, Owner/Operators
www.bloomaa.com
CENTRAL PENNSYLVANIA AA
Exit 178 of I-80, Lock Haven, PA 17745
Phone: 800.248.8026 / Fax: 570.726.7841
Grant Miller, Owner; Doug Miller, V.P./COO
Tim Keohane, GM
Thursday 10:00 A.M.
Office: MTF 8-5:30 W-Th 8-6:00
www.cpaautoauction.com
CORRY AUTO DEALERS EXCHANGE
P.O. Box 317, Route 6, Corry, PA 16407
Phone: 814.664.7721 / Fax: 814.664.7724
Tad Swift, Auction Manager
Jeri Elmquist, Dealer Contact
Thursday 10:00 A.M.
www.corryade.com
GARDEN SPOT AUTO AUCTION
Robert Rd. & Apple St., Ephrata, PA 17522
Phone: 717.738.7900 / Fax: 717.738.7930
Kevin Luring, Marketing Manager; Kristi Kohl, GM
Omar Landis, Owner
Tuesday 10:00 A.M.
www.gardenspotautoauction.com
GREATER ERIE AUTO AUCTION
7700 Avonia Road, (Exit 16 of I-90 & PA Route 98)
Fairview, PA 16415-0916
Phone: 814.474.3900 / 877.474.GEAA Fax: 814.474.4969
Todd Briggs, Co-Owner/GM; Chuck Williams,
Dealer Contact/Sales Manager; Todd Briggs, Fleet
Lease Repo Contact; Scott Porter, Transportation
Re-Con Manager; Chrissy Briggs, Marketing Manager
Tuesday 2:30 P.M.
www.greater-erie.com
HARRISBURG AUTO AUCTION
1100 S. York St., Mechanicsburg, PA 17055
Phone: 717.697.2222 / Fax: 717.697.2234
Lynn Weaver, GM; Clint Weaver, AGM; John
Congdon, Operations Manager; Sharon Guise,
Office Manager; Tom Wesner, Dealer Sales; Tammy
Leppo, Dealer Sales; Randy Donovan, Dealer
Sales; Glenn Gochenaur, National Accounts
Every Thursday 8:45 A.M.
www.harrisburgautoauction.com
MANHEIM KEYSTONE PENNSYLVANIA
488 Firehouse Road, Grantville PA 17028
Phone: 717.469.7900 / Fax: 717.469.2842
Sal Cuomo, Manager
Tamra Habbershon, Dealer Services Manager
Shirley Kennedy, Office Manager
Every Monday 12:00 noon
www.manheim.com
MANHEIM PENNSYLVANIA
1190 Lancaster Rd., Manheim, PA 17545
Phone: 717.665.3571 / Fax: 717.665.9265
Julie Picard, VPGM; Tim Doyle, AGM; Kevin Gantz,
AGM; Amy Taitano, AGM; Sal Cuomo, AGM; Randy
Derr, AGM; Darren Teague, Auction Manager
Exotic Highline Sales every other Thurs.- 9:00 A.M.
Every Friday Sale 8:30 A.M.
www.manheim.com
MANHEIM PHILADELPHIA AA
2280 Bethlehem Pike, Hatfield, PA 19440
Phone: 215.822.1935 / Fax: 215.822.8140
Charles Pollina, GM; Scott Mulligan, AGM
Gregg Pachik, Dealer Services Manager
Troy Moyer, Commercial Accounts Manager
Tuesday 9:30 A.M.
TRA Sale - Tuesday 1:00 P.M.
Office: M-Th 8:30-5 F 8:30-3
www.manheim.com / www.traauctions.com
MANHEIM PITTSBURGH AA
21095 Route 19, Cranberry Twp., PA 16066
Phone: 724.452.5555 / Fax: 724.452.1310
Tom McDonald, GM; Chris O’Donnell, AGM
Shawn Byers, Commercial Accounts Manager
Melissa Robison, Dealer Services Manager
Wednesday, 9:00 A.M.
www.manheim.com
NORTH EAST PENNSYLVANIA AA
860 N. Keyser Ave., Scranton, PA 18504
Phone: 570.207.CARS / Fax: 570.207.1860
James Gaughan, Owner; Joseph Gaughan, Dealer
Contact; Lisa Cohowicz, Dealer Contact
Kevin Jennings, Dealer Cnt/F-L
Tuesday 10:00 A.M.
www.nepautoauction.com
ORANGEVILLE AUTO AUCTION
2040 St., Rt. 487, Orangeville, PA 17859
Phone: 570.683.4006 / Fax: 570.683.4018
Brenda Hartzel, Dealer Contact
Angela Dawson, Dealer Contact
Wednesday 10:00 A.M.
www.orangevilleautoauction.com
24 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
PERRYOPOLIS AUTO AUCTION
Route 51 S. Perryopolis, PA 15473
Phone: 724.736.4445 / Fax: 724.736.0466
Renee Smith, Director of Operations
Friday 9:45 A.M.
www.perryautoauction.com
Spend $399 - Get $20,000 in
Discounts on Auction and Industry
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Join PIADA Today!
MARYLAND
BSC AMERICA/BEL AIR AUTO AUCTION
803 Bel Air Rd., Bel Air, MD 21014
Phone: 410.879.7950 / Fax: 410.893.1515
R. Charles Nichols, President;
Michelle Nichols-Neff, Vice President;
Cindy Mitchell, VP of Fleet Operations;
Mike Corrado, Dealer Sales; Chuck Wenzel,
Dealer Sales; John Bellus, Dealer Sales;
Christina Thorneycroft, Dealer Sales
Thursday 8:30 A.M.
www.bscamerica.com
MANHEIM’S BALTIMOREWASHINGTON AA
7120 Dorsey Run Rd., Elkridge, MD 21075
Phone: 410.796.8899 / Fax: 410.799.0512
Toll Free: 800.533.2923
Steve Sirianni, GM; Tina McCarty, AGM
Sherry Houghtling, Dealer Sales Mgr.
Brian Seabrease, OVE Mgr.
Matt Groller, Fleet/Lease Mgr.
Tuesday Sale starting @ 9:30 A.M.
TRA Salvage Sale @ 1 P.M.
www.manheim.com
NEW JERSEY
ADESA AUCTION OF NEW JERSEY
200 N. Main, Manville, NJ 08835
Phone: 908.725.2200 / Fax: 908.725.3446
Craig Estep, GM
Consignment Sale Thursdays 8:45 A.M.
Topline Sale 9 A.M. monthly Thursdays
GM Factory Sale Bi-weekly Tuesdays 10 A.M.
www.adesa.com
MANHEIM NEW JERSEY AA
730 Rte. 68, P.O. Box 188, Bordentown, NJ 08505
Phone: 609.298.3400 / Fax: 609.298.4489
Pete Sauber, GM; Greg Conover, AGM
Wednesday 9 A.M.
www.manheim.com
NEW YORK
ADESA BUFFALO
SWADE SCRANTON/WILKES-BARRE ADE
11 R. South Keyser Ave., Taylor, PA 18517
Phone: 570.961.3800 (Scranton)
Phone: 570.823.2800 (Wilkes-Barre)
Fax: 570.562.1344
Justin Priblo, Dealer Contact
Dottie Arnone, Office Manager
Gene Scagliotti, Owner
Monday 6:00 P.M.
www.swadeaa.com
BUFFALO AUTO AUCTION
8418 Southwestern Blvd., Angola, NY 14006
716.549.4800
Sally Schueckler, GM
[email protected]
MANHEIM ALBANY
459 Route 146, Clifton Park, NY 12065-0440
518.371.7500
Jay Waterman, GM
[email protected]
MANHEIM NEW YORK AA
2000 Dealer Drive, Newburgh, NY 12550
Phone: 845.567.8400 / Fax: 845.567.8410
Mark Pester, GM / Darryl Vrooman, AGM
Sale Day Wednesdays 9 A.M.
Monthly Tuesday Ford Factory Sales 10 A.M.
3rd Tuesday of the Month Specialty Sales 10 A.M.
1st Wednesday of the Month Heavy Truck &
Equipment Sales 10 A.M.
Office: M,T, Th 9-5, W 7-6, F 9-1
www.manheim.com
ROCHESTER’S CENTRAL AUTO AUCTION
20 Cairn Street, Rochester, NY 14611
Julie Quinn, GM
585.328.2277
[email protected]
ROCHESTER- SYRACUSE AUTO AUCTION
1826 State Route 414, P.O. Box 129
Waterloo, NY 13165
315.539.5006
Scott Prankie, GM
[email protected]
STATE LINE AUTO AUCTION
830 Talmadge Hill Rd. S., Waverly, NY 14892
Phone: 607.565.8151 / Fax: 607.565.8659
Jeff Barber, Owner; Jim Terwilliger, Sales Manager
Neal McEwen, Fleet/Lease Manager
GM Closed Factory Sale Alternate
Thursdays @ 10:00 A.M. Sharp
Dealer Consignment Sale
EVERY Friday @ 9:20 A.M.
www.statelineauto.com
12200 Main St., Akron, NY 14001
Phone: 716.542.3300 / Fax: 716.542.3547
Warren Clauss, GM, Mike Phillips, Assistant GM
Consignment Sale Tuesday 9 A.M.
Boat & RV Sale 2nd Tuesday Monthly 11 A.M.
Ford Factory Tuesday Monthly 9 A.M.
Office: M-Tu: 8-5, W: 8-4, Th: 9-4, F: 9-3
www.ADESA.com/Buffalo
ADDITIONAL STATES
MOUNTAIN STATE AUTO AUCTION
ADESA LONG ISLAND
WINCHESTER AUTO AUCTION
425 Patchogue Yaphank Rd., Yaphank, NY 11980
Noel Nixon, GM
631.205.5000
www.adesa.com/LongIsland
ADESA SYRACUSE
5930 State Rte. 31, Cicero, NY 13039
David Taylor, GM
315.699.2792
www.adesa.com/Syracuse
Route 2, Box 835, Shinnston, WV 26431
Phone: 304.592.5300 / Fax: 304.592.3510
Chad Garrison, GM; Joe Pyle, Owner
Monday 10:30 A.M.
Office: 9-5:00
www.mtstateaa.com
12828 Winchester Ave., Bunker Hill, WV 25413
Phone: 304.229.4400 / Fax: 304.229.9067
David Angelicchio, Chairman & CEO; Dennis
Angelicchio, President; Bryan Dougherty, GM
Friday 10:00 AM
www.WinchesterAA.com
YORKMONT AUTO AUCTION
799 South Main Street, Fair Haven, VT 05743
Phone: 802.278.8057 / Fax: 802.457.7110
[email protected]
EXIT 16
I-90 & RT. 98
FAIRVIEW, PA
“WE ARE THE DEALER’S AUTO AUCTION”
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607 Corporate Drive, West
Langhorne, PA 19047
215-860-6510 Tel.
814-474-3900 • (877) 474-GEAA • Fax (814) 474-4969
www.greater-erie.com
“GOTTA GET TO ERIE”
www.KramerInsuranceCenter.com
MIDATLANTIC DEALER NEWS OCTOBER 2015 | 25
LEGAL CORNER
THE CARLAWYER©
By Thomas B. Hudson and Nicole Frush Munro
August was a slow month in Washington, but we found a few interesting items for you. This
month, we feature developments from the Consumer Financial Protection Bureau, the Federal
Trade Commission and the Pennsylvania Attorney General we thought might interest to those
in the auto sales, finance or leasing business. We also recap some of the auto sale and
financing lawsuits we follow each month. Remember – we aren’t reporting every recent legal
development, only those we think might be particularly important or interesting to dealers.
Why do we include items from other states? We want to show you new legal developments
and trends. Also, another state’s laws might be a lot like your state’s laws. If attorneys
general or plaintiffs’ lawyers are pursuing particular types of claims in other states, those
claims might soon appear in your state.
Note that this column does not offer legal advice. Always check with your own lawyer to learn
how what we report might apply to you, or if you have questions.
THIS MONTH’S CARLAWYER© COMPLIANCE TIP
Tom ([email protected])
and Nikki (nmunro@hudco.
com) are partners in the
law firm of Hudson Cook,
LLP. Tom is the author of
a book, CARLAW®, and is
the Editor/author of the
CARLAW® F&I Legal Desk
Book. The books are
available at www.counselor
library.com. Tom is also
the publisher of Spot
Delivery®, a monthly
legal newsletter for auto
dealers, and the Editor
in Chief of CARLAW®, a
monthly report of legal
developments in all states
for the auto finance and
leasing industry (not to be
confused with the book).
Nikki is a contributing
author to the F&I Legal
Desk Book and frequently
writes for Spot Delivery®.
Spot Delivery®, CARLAW®
and the books are produced
by CounselorLibrary.com
LLC. For information, call
410.865.5411 or visit
www.counselorlibrary.com.
Copyright CounselorLibrary.
com 2015, all rights
reserved. Single publication rights only, to the
Association.
HC# 4850-2079-6456
9/15)
State attorneys general have their collective hair on fire about dealer advertising. Most of the
advertising violations the AGs are prosecuting are for violations of some pretty basic rules.
Do you know the federal and state advertising rules that apply to your dealership? If not,
urge your state dealer association to put on a “Car Dealer Advertising Basics” seminar or
webinar. Also, collect all the advertising rules into a manual, and have your lawyer confirm that
you’ve found them all. Finally, schedule periodic reviews of the material you have gathered
and periodic training of the employees responsible for your ads.
FEDERAL DEVELOPMENTS
E-Closings in the F&I Office? On August 5, the CFPB published a report on its “Know Before
You Owe” eClosing project which found that borrowers can benefit from electronic closings
when navigating the mortgage closing process. Specifically, the results of the pilot indicate
that those who closed their mortgage using an electronic platform are generally better off
on measures of understanding, efficiency, and feeling empowered than borrowers who used
just paper forms.
In April 2014 the CFPB released a report that outlined the major pain points associated
with the closing process – the last step before consumers are contractually obligated to their
loans. The report found that consumers felt like they did not have enough time to review the
documents. Consumers also felt overwhelmed by the stack of complex paperwork. Finally,
consumers complained about finding errors in the documents.
The CFPB identified electronic closings, also known as eClosings, as one solution to
address some of these pain points. Electronic closings rely on technology for borrowers to
view and sign closing documents electronically. The benefits can include faster delivery of
the documents and embedded links to help consumers understand specific terms as they
come across them.
The report, “Leveraging technology to empower mortgage consumers at closing” is available
at: http://files.consumerfinance.gov/f/201508_cfpb_leveraging-technology-to-empowermortgage-consumers-at-closing.pdf
The CFPB’s report focused on mortgage lending, but some of its findings and conclusions
might well apply in the auto finance area, as well.
FTC Interested in Debt Collection. On August 6, the FTC announced the panels for its
September 29 Dallas meeting on debt collection. The FTC will host a similar meeting in
Atlanta on November 18. The FTC’s first such meeting with debt collection industry leaders
and professionals was held in New York in June. The participants will discuss enforcement
actions, consumer complaints, compliance issues, and industry best practices. Both events
are free and open to the public.
News from the Complaint Department. On August 25, the CFPB released its second monthly
complaint report, which highlights trends in the complaint data the Bureau receives through its
26 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
Consumer Complaint Database. Car industry folks will have a
hard time gleaning anything from the report dealing specifically
with auto financing. The monthly report includes complaint
data specific to certain companies, overall complaint volume
and complaint volume by state, and other trends in the data.
Each month, the report spotlights complaints about a particular
issue and complaints from a particular geographic location.
This month’s report focuses on credit reporting complaints
and complaints from consumers in Los Angeles.
Pennsylvania AG Curbs “Free Range” Dealers. On July 30,
the Pennsylvania Office of the Attorney General announced
that it obtained settlements with three dealerships and one
individual for advertising and selling used vehicles without a
valid license. The attorney general’s office also alleged that
the dealerships failed to use proper sales contracts and failed
to disclose their business names and addresses or use the
word “dealer” within their ads on Craigslist. One dealership
also allegedly misrepresented the quality of its vehicles and
failed to disclose in writing any verbal representations made
to customers. The settlements are the result of a statewide
task force that investigated used car dealerships.
LITIGATION
Consumer Leasing Act Not Applicable to Lease to Individual
and Non-Profit Organization: A non-profit organization and its
chief executive officer leased a car from a dealership. Later,
the CEO sued the assignee of his lease and the dealership’s
sales manager for violating the Consumer Leasing Act.
The assignee moved to dismiss the complaint, and the trial
court granted the motion. The federal appellate court affirmed.
The appellate court agreed with the trial court that the
CLA, which does not apply to a lease to an organization,
did not apply to the lease because there was no question that
the non-profit was a co-lessee and that it was an organization
under the CLA. The appellate court noted that the fact
that the CEO was a natural person did not convert the lease
into a consumer lease because when there is more than
one lessee, all lessees must be natural persons in order for
a lease to be a consumer lease. See Dixon v. Toyota Motor
Credit Corporation, 2015 U.S. App. LEXIS 12732 (5th Cir. (E.D.
La.) July 23, 2015).
Borrowers Not Entitled to Remedy for Violations of Maryland’s
Repossession Notice Requirements Unless They Had Repaid
More than Principal Amount: Two individuals bought cars
under retail installment sale contracts governed by the
Maryland Credit Grantor Closed End Credit Provisions. When
they defaulted, the creditors repossessed the cars and sent
them notices that their cars would be sold at public auction.
After the sale of the cars, the creditors sent them notices that
the cars were sold and that they owed deficiency balances. In
response, the individuals sued the creditors, alleging violation
of the CGCEC Provisions, among other claims. The trial court
granted summary judgment for the creditors, finding that the
individuals did not sustain any damages because they had
unpaid principal balances remaining and the creditors had
abandoned their claims for deficiency judgments. The federal
appeals court affirmed. A creditor that violates the CGCEC
PENNSYLVANIA FORMS DEALERS CAN ORDER
DESCRIPTION
QUANTITY
“As is” Supplemental Statement
Buyers Guide Plastic Holders (50)
Buyers Guide Window Form
Buyers Guide Window Form (Spanish)
Consignment & Sales Agreement Form
Deal Jackets
Fees Chart (wall mount)
Installment Sales Contract (100)
Key Tags (250)
Lease Agreements
Limited Warranty
No Purchase Required Disclosure
Notary Receipt Pad
Notary Register
Odometer Mileage Statement
Power of Attorney Disclosure Forms
Rental Agreements
Retail Buyer Order Form
Secure Power of Attorney
Secure Power of Attorney Log Book
Temp Tag Log Book Title Release Authorization Used Vehicle Record
MEMBERNON-$MEMBER MEMBER EXT
NON-M EXT
_____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ 24.00 $ 00
40. $ 00
18. $ 00
18. $ 00
18. $ 00
24. $ 00
14. $ 00
75. $ 00
32. $ 00
53. $ 00
26. $ 00
24. $ 00
15. $ 00
15. $ 00
18. $ 00
18. $ 00
32. $ 00
32. $ 00
50. $ 00
15. $ 00
15. $ 00
15. $ 00
15. 48.00 $ 00
80. $ 00
36. $ 00
36. $ 00
36. $ 00
48. $ 00
28. $
129.00 $ 00
64. $
106.00 $ 00
52. $ 00
48. $ 00
30. $ 00
30. $ 00
36. $ 00
36. $ 00
64. $ 00
64. $ 00
50. $ 00
30. $ 00
30. $ 00
30. $ 00
30. $
_______
$
_______
$
_______
$
_______
$
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$
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$
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$
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$
_______
$
_______
$
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$
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$
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$
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$
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$
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$
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$
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$
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$
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$
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$
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$
_______
$
_____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ $
28.00 28.00 $ 00
28. $ 00
28. $ 00
28. $ 00
28. $ 00
28. $ 00
28. $ 00
28. $ 00
28. $ 00
28. $
56.00 56.00 $ 00
56. $ 00
56. $ 00
56. $ 00
56. $ 00
56. $ 00
56. $ 00
56. $ 00
56. $ 00
56. $
$
_______
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$
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$
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$
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$
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$
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$
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$
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$
_______
$
_______
$
$
$
$
$
$
$
_______
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$
_______
$
_______
$
_______
$
_______
$
_______
$
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$
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$
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$
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$
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$
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$
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$
_______
$
_______
$
_______
$
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$
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$
_______
$
_______
$
_______
$
ADP FORMS
Customer Delivery Check List
Customer Proposal
Damage Disclosure
Delivery Confirmation
Goodwill Repair Acknowledgement
Insurance Coverage Acknowledgement
Interpreter Confirmation of Translation
Lease Spot Delivery Agreement
Notice to Co-Signer
Test Drive Agreement
Trade-In Appraisal
_______
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
Subtotal $ _______ $ _______
PA Sales Tax $ _______ $ _______
Shipping $ per pound + Special Shipping $ at cost. Total w/o shipping $_________
P lease make checks payable to PIADA, 1501 North Front St., Harrisburg, PA 17102
(call in to receive shipping cost to include in payment) or you may fax orders to
717.238.3870 with credit card information. *All orders MUST be accompanied by a
method of payment. *Must provide DIN if applicable.
Dealership_________________________________________________________________________
Contact_______________________________________________Date_________________
Address___________________________________________________________________________
City_______________________________________________State ______Zip__________
Phone _____________________Fax ____________________*DIN____________________
Card Type:
 VISA
 MasterCard
 AMEX
Name on Card____________________________________________________ Exp. Date________
Card Number _____________________________________ Security Code________
CONTINUED ON PAGE 28
MIDATLANTIC DEALER NEWS OCTOBER 2015 | 27
LEGAL CORNER
CONTINUED FROM PAGE 27
Provisions may collect only the principal amount of the loan
and not any interest, costs, fees, or other charges. In addition,
a creditor that violates the repossession section, including
the requirement to furnish a notice following repossession,
is not entitled to a deficiency judgment. Relying on 2013
precedent, the appellate court recharacterized all of the
individuals’ payments as payments toward principal and then
subtracted that total and the sale proceeds from the original
principal amount owed. The appellate court concluded that
the individuals each still owed approximately $11,000 in
principal and, thus, did not sustain any damages. See Gardner
v. GMAC, Inc., 2015 U.S. App. LEXIS 13737 (4th Cir. (D. Md.)
August 6, 2015).
Awarding Buyer Cost of Repairs for Defective Truck Sold “As
Is” Contravened Dealer’s Right to Exclude Warranty: A couple
bought a used truck. Deal documents provided that the truck
was sold “as is - no warranty.” On their way home from the
dealership, the buyers discovered that the truck was damaged
and not roadworthy. They sued the seller under “civil tort
law.” The trial court found that the seller committed a tort in
selling the buyers a truck that was not roadworthy and that
placed them, and other drivers, in danger. The court awarded
the buyers damages in the amount of the costs they incurred
to repair the truck, as well as their attorney’s fees. The Court
of Appeals of Indiana reversed the trial court’s judgment. The
appellate court determined that the buyers were not entitled
to relief under a tort theory because the “economic loss rule”
precludes tort liability for “pecuniary loss unaccompanied by
any property damage or personal injury (other than damage to
the product or service provided by the defendant).” Because
the buyers failed to provide evidence of any personal injury
or damage to any property other than the truck they bought,
the appellate court determined that the economic loss rule
applied and barred their recovery under a civil tort theory.
The appellate court noted that Indiana law permits a dealer
to expressly exclude implied warranties. The appellate court
found that the seller had sold the truck “as is,” with no implied
warranties, and therefore the buyers were not entitled to relief
under a warranty claim. The appellate court determined that
the trial court had effectively contravened the seller’s right to
sell the truck “as is” by awarding the buyers the same relief in
tort that was excluded by the agreement. See Griffin v. Martin,
2015 Ind. App. Unpub. LEXIS 787 (Ind. App. July 15, 2015).
So there’s this month’s roundup!
you next month. 3
Stay legal, and we’ll see
MARIADA 2015 CONFERENCE
MARIADA 2015
CONFERENCE
and Sunday, September 19-20, 2015
| Saturday
Loews Hotel in Downtown Philadelphia, PA
Loews Hotel in Downtown Philadelphia, PA
| Saturday and Sunday, September 19-20, 2015
MARIADA 2015 CONFERENCE
Loews Hotel in Downtown Philadelphia, PA
| Saturday and Sunday, September 19-20, 2015
Telephone: 717-763-1121 ■ Fax: 717-763-7419
On the Web at: www.shumakerwilliams.com
Offices in Camp Hill and York, PA, and Towson, MD
Established 1964
COMMITTED TO MEETING THE
LEGAL AND BUSINESS NEEDS
OF THE AUTOMOTIVE INDUSTRY:
Vehicle Finance ■ Buy Here Pay Here ■ Installment Sales
Floor Plan Financing ■ Loan Workouts ■ Auction Matters ■ Agents
Messenger Services ■ Licensing and Regulatory Compliance
Enforcement Matters ■ Warranties ■ Insurance ■ Service Contracts
and SCRIPs ■ Leasing ■ Internet Sales ■ ELT Program ■ Contracts
Repossessions ■ Starter Interruption Devices and GPS
Intellectual Property ■ Capital Raising ■ Mergers &
Acquisitions ■ Corporate Governance
Commercial Litigation ■ Human Resources & Benefits
Real Estate ■ Tax Strategy
Counsel to the
Succession Planning (family, ownership, management)
Pennsylvania Independent
Automobile
Dealers
Estates and Trusts Planning ■ Immigration
Association
28 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
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BUYER AND SELLER FEES
NO CHANGE SINCE 2011
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FIND US ON:
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MIDATLANTIC DEALER NEWS OCTOBER 2015 | 29
KONTOS KOMMENTARY
CURRENT USED VEHICLE MARKET CONDITIONS
SUMMARY
Average wholesale used vehicle prices fell on a year-over-year basis for the first time since
August of 2014, as previously elevated sales of higher-priced, late-model off-rental program
units have subsided and comparisons to prior year are now on more of an apples-to-apples
basis in terms of seller-type composition. We now see a clearer picture of the downward
pressure that supply growth is putting on prices. Moreover, though retail used vehicle demand
has been strong, average new car incentives have been climbing, which puts further downward
pressure on used vehicle prices. These impacts are most evident in car prices, as truck
prices have held up well in the current low fuel price environment.
Tom Kontos is Executive
Vice-President, Customer
Strategies and Analytics.
In this position, Mr. Kontos
interfaces with members
of the media, Wall Street
and automotive analysts,
dealers, and key ADESA
clients to provide
information and insight
on economic trends in the
vehicle remarketing
industry, of which ADESA
is a major player. Mr.
Kontos also provides
analytical services to
internal and external
ADESA audiences in the
form of annual market
reports, periodic reports
on used vehicle price
trends, web-based
information products,
dealer surveys, and other
strategic studies. He
supplies monthly used
vehicle price data to the
U.S. Bureau of Economic
Analysis (BEA) as part
of the BEA’s effort to
estimate various
components of Gross
Domestic Product.
ADESA Auctions
13085 Hamilton Crossing
Blvd., Suite 500
Carmel, IN 46032
317.249.4235
[email protected]
DETAILS
According to ADESA Analytical Services’ monthly analysis of Wholesale Used Vehicle Prices
by Vehicle Model Class1, wholesale used vehicle prices in August averaged $9,575 – down
3.1% compared to July and down 0.2% relative to August 2014. Car prices continue to bear
the brunt of price declines, falling 5.8% month over-month and 5.2% year-over-year, while
truck prices fell only modestly (0.6%) on a sequential basis and actually went up significantly
(9.8%) on a year-over-year basis.
Average wholesale prices for used vehicles remarketed by manufacturers were up 1.7%
month-over-month but down 9.1% year-over-year. Prices for fleet/lease consignors were up
a modest 0.7% sequentially but down 2.0% annually. Dealer consignors saw a 3.6% price
decrease versus July but a 2.1% increase relative to August 2014.
Data from NADA showed a 10.6% year-over-year increase in used vehicle sales by franchised
dealers and a 12.4% increase for independent dealers in August. CPO sales were down
0.1% month-over-month and down 1.1% year-over-year, according to figures from Autodata.
WHOLESALE USED VEHICLE PRICE TRENDS
Average Prices ($/Unit)
Aug-15
Jul-15
Aug-14
Latest Month Versus:
Prior Month
Prior Year
Total
All Vehicles $9,575 $9,876 $9,595 -3.1%
-0.2%
Total Cars
$8,010 $8,503 $8,450 -5.8%
-5.2%
Compact Car
$6,514 $7,105 $6,748 -8.3%
-3.5%
Midsize Car
$7,272 $7,628 $7,832 -4.7%
-7.1%
Fullsize Car
$6,238 $7,297 $5,786 -14.5%
7.8%
Luxury Car
$11,425 $11,720 $11,857 -2.5%
-3.6%
Sporty
Car
$11,750 $12,512 $12,325 -6.1%
-4.7%
Total Trucks
$11,276 $11,346 $10,270 -0.6%
9.8%
Mini Van
$6,624 $6,839 $6,126 -3.1%
8.1%
Fullsize Van
$12,813 $12,420 $11,499 3.2%
11.4%
Mini SUV
$13,642 $13,560 $12,407 0.6%
10.0%
Midsize SUV
$7,826 $7,968 $7,401 -1.8%
5.7%
Fullsize SUV
$11,161 $11,090 $10,400 0.6%
7.3%
Luxury SUV
$18,136 $17,769 $18,588 2.1%
-2.4%
Compact Pickup
$7,686 $7,938 $7,333 -3.2%
4.8%
Fullsize
Pickup
$14,593
$14,731
$12,857
-0.9%
13.5%
Total Crossovers
Compact CUV
Mid/Fullsize CUV
$11,339 $10,106 $12,278 $11,569 $10,428 $12,447 $11,950 $10,666 $13,198 -2.0%
-3.1%
-1.4%
-5.1%
-5.3%
-7.0%
Source: ADESA Analytical Services. July data revised.
1
The analysis is based on over seven million annual sales transactions from over 150 of the largest U.S. wholesale auto auctions,
including those of ADESA as well as other auction companies. ADESA Analytical Services segregates these transactions to study
trends by vehicle model class, sale type, model year, etc.
The views and analysis provided herein relate to the vehicle remarketing industry as a whole and may not relate directly to KAR
Auction Services, Inc. The views and analysis are not the views of KAR Auction Services, its management or its subsidiaries; and their
accuracy is not warranted. The statements contained in this report and statements that the company may make orally in connection
with this report that are not historical facts are forward-looking statements. Words such as “should,” “may,” “will,” “anticipates,”
“expects,” “intends,” “plans,” “believes,” “seeks,” “estimates,” “bode”, “promises”, “likely to” and similar expressions identify
forward-looking statements. Forward-looking statements are subject to risks and uncertainties that could cause actual results to
differ materially from the results projected, expressed or implied by the forward-looking statements. Factors that could cause or
contribute to such differences include those matters disclosed in the company’s Securities and Exchange Commission filings. The
company does not undertake any obligation to update any forward-looking statements.
30 | OCTOBER 2015 MIDATLANTIC DEALER NEWS
OVER
$2500 IN PRIZES
AT END OF SALE!!
INCLUDING:
(8) $250 Gift Cards
To Random Buyers
At End Of
Bargain Boulevard
(4) Per Lane!!!
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Every week
beginning September 30th
Lanes 7 & 8*
*following Fleet/Lease
Units typically $4000** and under
**Bargain Boulevard units NOT elibigle for PSi
Featuring THESE SELLERS:
STARTING LANE 8
STARTING LANE 7
WEDNESDAY SALES AT 9AM | 1400+ UNITS
Bid Online With
www.edgepipeline.com
1040 Commercial Ave, PO Box 406, East Petersburg, PA 17520 • Phone: (717) 569.5220 • Fax: (717) 569.3109
www.edgepipeline.com | www.abclancaster.net
www.facebook.com/abclancaster • www.twitter.com/greggehman