Y - PIADA.org

MARIADA 2015 | SEPT. 19-20, 2015 | LOEWS HOTEL IN DOWNTOWN PHILADELPHIA
MidAtlantic
DealerNews
SEPTEMBER 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
United We Stand
PIADA
1501 North Front Street
Harrisburg, PA 17102
Change Service Requested
PRSRT STD
U.S. POSTAGE
PAID
Harrisburg, PA
Permit No. 557
United We Stand
America’s Auto Auction Harrisburg
OCTOBER 8TH
2015 GRAND
RE-OPENING
Harrisburg
THURS. INOPS BEGIN 8:45AM
ALL DEALER LANES 9:30AM
FLEET LEASE LANES 1:15PM
Harrisburg
1100 South York Street
Mechanicsburg, PA 17055
Phone: 717.697.2222
34
TH
Annual
Chicken
BBQ Sale
1700
+
VEHICLES
GIVEAWAYS!
Presale &
Post Sale Drawings
THOUSANDS IN
CASH & PRIZES
BUY ONLINE AT
www.americasautoauction.com
R
re p a i r s h o p
oa
d s id
e a s si s t
an
n a t i o n wi d e
H e lp fn d
ga
ce
THEM.
in
US.
Chec
k
line
mer ser
vi
usto
lc
on
24/7
ce
for clai
m
dates
up
Rea
GET REAL.
REAL PEOPLE. REAL ANSWERS.
That’s what you’ll hear on every call made
by you or your customers.
Great coverage plans.
Outstanding customer service.
It’s the “Preferred Way” of doing business.
Call PWI Today!
(and hear it for yourself.)
TM
www.warrantys.com
©2015 Preferred Warranties, Inc. All rights reserved.
888.367.0636
MidAtlantic
DealerNews
Affiliated with National Independent Auto Dealers Association
SEPTEMBER 2015
DEPARTMENTS & ARTICLES
How to Make More Money By John DeFilippo. . . . . . . . . . . . . . . . . . . . . . . . 6
Executive Directors’ Message By Paula Frendel, Reg Evans. . . . . . . . . . . . . . 8
The Future of Your Dealership Can Be Improved Simply By Showing Up
at Your Midatlantic (MARIADA) Convention By Peter Salinas. . . . . . . . . . . 10
The Future of Car-Selling to the App-Using Uber Generation
By Robert Hollenshead. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
Five Signs of Weak Sales DNA By Wayne Herring. . . . . . . . . . . . . . . . . . . . 20
6 Tips for Being a Better BHPH Manager By Al Mosher. . . . . . . . . . . . . . . . 22
Bloomsburg Auto Auction's 2nd Anniversary. . . . . . . . . . . . . . . . . . . . . . . . 24
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
MARIADA 2015 Sponsors and Exhibitors (to date) . . . . . . . . . . . . . . . . . . . 11
MARIADA 2015 Convention Agenda. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12
MARIADA 2015 Registration Form. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
AUCTION DIRECTORY - EXPANDED FOR OUR STATES. . . . . . . . . . . . . . . . 25
Pennsylvania Forms Dealers Can Order . . . . . . . . . . . . . . . . . . . . . . . . . . . 30
ADVERTISERS
✷ ABC Lancaster . . . . . . . . . . . . . 31
✷ Adesa PA/Adesa Pittsburgh. . . . 21
Affordable Tracking Systems. . . . . 23
✷ America's Auto Auction. . . . . . . . 2
Auto Use. . . . . . . . . . . . . . . . . . . 24
✷ Bel Air Auto Auction. . . . . . . . . . 29
Black Book Digital. . . . . . . . . . . . 27
✷ Central Pennsylvania
Auto Auction. . . . . . . . . . . . . . . 32
Chesapeake Risk Management. . . 29
✷ Corry ADE. . . . . . . . . . . . . . . . . . 29
✷ Counselor Library. . . . . . . . . . . 28
✷ Dealer Goodies. . . . . . . . . . . . . 19
✷ Greater Erie Auto Auction. . . . . . 27
✷ GWC Warranty.. . . . . . . . . . . . . . 5
✷ Kramer Insurance Center. . . . . . 23
Manheim Keystone PA. . . . . . . . . 18
Manheim New York. . . . . . . . . . . .15
✷ Manheim Pennsylvania. . . . . . 16,17
NextGear Capital. . . . . . . . . . . . . . . 8
✷ North East PA Auto Auction. . . . . 7
✷ Preferred Warranties. . . . . . . . . . 3
✷ ProGuard Warranty Inc.. . . . . . . 6,9
PuroClenz . . . . . . . . . . . . . . . . . . 14
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 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
PA-MD-DE IADA'S
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
Jay Zimmerman, Secretary
Zimmerman’s Auto Sales...................717.766.7656
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
Clint Weaver, Director
Harrisburg Auto Auction (PA)..............717.697.2222
Steve Worley, Director
Worley Motors (PA)............................717.732.2051
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
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.
PUBLISHING SERVICES PROVIDED BY
WAVELINE DIRECT, LLC
192 Hempt Road, Mechanicsburg, PA
wavelinedirect.com • 1.800.257.8830
WHEN THE
RUBBER MEETS
THE ROAD...
YOU NEED A BEST-IN-CLASS
SERVICE CONTRACT PROVIDER
YOU CAN DEPEND ON.
GWC Warranty offers dealers and their customers a “No Worries, Just Drive”
experience through best-in-class service, products, training and technology.
As the nation’s leading provider of used vehicle service contracts for independent
dealers, we have more than 20 years of experience helping dealers give car shoppers
the confidence to become car buyers.
Find out how you can partner with a best-in-class service contract provider!
844-256-8121 | GWCWarranty.com
@GWCWarranty
FROM THE PIADA PRESIDENT TO ALL MIDATLANTIC DEALERS
HOW TO MAKE MORE MONEY
By John DeFilippo
There are many ways to try to make more money in this business. I have found over the years
that speaking with dealers, auctions, industry vendors who are experts in their respective
fields, trainers, really makes a difference.
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.
Spend $399 and Get
$20,000 in Available
Discounts on Your Auction
and Industry Products
and Services - Easy Math,
Join PIADA Today Annual and Monthly
Memberships Available.
I have also found that the easiest place to find these good folks all in one place at one
time with time to focus on improvement, growth, cutting costs, INVESTING in the future,
changes, trends, new products, increasing income per transaction, operations, regulatory
compliance, is at the conventions and conferences in our industry. My fellow Board
members representing Pennsylvania, Maryland, and Delaware dealerships and my colleagues
representing New York and New Jersey dealerships feel the same way. That is why we created
the MidAtlantic Region Independent Automobile Dealer Associations (MARIADA or MidAtlantic)
convention event.
If you want to network and learn, hear the best industry information and advice you could
possibly get, find out what the trends are to help your business, grow income, and keep
becoming BETTER, register and attend MARIADA 2015 on September 19–20, 2015 at
Loews Hotel, 1200 Market Street, Philadelphia, PA.
Take the car, the Amtrak, the SEPTA, carpool, bus, airplane, and be there to help your
business THRIVE.
As John Lennon once said, "Life is about showing up." So is business. We show up at
our dealerships and give 110% of ourselves. What if you can give that much and get a
whole lot more by learning or from a few conversations over plentiful DRINKS and FOOD.
At $30 per person (it should be priced like other state conventions at $125 to $250 but
we are INVESTING IN OUR DEALERS by making the price so cheap but at least at a
reminder level to do more than register but to actually show up, learn, and GROW YOUR
BUSINESS.
This 5 States Magazine edition is dedicated to the idea that we can all help each other to
do better by joining together to be able to afford a great event like this MidAtlantic
"MARIADA" Convention. Call us or expect that we may call your dealership so please
have your staff ready for the call. To register, call 717.238.9002 which is the PIADAMDIADA-DEIADA headquarters and sign up today. Then get your discount hotel room.
The exhibit hall is SOLD OUT and hotel rooms are heading that way so SIGN UP TODAY!!!
Sell All You Can,
John
PIADA ANNUAL
PLATINUM SPONSOR
United We Stand
6 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
EXECUTIVE DIRECTORS' MESSAGE
CONVENTION TIME IN AMERICA...
AND UPDATE
By Paula Frendel and Reg Evans
The cover of this magazine, the
President's article, the feature
article by Peter Salinas, and this
paragraph are all about our SOLD
OUT EXHIBIT HALL WITH GREAT
VENDORS AND OUR GREAT
REG EVANS
SPEAKERS event that is
Executive Director
September 19–20, 2015 that
PIADA, MDIADA, DEIADA
will be GREAT FOR YOU because
www.piada.org,
we designed it that way, our 4th
www.mdiada.org,
www.deiada.org
Annual MidAtlantic "MARIADA"
2015 Convention. Delaware, Maryland, Pennsylvania, New
Jersey, New York, dealers will be there. We have lobbyists
in attendance as well and staff to hear and address your
concerns and to tell you what is happening in our States.
The Convention comes to you in Philadelphia so we ask you
to meet us there by registering and attending. You will be
glad you did.
MARYLAND MVA INNOVATION IN
INSPECTION REPORTS
Our Maryland Independent Auto
Dealers (MDIADA) Association
chapter provided comments to the
Maryland Motor Vehicle Administration (MVA) on its modernization PAULA FRENDEL
of inspection reporting for dealers. Executive Director
The system is changing from NYIADA and NJIADA
www.newyorkiada.org
inspection cer tificates to new www.newjerseyiada.org
paper or electronic inspection
reports that will be accessible to dealers via the MVA's
online access capability. This is a big change but is
designed to allow for paper access to allow the dealers to
adjust to the real goal of going electronic with inspection
reports. Our MDIADA commentary to the MVA to ensure this
was accepted by the MVA. We thank the MVA for meeting
with our NEW MDIADA in July 2015 and for allowing us to
comment and for addressing our concerns.
DELAWARE DMV MEETING WITH DEIADA
Top brass at the Delaware Division of Motor Vehicles (DMV)
met with our NEW Delaware Independent Auto Dealers
(DEIADA) Association chapter of our recently merged PIADA
and Maryland-Delaware IADA. A wide range of issues affecting dealers was discussed and a new communication channel that had not been there before has been created by the
new DEIADA within one month after the merger. We thank
the good folks at Delaware DMV for their courtesy in meeting
with us and for the information they shared with us. Topics
ranged from legislation to dealer title and lien fees, new applications and change applications, wholesale dealerships,
licensing, title transactions, vehicle title transfers, dealer
education, title agent training, and more. DEIADA is geared
up to provide our Delaware Dealers with services related to
these topics, representation before State legislators, and
networking through our dealer education channels beginning
with the MARIADA Convention this month. The photo below
is of these key people at Delaware DMV who we met with in
early August.
PENNSYLVANIA LICENSE RENEWALS ROLLING ALONG
The retail finance licenses for installment sellers (dealers
providing deal financing to customers) and sales finance
companies (the companies or affiliates of dealers that
purchase installment sale contracts from licensed installment sellers) are up for renewal. The current licenses expire
at the end of September 30, 2015. Don't wait until the
last minute. Use the code sent to you by the Pennsylvania
Department of Banking and Securities to renew your installment seller and sales finance company licenses on time via
online renewal. Otherwise, you lose your authority to engage
in retail installment sale contract financing and would be
fined for doing any deals while unlicensed and would have
to file the more difficult new application if you would want to
get authority to provide that financing.
NJIADA PETITIONS FOR UPDATING
ADVERTISING REGULATIONS
The NJIADA intends to petition the New Jersey Attorney
General's Office Division of Consumer Affairs to update certain decades old advertising regulations to better reflect
modern business practices.
We hope to see all of you in Philadelphia. It will be worth
your while to be there. Let's learn from speakers and
vendors, eat and drink at our Saturday evening Networking
Reception, and figure out how to make more money while
having fun with old and new friends at MARIADA 2015!!!
Have a Great Sales Month and we look
forward to seeing you at the
MidAtlantic MARIADA 2015 Convention.
Left to right: Delaware DMV Officials, pictured from left to right: Christopher
Cox, Karen Carson, Scott Clapper, Cindy King, Allison Hayden, Kenneth Shock.
8 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
PIADA ANNUAL
BRONZE SPONSOR
To help our dealer partners end the year with a win,
we are increasing our profit sharing checks 10%
for the fourth quarter of 2015.
Why? Because it’s been a great year and we want to
thank you for being an important part of our team.
For more information about
increasing your revenue through
our Dividend Program, talk to
your ProGuard consultant or call
1-877-474-9462.
www.proguardwarranty.com
THE FUTURE OF YOUR DEALERSHIP CAN BE
IMPROVED SIMPLY BY SHOWING UP AT YOUR
MIDATLANTIC (MARIADA) CONVENTION
By Peter Salinas
Hundreds of automotive retailers from throughout the
Mid-Atlantic region have already made plans to attend the
2015 Mid-Atlantic Regional Independent Automobile Dealers
Association (MARIADA) Conference — the nation’s only
regional training and vendor exposition.
The fourth annual event, set for September 19 – 20, 2015
at the Loews Hotel in Downtown Philadelphia, promises
to be the grandest event yet. MARIADA is a consortium of
Independent Automobile Associations representing five States
— Delaware, Maryland, Pennsylvania, New Jersey and New
York. Together these five associations have spent the last 11
months putting together a world-class dealer seminar lineup
and filled the exposition hall to near capacity.
MARIADA 2015 comes on the heels of the merger of the
Pennsylvania, Maryland and Delaware IADAs, which has proven
to give dealers a much more powerful voice among each
state’s legislative and regulatory bodies.
“We have been very pleased with how well the merger
has progressed, and are very excited about the membership
growth potential we’ve seen,” said Reg Evans, executive
director of the Pennsylvania IADA. “Keep in mind that each
state association will maintain its identity as a separate
chapter, but now the three-state trade association will have
a full-time staff of 10 people, including lobbyists, to protect
dealer interests and help their dealerships.”
The MARIADA staff has put together an action-packed twoday lineup of 15 speakers with expertise in human resources
and personnel management, sales, technology, legal and
regulatory issues, and vendor relations. Keynote Speaker is
Matt Tenney, a social entrepreneur and the author of Serve
to Be Great: Leadership Lessons from a Prison, a Monastery,
and a Boardroom. He is also an international keynote
speaker, a trainer, and a consultant with the prestigious Perth
Leadership Institute, whose clients include numerous Fortune
500 companies.
John DeFilippo, president of the Pennsylvania-MarylandDelaware IADA, said he has been most impressed with the
10 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
hard work of the staffs of all five IADAs, and noted he plans
on bringing several members of his dealerships to the event
to take part in what promises to be two fantastic days of
training and networking.
“MARIADA 2015 is going to be the best conference in the
country,” DeFilippo said. “Vendors love the idea of meeting
with dealers from more than one state at one time on a
regional basis. We have so much to offer that your owe to
yourself, your family, your employees and your customers to
come and learn as much as possible.”
Evans noted that without the vendors MARIADA could not
have kept attendance fees so low — just $30 for members
and there have been early registration discounts for months.
“We would like to thank all of the vendors who will
participate in this years event, and especially our Platinum
Sponsor, ProGuard Warranty, Silver Sponsor, PassTime USA,
and Bronze Sponsors, Cars.com and NextGear Capital.”
To register for the Sept. 19 - 20 event visit the MARIADA
2015 website www.mariadainfo.com or call Shannon Becker
(717) 238-9002 Ext. 18 or send her an email at Shannon@
piada.org. 3
MDN: “Serve to ul? Tell us a little about your popular book?
MT: Well, I think tharom my father, it’s a 2010. 3
MARIADA 2015 CONFERENCE
Loews Hotel in Downtown Philadelphia, PA






PIADA ANNUAL
PLATINUM SPONSOR
2015
| Saturday and Sunday, September 19-20, 2015
SPONSORS

PIADA ANNUAL BRONZE SPONSOR
& KEYNOTE SPEAKER SPONSOR
VISIT BOOTH #43








MARIADA
SILVER SPONSOR
VISIT BOOTH #24
VISIT
BOOTH #27
MARIADA
BRONZE SPONSOR

HOSPITALITY
SUITE SPONSOR

NETWORKING
RECEPTION SPONSOR
VISIT BOOTH #48
MARIADA SILVER SPONSOR
VISIT BOOTH #34
ZRHR Com logo (00000002).GIF[7/21/2015 12:03:49 PM]
TM
ScoreKeyper
Dealer Management Software
800-507-1747
REGISTER TODAY! SEE FORM ON PREVIOUS PAGE!
PIADA • 1501 NORTH FRONT ST. • HARRISBURG, PA 17102 • 717.238.9002 • WWW.PIADA.ORG
MIDATLANTIC DEALER NEWS SEPTEMBER 2015 | 11
MARIADA 2015 CONVENTION AGENDA
Loews Hotel in Downtown Philadelphia, PA • Saturday and Sunday, September 19 – 20, 2015
SATURDAY, SEPTEMBER19
9am - 12 Noon
Exhibit Hall Set-Up
PIADA
Annual
President’s
Meeting
Anthony
Bush, Esq. (IADASessions:
Meetings)
PIADA Annual President’s Meeting – State
IADAE.Meetings/Annual
State IADA Meetings/Annual Sessions:
Eckert, Seamans, Cherin & Mellott LLC
NYIADA/NJIADA
NYIADA/NJIADA | MD/DE IADA MD/DECompliance
Enforcement, Focus and Trends
IADA
Regency Ballroom
Congress C
Congress B
Congress A
12 Noon - 2pm
Exhibit Hall Open
WELCOME LUNCH in the Exhibit Hall
Regency Ballroom
2pm - 2:45pm
Breakout Session:
Dave Keller, CPA, CliftonLarsonAllen –
“BHPH and RFC Combining Financial Statements”
11am - 12 Noon
Subi Ghosh, Dealer Authority, “Social Culture: Achieve big dog exposure without the big dog spend.”
2:45pm - 3pm
3pm - 3:45pm
Commonwealth AB
Commonwealth CD
15 Minute Session Break
Breakout Session: Al Mosher, Alan Mosher Consulting & Training –
“Building Repeat & Referral Business”
ProGuard Warranty, Jill Simko,“Vendor Relations”/ NextGear Capital, Julia Mosser & John McNitt,“Financing Your Inventory”
3:45pm - 4pm
Commonwealth AB
Commonwealth CD
15 Minute Session Break
SATURDAY KEYNOTE SPEAKER – MATT TENNEY
Serve to Be Great: Leadership Insights from My Journey as a
Prisoner, Monk, and Social Entrepreneur
4pm - 4:45pm
Commonwealth
(Sponsored by PIADA Annual Bronze Sponsor NextGear Capital)
4:45pm - 5pm
5pm - 7pm
Exhibit Hall Open
7pm on
7pm 12Midnight
15 Minute Session Break
NETWORKING RECEPTION in Exhibit Hall
Regency Ballroom
Dinner on Your Own
Hospitality Suite
(Sponsored by 2015 Hospitality Suite sponsor Diamond Warranty)
Congress Room
4th Floor
SUNDAY, SEPTEMBER 20
8am-9:30am
Exhibit Hall Open
9:30am - 10:15am
10:15am - 10:25am
10:25am - 11:15am
11:15am - 11:25am
11:25am - 12:10pm
12:10pm-1:40pm
Exhibit Hall Open
1:40pm
1:40pm - 2:25pm
2:25pm - 2:35pm
2:35pm - 3:20pm
BREAKFAST in the Exhibit Hall
Regency Ballroom
Arie Garcia, PIADA – “Title Clerk Workshop for PA Dealers”
Wayne Herring, the Herring Group – “Breaking Beyond a Business Plateau (or ‘Un-stucking’)”
10 Minute Session Break
GENERAL SESSION
Kate Fisher— Hudson Cook LLP
Federal Regulatory Update
10 Minute Session Break
Breakout Session:
Jay Rose, Global Training Solutions – “Recruiting, Interviewing,
Training, and Ongoing Skill Development”
Steven Santospago, DealerRater –“The Buyers Journey. How Consumers Choose
Where They Will Purchase Their Preowned Car.
What Influences Their Decision Process”
Commonwealth AB
Commonwealth CD
Commonwealth CD
Commonwealth AB
Commonwealth CD
LUNCH in the Exhibit Hall
Regency Ballroom
Exhibit Hall Closes
Breakout Session:
Mike Jackson, Auto Search Technologies
Randy Coile, vAuto – “The Rise of Staying with the Status Quo”
10 Minute Session Break
Breakout Session:
Ed French, AutoProfit LLC – “Connecting with Today’s Used Car Shopper”
Angelica Jeffreys, Equifax – “How to Read a Credit Creport and
Leverage Data to Better Understand Your Customer”
Regency Ballroom
*AGENDA SUBJECT TO CHANGE WITHOUT NOTICE AT SOLE DISCRETION OF PIADA/MARIADA.
MEETING ROOM LOCATIONS: Regency Ballroom, Floor 2M; Commonwealth AB, 2nd Floor; Commonwealth CD, 2nd Floor; Congress Rooms, 4th Floor
Commonwealth AB
Commonwealth CD
Commonwealth AB
Commonwealth CD
P E N N S Y LV A N I A
•
NEW YORK
•
NEW JERSEY
•
MARYLAND
•
DELAWARE
MARIADA
Loews Philadelphia Hotel
Saturday & Sunday
September 19-20, 2015
TM
IADAs
2015
MARIADA
2015 CONFERENCE
AUTOMOBILE
DEALER ASSOCIATIONS CONFERENCE
MID-ATLANTIC REGIONAL INDEPENDENT
Loews Hotel in Downtown Philadelphia, PA
TM BY PIADA.
| Saturday and Sunday, September 19-20, 2015
PIADA
Attn: Shannon
1501 N. Front St.
Harrisburg, PA 17102
[email protected]
717.238.9002 Phone
717.238.3870 Fax
Full Conference Package
Pricing includes: Speaker session topics on Sales Training, Finance, Websites, Social Media Marketing, Online
Customer Reviews, Warranty/Service Contracts, F&I, Federal Regulatory Update, and More! Exhibit Hall admission to
early evening Networking Reception, Hospitality Suite, and the meals listed below.
Dealer Fees
Members
Non-Members
Before June 30th
$25.00 (Discount of $5)
EARLY
$75.00 (Discount of $5) SIGN UP
VE!
$30.00 per person
$80.00 per person
A
AND S
Non-Dealer/Industry Related Fees
Members
$129.00 per person
Non-Members
$179.00 per person
Or join your State IADA FOR THE FIRST TIME EVER and receive 2 FREE registrations!
Number of persons attending ________ Please note: all registration fees are NON-REFUNDABLE.
Name:________________________Email:____________________ Name:________________________Email:____________________
Name:________________________Email:____________________ Name:________________________Email:____________________
Name:________________________Email:____________________ Name:________________________Email:____________________
Total: $________________
PLUS HOTEL - Overnight rooms at convention discount prices. Subject to availability. $164 per room per night plus tax
FOR RESERVATIONS CALL 1.888.575.6397 AND USE GROUP CODE : PIA915
Please indicate the number of people attending each event/meal:
Saturday, September 19th
Sunday, September 20th
_____12pm-2pm Welcome Lunch in Exhibit Hall
_____8:00am-9:30am Breakfast in Exhibit Hall
_____5pm-7pm Networking Reception
in Exhibit Hall
_____Noon-1:30pm Lunch in Exhibit Hall
All times subject to change at the sole discretion of MARIADA organizers.
Contact Name __________________________________Business Name ____________________________________
Address ________________________________________________________________________________________
City ________________________________State ____________________________________Zip ________________
Phone __________________Email______________________________by providing email, you authorize listed State IADAS to contact you via email.
Please select the payment type:
Cardholders name
check payable to PIADA
VISA
Mastercard
Discover
AMEX
__________________________________Card Number ____________________________________________
Exp date ___________________Sec code ___________
By paying, you agree to the terms herein.
THE FUTURE OF CAR-SELLING TO THE
APP-USING UBER GENERATION
By Robert Hollenshead
Robert Hollenshead is a
wholesale automobile dealer
and remarketing veteran
of nearly four decades
and the President of Buy
Book Technologies and R.
Hollenshead Auto Sales, Inc.,
Manheim, PA, - the largest
independent wholesale
vehicle dealership in the
World with weekly sales at
or about 600 units. As
President of BuyBook
Technologies, which
developed and operates the
product known to the public
as AutoTrader’s Trade in
Marketplace, Universal
Condition Report, and R.
Hollenshead Auto Sales,
his operation and many
innovations lead the way
in cutting edge technologies
that serve the entire auto
wholesale industry.
Contact Information:
www.rhollensheadautosales.com
Dealer Inquiries:
Phone: 888.223.1172
Fax: 888.593.6089
Email: [email protected]
www.buybooktech.com
Dealer Inquiries:
Phone: 866.55.BUYIT
(555.8948)
Fax: 888.824.4385
Email: [email protected]
I’ve been pondering something subliminally for a long time and I am coming to some
conclusions that are thought-provoking for people in our business. Young people are not
as interested or obsessed with buying or owning cars like past generations, us. They don’t
really care about cars like we did. Life was over if you waited one day beyond the sixteenth
birthday to get your license and simply not possible to continue on if you didn’t have a chubby
ride. Why, many of us actually re-enlisted in the Marines in order to get the extra dough to
buy an Austin Healy 3000 Mark II or a GTO. Have you heard or seen that happen lately? I live in South Florida where there are more Lambo’s, Rolls, Ferraris, and generally whacky
cars than anyplace I’ve ever seen and that includes Monte Carlo and La Jolla. There are
more Bentleys in a row on Atlantic Ave. in an evening than you see in Washington, DC in two
months. Some generalizations here, but they do fit. When you watch to see who is looking
at what and look at the demographic, it is not young people that are flabbergasted by wild
cars. It’s older people, north of forty, that rubberneck a fat car. It’s not app-using young people. Now for my official, unofficial conclusion: student debt and Uber have changed their buying
patterns, wants, attainable needs, and possibilities by a giant divisor. They proclaim not
to like grapes because they can’t reach them. The burden of student debt for the average
person is totally normal at this point and it is a monster. It cuts a big chunk of the potential
buyers out of the market. That combined with Uber, which is an undeniable spectacular
substitute for a personal ride, is a fact that isn’t going away. It more or less eliminates the
need for a car especially for the age group that lives on apps. Every time I get a chance to ask people in the age group “what’s up with the car thing?”
it’s the same answer. They really are not into cars. I also survey every Uber, taxi, and limo
driver I can. Same response. Who uses Uber? Primarily younger people. How’s business
in the taxi and limo world, “it sucks, Uber is killing us”.
Well, when I am looking at our merch on the block and look at the action, compare it to what
used to be, it simply ain’t the same. It’s been an incremental change over the years, but it is
undeniable, heartbreaking as it is. The red hot desirable screaming fat sports cars and the
triple fat anything else, simply does not have the action it used to, period, on the floor and on
simulcast. No crowds, no emotion, just mud. Oh, it sells. But not with the action that a real
rip roaring auction can generate that used to get your jugular veins banging. Just ain’t there. Where does that leave us today and tomorrow in the car business? Conclusion on top of
the conclusion is that Student debt is an institution that a lot of people make a fortune on,
so it ain’t going away. Uber is the next Facebook that will be delivering you your groceries
soon. There is not a minimal doubt that it is going to grow for a long time and become a part
of the way we move around. It will relegate us all to stay home or go out and come back
incognito. The car that was the extension of your personality (to put it nicely) is a thing that
is going to the sunset. I don’t know how to get excited about selling mud but I think that’s
the way I see this evolving. 3
˝I have tried everything that exists to get odors out of a car. A bad
smell can make it impossible to sell. I guarantee that PuroClenz will
remove any odor from any vehicle. It will even take eliminate the
stink that comes from the Christmas trees hanging on the rear view
mirror, and you know how impossible that stank makes it to sell a car,
wholesale or retail.˝
If it doesn’t work, Robert Hollenshead will personally give
you your money back, no…double your money back…no,
triple your money back. You got that correct, Robert will
pay you triple the cost of the PuroClenz product.
“It is the only product that, if you follow the directions, absolutely will un-stink-ofy any car. After 42 years of
wholesaling cars I have ionizers, steam machines, sprays, bubbles, and 29 other “solutions” stacked up in our
parts room…none work. I put my money where my mouth is on this one, it works.” —Robert Hollenshead
For more info: 844.636.7911 (844.ODOR911) • www.PuroClenz.com • [email protected]
14 | SEPTEMBER 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.
t-FTTUIBO.JMFTGSPN.BOIBUUBO
t"DSPTTUIFTUSFFUGSPN4UFXBSU*OUFSOBUJPOBM"JSQPSU
t%PXOUIFTUSFFUGSPNUIF/FXCVSHI4IPSU-JOF#VT5FSNJOBM
t"RVJDLUSJQGSPN(SBOE$FOUSBMUPUIF.FUSP/PSUITUPQJO#FBDPO
t-PDBUFEBUUIFJOUFSTFDUJPOPGUIF/FX:PSL4UBUF5ISVXBZ*
BOE*
ª.BOIFJN*OD"MMSJHIUTSFTFSWFE5IF.MPHPJTBSFHJTUFSFEUSBEFNBSLPG.BOIFJN*OD
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
FIVE SIGNS OF WEAK SALES DNA
By Wayne Herring
Wayne Herring built a
promising career as a civil
engineer before joining
a family business as
national sales manager
for an automotive
aftermarket warranty
company, leading a team
of 40. Now, as CEO of
his own consulting firm,
he uses his diverse
experience in the worlds
of engineering, business
and sales management,
to help other companies
grow their sales teams,
sales numbers and
sales revenues. The
Herring Group is a
sales performance and
organizational growth
advisory firm that
guides executives and
their teams to realize
their potential. Contact
Wayne at 570-5739255 or wayne.herring@
theherringgroup.com.
Have you ever hired a “people person” who just couldn’t sell cars? Been frustrated by
salespeople whose greatest performance was the interview? Invested in great sales training
but experienced little change in performance? Are you sometimes completely surprised by
who turns out to be a great salesperson? (Or collections rep?) If you want to hire and develop
great salespeople, it is important to understand hidden factors that prevent people from
being effective salespeople.
For years I tried to perfect the interviewing process with multiple steps, multiple interviewers,
different recruiters and/or job websites, different referral programs, etc. We changed our
questions. We used behavioral interviewing; we asked “magic questions.” We did role play
during the interviews. We used behavioral assessments to identify who was extroverted and
motivated by money. We had varying degrees of success with these initiatives. But, I was still
often frustrated when a “perfect fit hire” resulted in poor sales numbers and poor behaviors.
Objective Management Group (OMG), led by Dave Kurlan, has developed a Sales Candidate
Assessment to measure these hidden factors, which they call Sales DNA. Weak Sales DNA
hinders a salesperson’s ability to execute skills and processes. OMG partners like the Herring
Group help clients use science to identify these “hidden weaknesses” in sales candidates.
See if you can identify any of these signs of weak Sales DNA in yourself or in past or current
salespeople:
1. Need to be liked. Salespeople who are easily liked have a great advantage, but salespeople who need their prospects to like them often make that a priority over getting
the business. Salespeople with a need for approval often have difficulty asking tough
questions, have a fear of rejection and avoid confrontation.
2. Tendency to become emotional. Salespeople who think, analyze, self-talk, or strategize
when prospects take them by surprise become emotionally involved instead of remaining
in the moment. When emotionally involved, their listening skills tend to be self-focused
rather than prospect-focused, causing them to miss important points and lose control
of the meeting.
3. Self-limiting beliefs. Every salesperson has as many as 60 beliefs that either support
the selling process or sabotage it. (e.g., “I don’t like making cold calls.”) The collection
of self-limiting beliefs is what I refer to as the Record Collection. Ineffective salespeople
often have 10 or more self-limiting records, while more effective salespeople have very
few.
4. Non-supportive buy cycle. Buy cycle refers to the way a salesperson makes a major
purchase (e.g., a car) for him or herself. Ineffective salespeople frequently have nonsupportive buy cycles--meaning they think it over or do research before buying, shop
for the lowest price, or believe a relatively small amount of money is a lot. When their
prospects engage in this same behavior, the salesperson displays empathy and the
techniques for overcoming stalls are used ineffectively or not at all.
5. Discomfort with money issues. Many salespeople are too uncomfortable to go beyond
a basic question about budget, or whether a prospect can afford the product or service
being offered—to the next level. So, their discomfort prevents them from helping a prospect figure out how they can pay or where the money could possibly come from. When
prospects don’t have the budget, can’t envision increasing the budget or don’t know
how they can find the money, the salesperson empathizes rather than digging deeper,
asking questions and making suggestions to solve the monetary shortage.
Sales training, closing techniques and prospecting techniques are great--if you have the
right salespeople and you are applying the right sales management principles. Formulate
and ask questions during the interview process to identify which of these weaknesses are
present, or use pre-hire assessments to determine whether these areas are strengths or
weaknesses for your candidates.
If you are a salesperson, take personal inventory of your strengths and weaknesses in these
areas. Improving your own beliefs and replacing negative “records” with positive records can
dramatically improve your results.
If you are an owner or sales manager who has struggling salespeople, or if you have been
frustrated when your sales training didn’t work, evaluate your current salespeople to see if
one of these hidden weaknesses is getting in the way. 3
20 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
ADESA IS GROWING IN
PENNSYLVANIA
Offering more lanes and services across the state
New ADESA Pittsburgh
ADESA Mercer
ADESA PA
•
•
•
•
•
•
•
•
• 1-83 Exit 28 (Old ex. 12)
• GM: George Johnson
• 30 Industrial Rd.,
York, PA 17406
• Phone: 717-266-6611
• Monthly specialty sale
• Weekly sale:
Wednesday 8:20 a.m.
Former Pittsburgh Auto Auction
GM: Chris Angelicchio
Same great team & location
378 Hunker-Waltz Mill Rd.,
New Stanton, PA 15672
• Phone: 724-925-4700
• Weekly sale:
Tuesday 9:00 a.m.
• GM sale (closed): Every other
Thursday 10:00 a.m.
Former ADESA Pittsburgh
GM: Barry Fabricant
Same great location and team
758 Franklin Rd.,
Mercer, PA 16137
• Phone:724-662-4500
• Monthly heavy-duty truck sale
• Weekly sale:
Friday 9:00 a.m.
© 2015 ADESA, INC.
Simulcasting Worldwide
Join the bidding LIVE, online at ADESA.com
LOG IN TO ADESA.COM TO REGISTER TODAY.
Call 888-526-7326 for additional help.
6 TIPS FOR BEING A
BETTER BHPH MANAGER
By Al Mosher
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.
Being the manager or owner of a Buy-Here, Pay-Here dealership brings a lot of responsibilities
with the job. Not only do you need to manage your employees to get the most production out
of them, you also need to manage your customers to keep delinquency in check and cash
flowing. You must manage your inventory, manage your expenses and manage your regulatory
compliance. Being an effective manager takes knowledge and skill. Here are 6 tips on how
you can be more effective:
1. Deal in realities
Deal in known, provable facts. Making decisions based on guesses or suppositions can
get you in big trouble. We all know what “assume” means. Do not make hasty decisions.
Do the research, gather the facts and the evidence, and then make an informed decision.
Taking a logical road to making decisions will increase the likelihood that the decision
you make is the correct one dramatically. Be smart, play the odds – the more information
you have, the better the decision.
2. Learn to be kind, but not weak
Both your staff and your customers will have events occur in their lives that stop them
from being able to keep the commitments they have made. BHPH managers face this
kind of situation almost daily. First, you must be able to determine the truth of the
situation and then you must be compassionate. Understanding the issue and assisting
your staff member or customer in dealing with it through kindness will net you the best
results; however, it is a fine line between that and being weak and letting them take
advantage of you.
3. Learn to be strong, but not rude
You are the leader. It is your responsibility to be strong and take control of every situation.
Some people mistake rudeness for strength. This is the farthest thing from the truth.
Being rude is just a way of compensating for being weak. Take command, but do so in
a way that allows everyone to maintain their dignity.
4. Learn to be bold, but not a bully
It takes boldness to be a great manager. You must be willing to take action, to do what
needs to be done. You must be vigilant in watching for the first signs of problem then
be bold in solving that problem before it becomes a major issue. However, you cannot
do so by being a bully and expect positive results. Employees and customers alike will
fear you, not respect you, if you bully them and they will become less cooperative, not
more.
5. Learn to be proud, but not arrogant
It is almost human nature to become at least a little boastful when your dealership
is operating well. Pride in doing a good job is an important motivator. However, when
taken to extreme, this can lead to caring more about personal accolades than the actual
health of the business itself. In BHPH, this can also manifest itself in the development
of a “better than you” attitude. If you, or any employees, ever begin to think or act like
you are better than your customers, your dealership is headed for real trouble.
6. Learn to use humor, but not folly
Humor can be used to diffuse difficult situations. It can break the tension in a situation.
It can help you bond with your customers. It’s OK to be witty, but not silly. It’s OK to
be fun, but not foolish. And humor should never come at the expense of one of your
customers or employees. Being funny can be helpful, making fun of someone will always
be counterproductive.
These tips can help you be a better manager or owner. Not every skill will work equally well
for every leader. Some may work well for one leader, but nor so well for another. Everyone is
different. However, these fundamental skills of leadership can be adapted to work throughout
your life; at work, in the community and at home. 3
22 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
DA
at MARIA
Visit us
8
1
#
Booth
◊ Garage and Automobile Liability
◊ Dealer Physical Damage
◊ Tow Truck on the Same Policy
$99 GPS UNLIMITED
3 Years Unlimited Airtime
Airtime Starts at Install
SKIP-TRACE OPTION
4 Hour Heartbeat
2 Minute Tracking
For FREE Demo Call
◊ Quick Quote Turnaround
◊ Low Monthly Payments
607 Corporate Drive, West
Langhorne, PA 19047
215-860-6510 Tel.
www.KramerInsuranceCenter.com
610-972-2110
www.69dollargpstracker.com
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 SEPTEMBER 2015 | 23
BLOOMSBURG AUTO AUCTION’S 2ND ANNIVERSARY
Bloomsburg Auto Auction held a special sale on Wednesday, August 12, 2015 to
celebrate its 2nd year anniversary! They had a corn roast as well as a barbeque lunch,
all complimentary for the dealers in attendance. The auction also had a t-shirt giveaway
along with several other prizes for the dealers. It was a great day for all who attended!
Congratulations to John and Heather Vance, owners of Bloomsburg Auto Auction and
the entire staff! 3
24 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
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
Denny Angelicchio, Dealer Contact
David Angelicchio, Owner & GM
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
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
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
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
GARDEN SPOT AUTO AUCTION
ORANGEVILLE 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
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
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
Products & Services.
Join PIADA Today!
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
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
ADESA LONG ISLAND
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
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]
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
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
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 BALTIMORE-WASHINGTON 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
ADDITIONAL STATES
MOUNTAIN STATE AUTO AUCTION
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
WINCHESTER AUTO AUCTION
12828 Winchester Ave., Bunker Hill, WV 25413
Phone: 304.229.4400 / Fax: 304.229.9067
David Angelicchio, Chairman & CEO
Dennis Angelicchio, President
Bryan Dougherty, General Manager
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]
MIDATLANTIC DEALER NEWS SEPTEMBER 2015 | 25
LEGAL CORNER
THE CARLAWYER©
WE’RE ING!
RAT
E
CEL B BRIDGE”
W
E
T H E “N O P E N!
IS
By Thomas B. Hudson and Nicole Frush Munro
Here we go again. This month, we feature developments from the Consumer Financial
Protection Bureau, the Federal Trade Commission, the Department of Defense and Congress
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
Are your employees who deal with car buyers doing so in compliance with all federal and
state laws? How do you know whether they are or not? Consider “mystery shopping” your
own dealership, with a shopper who has been briefed by your counsel on what to say and
how to behave. Perhaps you’ll discover some pleasant surprises. Or not.
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 2011, all rights
reserved. Single publication rights only, to the
Association.
HC# 4816-7599-4150
8/15)
FEDERAL DEVELOPMENTS
Protecting Our Servicemembers. On July 22, the DoD published its final Military Lending
Act Rule. The rule expands MLA protections to installment loans, unsecured open-end lines of
credit, deposit advance loans, and credit cards. It continues to apply to payday loans, vehicle
title loans, and refund anticipation loans, and continues to exclude residential mortgages
and credit extended to finance the purchase of, and secured by, personal property such as
vehicles. The regulation provides several significant protections to active duty servicemembers
and their families, including a 36 percent Annual Percentage Rate limit, which covers all
interest and fees associated with the loan. This limit now includes charges for some ancillary
“add-on” products such as credit default insurance and debt suspension plans. The MLA
also prohibits creditors from, among other things, requiring servicemembers to submit to
mandatory arbitration and onerous legal notice requirements, waive their rights under the
Servicemembers Civil Relief Act, or provide an allotment as a condition of obtaining credit
(with some exceptions). The rule, effective October 1, 2015, has staggered compliance
dates. Auto finance companies and dealers should be concerned that these restrictions will
be extended to cover them.
Wanna Buy Some Hot Leads? On July 22, the FTC announced a workshop on October 30,
2015 to discuss consumer protection issues arising from online lead generation in various
industries, including consumer lending. The Washington, D.C. workshop is free and open to
the public. The FTC is seeking research, suggested discussion topics, and panelists for the
workshop.
Allotting Time for Advertisement Review. On July 20, the CFPB announced that it sent letters
to several companies that sell retail goods to military servicemembers, warning them that
certain ads that allow servicemembers to pay by allotment may violate federal consumer
financial protection laws and that they should review their advertising and business practices
related to military allotments. The allotment system lets servicemembers direct part of their
paychecks to pay for certain goods. Last year, the DoD announced changes to the system that
prohibit new allotments to buy, lease, or rent personal property such as vehicles, appliances,
and consumer electronics. The Bureau noted that misleading servicemembers about payment
options and allowing them to pay by allotment when prohibited by the DoD’s regulations could
violate the Dodd-Frank Act’s prohibition against unfair, deceptive, or abusive acts or practices.
BHPH Collectors, Attention! On July 17, the FTC announced that it will host two additional
CONTINUED ON PAGE 28
26 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
DA
at MARIA
Visit us
5
2
#
th
o
Bo
PENNSYLVANIA FORMS DEALERS CAN ORDER
EXIT 16
I-90 & RT. 98
FAIRVIEW, PA
“WE ARE THE DEALER’S AUTO AUCTION”
400+ D
EALER
CO
UNITSNSIGNED
WEEK
L E Y!
GROWING
L
COMMERICA T!
N
E
M
N
IG
S
N
CO
NEXTGEAR AFC AUTO USE FLOORPLAN EXPRESS
AN ADDITIONAL 15-20 BANKS –
CREDIT UNIONS – LEASE COMPANIES
500+/– TOTAL UNITS
EVERY TUESDAY - 2:30
814-474-3900 • (877) 474-GEAA • Fax (814) 474-4969
www.greater-erie.com
“GOTTA GET TO ERIE”
EVOLVE
Now Black Book Digital can help you make smarter,
faster decisions that lead to better profitability.
All from your smartphone.
Take advantage of new features like:
• Auction run lists
• Adjustments for mileage, options and region
• Profit calculator
• Values for wholesale, trade-in & retail
• Free CARFAX® and AutoCheck® integration
• Fast and accurate VIN scanner
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. $
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_____ _____ _____ _____ _____ _____ _____ _____ _____ _____ _____ $
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. $
$
_______
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
$
$
$
$
$
$
_______
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
_______
$
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_________________
And much more....
Address___________________________________________________________________________
City_______________________________________________State ______Zip__________
Phone _____________________Fax ____________________*DIN____________________
Card Type:
 VISA
 MasterCard
 AMEX
Name on Card____________________________________________________ Exp. Date________
BLACKBOOKAUTO.COM/EVOLVE | 855-371-7534
BLACK BOOK® IS A REGISTERED TRADEMARK
OF HEARST BUSINESS MEDIA CORPORATION.
Card Number _____________________________________ Security Code________
PROMO CODE 11829
MIDATLANTIC DEALER NEWS SEPTEMBER 2015 | 27
LEGAL CORNER
CONTINUED FROM PAGE 26
“dialogues” to discuss issues related to the debt collection
industry. The events are scheduled for Dallas on September
29 and Atlanta on November 18. Participants will discuss
enforcement actions, consumer complaints, compliance
issues, and industry best practices. The events are free and
open to the public. BHPH dealers should pay attention to
this topic.
Checked the CFPB’s Complaint Database Lately? On
July 16, the CFPB released its first monthly complaint
report, highlighting trends in the data the CFPB receives
through its Consumer Complaint Database. The monthly
report includes complaint data on certain companies, overall
complaint volume, complaint volume by state, and other data
trends. The monthly report will spotlight complaints about a
particular issue and complaints from a particular geographic
location. This month’s report featured debt collection
complaints from Milwaukee, where the Bureau held a field
hearing in May.
Curbing Dealer Finance Charge Rate Discretion. On July 14,
the CFPB and the Department of Justice resolved an action
with American Honda Finance Corporation that will put new
measures in place to address discretionary auto financing
pricing and compensation practices. The CFPB claimed that
Honda’s practices resulted in African-American, Hispanic, and
Asian and Pacific Islander consumers paying higher rates
than white consumers for auto financing, without regard to
their creditworthiness. Under the order, Honda will change
its pricing and compensation system to substantially reduce
dealer discretion and will pay $24 million in restitution to
affected consumers.
FTC Continues to Hammer Dealer Ads. On June 29, the FTC
announced a proposed consent order with two Las Vegas
dealerships that allegedly used deceptive ads in connection
with the sale and leasing of vehicles. Among other charges,
the FTC alleged that the dealerships’ ads violated the FTC
Act, the Consumer Leasing Act, and the Truth in Lending Act
by misrepresenting the purchase price or leasing offer, failing
to disclose required lease terms, and misrepresenting the
down payment amount.
A Shot Across the CFPB’s Bow. Also on July 29, the House
Financial Services Committee voted 47 to 10 to rescind
the CFPB’s March 2013 fair credit guidance to indirect auto
creditors require the CFPB, when proposing and issuing future
guidance related to indirect auto financing, to take basic
procedural steps to ensure the guidance is both transparent
and informed. These steps include providing for public notice
and comment, making publicly available the methodologies
and other information the CFPB relied upon in developing
the guidance, coordinating with the FRB, FTC, and DOJ,
and studying the cost and impact of the guidance on
consumers as well as small, women-owned, and minorityowned businesses.
So there’s this month’s roundup! Stay legal, and we’ll see
you next month. 3
Contact:Veronica Eskra [email protected]
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 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
BelAir_4.22x5.65_ad.pdf
1
12/11/13
10:51 AM
PAYING TOO MUCH FOR
GARAGE INSURANCE?
C
M
Y
CM
MY
Chesapeake Risk Management, Ltd. is a Risk
Management and insurance consulting company
involved in the Auto Industry for over 40 years.
CY
CMY
K
We DO NOT sell insurance!
We negotiate benefits up and
premiums down.
Please call to discuss your needs:
Richard R. Pohl, CPCU, A.R.M.
1-410-357-4004
[email protected]
www.chesapeakeriskmanagement.com
BUYER AND
SELLER FEES
NO CHANGE
SINCE 2011
GROWING NEW
CAR DEALER
CONSIGNMENT
V
at isit u
M
s
Bo ARIA
oth
D
#2 A
5
ATTEND EVERY THURSDAY AT 10:00AM
FIND US ON:
12141 Route 6 , PO Box 317
CORRY PA 16407
(814) 664-7721
33 YRS
CELEBRATING
as an INDEPENDENT AUTO AUCTION
MIDATLANTIC DEALER NEWS SEPTEMBER 2015 | 29
KONTOS KOMMENTARY
CURRENT USED VEHICLE MARKET CONDITIONS
SUMMARY
For the third month in a row, average wholesale used vehicle prices fell significantly on a monthover-month basis, falling below $10,000 for the first time this year. Supply growth continues
to put downward pressure on prices despite strong demand driven by relatively high levels of
retail used vehicle sales, especially for certified pre-owned (CPO) vehicles.
DETAILS
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]
According to ADESA Analytical Services’ monthly analysis of Wholesale Used Vehicle Prices
by Vehicle Model Class1, wholesale used vehicle prices in July averaged $9,878 – down 3.3%
compared to June, although up 1.4% relative to July 2014. Low fuel prices appear to be
preferentially benefitting pickup truck values, which rose 2.2% month over month, while luxury
car prices took a 9.6% month-over-month hit.
Average wholesale prices for used vehicles remarketed by manufacturers were down 10.2%
month-over-month and 14.7% year-over-year, as prices for off-rental program vehicles continue
to be negatively affected by abundant supply. (The same goes for off-rental risk vehicles.)
Prices for fleet/lease consignors were up a modest 0.3% sequentially and down 0.2% annually.
Dealer consignors saw a 7.6% price decrease versus June and a 1.9% decrease relative to
July 2014.
Data from NADA showed an 11.6% year-over-year increase in used vehicle sales by franchised
dealers and a 15.0% increase for independent dealers in July. CPO sales were up 4.2%
month-over-month and 11.0% year-over-year, according to figures from Autodata.
WHOLESALE USED VEHICLE PRICE TRENDS
Average Prices ($/Unit)
Jul-15
Jun-15
Jul-14
Latest Month Versus:
Prior Month
Prior Year
Total All Vehicles $9,878 $10,215 $9,743 -3.3%
1.4%
Total Cars
$8,507 $8,883 $8,642 -4.2%
-1.6%
Compact Car
$7,107 $6,892 $6,708 3.1%
5.9%
Midsize Car
$7,630 $7,806 $7,864 -2.3%
-3.0%
Fullsize Car
$7,306 $7,245 $6,854 0.9%
6.6%
Luxury Car
$11,730 $12,982 $12,117 -9.6%
-3.2%
Sporty Car
$12,520 $13,581 $12,578 -7.8%
-0.5%
Total Trucks
$11,344 $11,536 $10,318 -1.7%
9.9%
Mini Van
$6,842 $7,399 $6,375 -7.5%
7.3%
Fullsize Van
$12,423 $12,870 $10,967 -3.5%
13.3%
Mini SUV
$13,569 $13,655 $12,143 -0.6%
11.7%
Midsize SUV
$7,972 $8,049 $7,376 -1.0%
8.1%
Fullsize SUV
$11,091 $11,451 $10,221 -3.1%
8.5%
Luxury SUV
$17,765 $19,731 $19,295 -10.0%
-7.9%
Compact Pickup
$7,916 $8,162 $7,445 -3.0%
6.3%
Fullsize Pickup
$14,745 $14,433 $12,966 2.2%
13.7%
Total Crossovers $11,577 $11,998 $12,154 -3.5%
-4.7%
Compact CUV
$10,431 $10,609 $10,924 -1.7%
-4.5%
Mid/Fullsize CUV $12,458 $13,031 $13,409 -4.4%
-7.1%
Source: ADESA Analytical Services. June 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 | SEPTEMBER 2015 MIDATLANTIC DEALER NEWS
THANK
T
HANK Y
YOU
U
THANK
T
HA NK Y
T
OU
HA
H
ANK YYOU
NK
N
K YOU
YO
Y
OU TTHANK
THAN
TH
T
HA
AN
N
NK
N
KY
YOU
OU
IT’S
YO
YOU
Y
OU
O
U
YOU
YO
Y
O
U
THA
T
TH
H
HA
B
O
YOU
YO
Y
OU
O
U YO
YOU
Y
OU
O
U
F
YO
Y
OU
O
U
ANNIVERSARY
YOU
YO
Y
OU
O
U
SALE
THANK
T
HAN
HA
H
AN
A
NK
K YO
Y
YOU
OU
EN
TH
HANK
HA
ACNK TH
THANK
T
HAN
ANK
NK
FREE BBQ
AFTER THE SALE
YOU
THANK
T
HAN Y
YOU
OU
TH
THANK
HA
AN
A
NK
N
KY
YO
YOU
OU
O
U
THANK
T
HA
H
ANK Y
YOU
OU
OU
OU
U
NK
N
K
lanes
3 4
&
YOU
Y
OU
BEFORE AND AFTER SALE!!
THANK
T
HA NK Y
YOU
OU
A
8 LANES | 1700+ UNITS
U
ABSOLUTE ALLY - LANE 1
S
THA
TH
T
HA
ANK
NKE
NK
HUGE PRIZE GIVEAWAYS
THANK
T
HANK
YOU
Y
YO
OU
THANK
T
HANK
WEDNESDAY,
SEPTEMBER 16, 2015
THANK
T
HA
AN
NK
YOU
YO
Y
OU
Wednesday, September 16th
2 Lanes| 150+ Units
2:30PM
2:30PM -- Following
Following Anniversary
Anniversary Sale!!
Sale!!
Flat Buy/Sell Fee $175
Giveaways To ALL Buyers & Sellers
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