Pedal car auction at NAAA’s 2018 convention to raise money ... · know yet. The magazine had to go to press before the review process for the “NAAA Chapter Auto Auction of the

T H E O F F I C I A L M A G A Z I N E O F N A A A

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Pedal car auction at NAAA’s 2018 convention to raise money for new Disaster Relief Fund

PEDAL POWER FUELS DISASTER RELIEF

T H E O F F I C I A L M A G A Z I N E O F N A A A

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SEE MORE AT MANHEIMEXPRESS.COM OR DOWNLOAD MANHEIM EXPRESS AT THE APP STORE TODAY.

Now there is a whole new way to buy and sell cars within the Manheim Marketplace. From instantly listing vehicles right off your lot to accessing fresh inventory daily, Manheim Express is the fast, easy and self-service way to buy and sell inventory.

Put the industry’s largest marketplace to work for you.

THE POWER OF THE MANHEIM MARKETPLACESM IN THE PALM OF YOUR HAND.

MANHEIM EXPRESSSM

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Jan 2018

COVER STORY

On the Block Wants To Hear From You. Tell Us What You Thi k!On the Block encourages its readers to send comments, opinions and suggestions about the publication.

Letters can be emailed to [email protected]. Include your full name, address and phone number. We may be unable to publish some submissions and may edit submissions for length and clarity. This is a great opportunity to hear back from our readers on what you think about the articles and what topics you would like to see covered in future issues.

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THE OFFICIAL MAGAZINE OF THE NATIONAL AUTO AUCTION ASSOCIATION

previous issues

Pedal Power Fuels Disaster ReliefA refurbished, customized vintage toy pedal car goes on the block during November’s convention as a fundraiser for the new NAAA Disaster Relief Fund.

Presidents MessageWarren Clauss is impressed and ready to party!

Legal BriefsAre you sure your auction is cyber secure? Here’s a three-step protection plan.

Tech SupportUse these simple strategies to increase your online market share.

Association NewsNAAA’s annual convention features Ford’s former top executive on leadership and a retired FBI Special Agent on cybercrime. Auction NewsTrends and transformations taking place in the industry.

Auction CommunityAt-risk children, diabetes research, the American Red Cross, a veterans’ memorial and more benefit from the charitable activities of auctions and their employees.

10

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Columns

O N T H E B L O C K M A G A Z I N E V O L . 5 N O . 5IN THIS ISSUE

SEE MORE AT MANHEIMEXPRESS.COM OR DOWNLOAD MANHEIM EXPRESS AT THE APP STORE TODAY.

Now there is a whole new way to buy and sell cars within the Manheim Marketplace. From instantly listing vehicles right off your lot to accessing fresh inventory daily, Manheim Express is the fast, easy and self-service way to buy and sell inventory.

Put the industry’s largest marketplace to work for you.

THE POWER OF THE MANHEIM MARKETPLACESM IN THE PALM OF YOUR HAND.

MANHEIM EXPRESSSM

© 2018 Manheim, Inc. All rights reserved. Manheim M logo is a trademark of Manheim, Inc.

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Mar 2018

July 2018 May 2018

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| NAAA ON THE BLOCK | SEPTEMBER 2018 WWW.NAAA.COM4

REMARKETINGARTIST OR SCIENTIST?

Successful remarketers become stronger together, drawing on each other as catalysts for expansion and originality in their professional lives and beyond.

They choose AutoIMS as a valued partner.

Bill Corbett, Norwalk Auto Auction

PARTNERSHIP PROMOTES PROGRESS

Learn more:888-683-2272

WWW.AUTOIMS.COM

C O N N E C T E D I N V E N TO RY M A N AG E M E N T | C U S TO M T E C H N O LO G Y S O L U T I O N S

And the Award Goes To…Well, as I write this, I don’t

know yet. The magazine had to go to press before the review process for the “NAAA Chapter Auto Auction of the Year for Excellence in Community Service” awards was finished and the four winners were announced during National Auto Auction Week.

But I do know the panel of judges had their work cut out for them. We received a record number of 26 nominees this year! And all had impressive accounts of the community service they perform by fundraising and volunteering.

In addition to highlighting the benevolent work and public service conducted by our member auctions, NAAA created this prestigious honor in the hope that this recognition inspires others in the remarketing industry to take some action to make their communities, our country and the world a better place for all.

So my heartfelt congratulations goes to each nominee for their hard work, dedication and public spiritedness. Plus I want to offer my sincerest best wishes and

good luck to the four chapter finalists as they vie for the title of “NAAA Auto Auction of the Year for Excellence in Community Service” that will be presented at our annual convention in November.

You won’t want to miss our convention, held in partnership with the National Remarketing Conference’s Used Car Week Nov. 13-16, at the Westin Kierland Resort in Scottsdale, Arizona. We’re honored to have as our keynote speaker the man who brought Ford Motor Company back from the brink of bankruptcy and returned it to its former status as one of the world’s leading automakers.

Alan Mulally, president and chief executive officer of Ford from 2006 to 2014 will share his insights on strategic and operational leadership during Wednesday’s opening luncheon. Following his presentation, Mulally will be joined on stage for a moderated Q&A session by BSC America Chairman and CEO Ray Nichols, KAR Auction Services CEO and Chairman of the Board Jim Hallett, and Cox Automotive

President Sandy Schwartz.The former top Ford executive

has also graciously offered to put his signature on a vintage pedal car that will go on the block at a charity auction, sponsored by Black Book, to support the creation of an official NAAA Disaster Relief Fund. I encourage you participate in this fun event and help us build a fund so that we can provide ready aid to auctions and their employees who have been hit by natural disasters.

Another new feature this year will be more breakout sessions for independent auctions and, of course, the Black Book reception, President’s Gala and the other traditional highlights. I hope to see you in Scottsdale joining in our celebration of 70 years of service to the auto auction industry.

WARREN CLAUSSNAAA PRESIDENT

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REMARKETINGARTIST OR SCIENTIST?

Successful remarketers become stronger together, drawing on each other as catalysts for expansion and originality in their professional lives and beyond.

They choose AutoIMS as a valued partner.

Bill Corbett, Norwalk Auto Auction

PARTNERSHIP PROMOTES PROGRESS

Learn more:888-683-2272

WWW.AUTOIMS.COM

C O N N E C T E D I N V E N TO RY M A N AG E M E N T | C U S TO M T E C H N O LO G Y S O L U T I O N S

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Keep Calm and Protect Your DataAs each day goes by, our world becomes

more and more technology driven. For companies that collect and store private data about employees, customers, vendors, and others, especially in electronic form, it is critical to evaluate how that data is stored, protected, and destroyed. In the auto remarketing industry, private data is collected every day from employees and contractors, consignors, and purchasers of automobiles. This data is often collectively defined as Personal Information. Most remarketers, or auctions, also have trade secrets and other sensitive information concerning business models and processes, customer lists, and company financial records, which is often deemed Confidential Information. In a world filled with cyber “assaults,” we all should strive to manage both types of private data so as to be able to conduct business while minimizing the risk of a “breach.”

While the subject of data security may seem overwhelming, please let us provide you a 30,000-foot look at some key considerations for protection and security, incident response planning, and privacy notices concerning Personal Information. For now, just keep calm and take three simple steps to help protect the data that you own or license: 1) audit; 2) assess; and 3) apply and implement.

AuditIf you have not previously examined

how your auction manages Personal Information, now is the time to do it. Federal laws principally focus on financial, health, and child-related (or student) data. In the gaps between these three sectors, and sometimes in addition to the federal rules, state laws and regulations largely dictate what businesses must do concern-ing data protection. As you might expect, states vary on how and to what extent they define Personal Information and then regulate protecting Personal Information. Accordingly, be sure to seek legal counsel familiar with the applicable laws in your jurisdiction to explore the details.

For starters, however, consider auditing the following systems and ask yourself these questions:1. Physical storage and safeguards

• What type of Personal Information do you collect and keep assembled in records? Does it include individual and entity names, tax identification numbers, Social Security numbers, drivers’ licenses information,

financial account and credit card numbers?

• Where do you store Personal Infor-mation? Paper, offline computers and hard drives, cell phones and other portable devices, email servers, internal or external data servers, cloud storage?

• How do you physically monitor and protect this information? Lock office doors, use security cameras, limit paperwork on desks and counters in public spaces, secure computers to desks?

2. Administrative safeguards • Who has access and why?• Do you conduct background checks

on employees and consultants with access to Personal Information?

• Do you have policies and procedures for handling, storing, transmitting, and destroying Personal Information?

• Do you have a written procedure in the event of a breach of Personal Information?

• Do you train employees on those policies and procedures?

• Do you have insurance that covers response, remediation, and litigation costs should there be a breach?

• Do you contract with other individuals or entities, which vendors/contractors might have access to your electronic data and systems or with whom you share Personal Information? Do you require those vendor/con- tractor partners to have cybersecurity or breach insurance? Do they indemnify you if they fail to keep your data confidential?

3. Technical safeguards (primarily for elec-tronic data)• Do you have secure user authentication

protocols to limit and control user IDs and restrict access to active users?

• Do you encrypt Personal Information when you store and/or transmit it using computers, portable devices, networks, and servers?

• Do you have up-to-date firewalls, patches, virus definitions, and anti-malware protection?

• Have you ever tested your systems for internal or external hacking or intrusion?

• Do you have a website? Does your website have a privacy notice?

Also, while not addressed in this article in any detail and which merits a more comprehensive discussion another time, some remarketers must familiarize them-selves with the General Data Protection Regulations (GDPR) that went into effect in May 2018. In summary, the GDPR potentially impacts businesses that process the personal data of European Union (EU) subjects, even if the processing of such data does not take place within the EU. For the purposes of this article, we simply want to bring this new regulatory matter to your attention to be sure it is on your radar.

AssessAfter an initial audit, you should assess

what improvements may need to be made to improve the security of the Personal Information kept in your business records. Most auctions today are using computers and portable devices to track data about consignors, actual vehicles themselves, and purchasers.

Prioritize your areas for improvement as you would most of your business decisions, taking into consideration cost and risk-benefit analyses. Importantly, however, remember that a breach of Personal Information stored in your auction’s systems could be a source of significant liability. While improving and maintaining your data security systems may require a larger part of your organizational budget than in years past, the risk may be too great to do nothing or do just the bare minimum. If your auction is like many other businesses today, you will probably be faced with at least some of the following considerations:1. Administrative

• Develop a Written Information Security Program (WISP) that addresses physical, administrative, and technical safeguards as appropriate for your auction, and that accounts for applicable federal and state laws and regulations.

• If not part of your WISP, design and implement a records retention policy to destroy Personal Information at the end of its useful life and/or on a set timetable.

BY THOMAS E. LYNCH, III AND JEREMY S. SCHOLTES NAAA GENERAL COUNSEL, MILES & STOCKBRIDGE P.C.

LEGAL BRIEFS

…continued on page 7

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• Ensure your WISP is consistent or synchronized with your employee handbook and/or other stand-alone policies and procedures.

• Implement mandatory initial and recurring training sessions for all employees to educate them on your auction’s cybersecurity systems, access controls, incident response plans, and related policies and procedures.

• Develop comprehensive agreements with vendors and other contract partners to include provisions for indemnification, liability, flow-down requirements for subcontractors, breach notification requirements, audit and inspection rights, cyber insurance, and other related matters.

2. Technical• Conduct your own spot checks to

see if employees are complying with the WISP and if your technical safeguards work.

• Update all computer systems and portable devices with current firewalls, patches, virus definitions, and anti- malware protection.

• If feasible, hire a third party to test or probe your systems to see where your auction is most vulnerable, and then propose solutions.

ApplyFinally, take your priority list and

start to chip away at it by applying and implementing what you have learned from your audit and assessment. You may not be able to implement every

solution immediately, but you do need to get started. In today’s world, it is virtually impossible to be 100% secure, but your business relationships, and potentially, your livelihood depends on making appropriate efforts to protect the Personal Information that your auction collects and possesses.

Disclaimer: This is for general information and

is not intended to be and should not be taken as

legal advice for any particular matter. It is not

intended to and does not create any attorney-

client relationship. The opinions expressed and

any legal positions asserted in the article are

those of the author and do not necessarily

reflect the opinions or positions of Miles &

Stockbridge, its other lawyers or the National

Auto Auction Association.

TIPS FOR OVERCOMING OBSTACLES TO A BIGGER ONLINE MARKET SHARE

Growing your market share online is difficult in any business and auto auctions are no exception. You have to compete with tradition, technology, time, and of course other auto auctions. In this month’s column I’m offering a few basic tips for overcoming these obstacles to help you increase your online market share with ease.

TraditionWhen it comes to buying cars, the

term “kicking the tires” comes to mind. The phrase derives from a time when tire quality was questionable. People would literally give the wheels a kick to see if they’d deflate. Although we’ve come a long way since the Model T, that mentality is still alive and well. Buyers want to know what they’re getting into; the only way to overcome this is by building a rapport with your clients. You can build this bond through solid customer service and transparent business practices—showing your customers that you are not there to swindle them, but instead facilitate the relationship of a buyer and seller. A strong rapport is the most important aspect of any auto auction, while also being the hardest to gain and the easiest to lose.

TechnologyNo matter how many times you check

to ensure your auction’s technology is working properly, you can suffer catastrophic failure at any moment. This can manifest itself in anything from a crashed server to a loss of the Internet. To mitigate your chances of disaster, try having battery backups on all equipment essential to auction day. I would also recommend having a failover for your Internet, although this may not be feasible in all areas.

TimeWhile there are many conveniences

to buying online—such as being in an air-conditioned office with a cup of coffee—most buyers can’t attend the auction due to scheduling conflicts that arise from the busy life of an auto dealer. Regardless of his or her reasoning, a buyer’s time is both finite and valuable. Accordingly, it’s imperative to ensure

buying online is time efficient. Make sure that your online venue integrates the major buyer-appraisal apps into the sales process (i.e. vAuto, Autoniq, etc.). Buyers rely on these apps to provide insight into the value of the vehicles in the lane. Streamlining the buying process can put you at the top of a buyer’s list.

CompetitionCompetition can be a killer; no

matter how well you attack the above-mentioned factors, your weekly inventory may be the wrong fit for a particular buyer. The best way to compete is to learn what your buyers are looking for. One buyer may only be interested in Saabs, making it a waste of their time if you don’t have any in your inventory. While it’s not possible to have what every buyer needs in a single week, I recommend doing some research into what that buyer wants. Not only will you garner their continued patronage, you’ll build a stronger rapport with them.

Of course there are many different techniques you can utilize to increase your online sales but I hope these simple strategies will help in your quest to increase your online market share.

Happy selling!

BY JIM BAKERDIRECTOR OF TECHNOLOGY,

MOUNTAIN STATE AUTO AUCTION

LEGAL BRIEFS

…continued from page 6

TECH SUPPORT

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SAFETY FIRSTCHECKINGMEANS

FIRSTChecking for recalls can be easy.

For sellers, it’s a great way to build

credibility in the marketplace. And for

buyers, it helps give more confidence

in the purchases they make.

Every time you’re deciding about a

particular vehicle, check out the recall

status first. It’s better for everybody.

Top Ford Executive to Deliver NAAA Convention KeynoteAlan Mulally, Ford President and CEO from 2006-2014, will speak on leadership

The man who led Ford Motor Company’s turnaround from the brink of bankruptcy to one of the world’s leading automakers will share his insights on “strategic and operational leadership” as the keynote speaker at the National Auto Auction Association’s 2018 annual convention this fall.

Alan Mulally, president and chief executive officer of Ford from 2006 to 2014 will deliver his remarks during the opening luncheon on Wednesday, Nov. 14.

Following his presentation, Mulally will be joined on stage for a moderated question and answer session by BSC America Chairman and CEO Ray Nichols, KAR Auction Services CEO and Chairman of the Board Jim Hallett, and Cox Automotive President Sandy Schwartz.

The 2018 NAAA convention, held in

partnership with the National Remarketing Conference’s Used Car Week Nov. 13-16, will meet at the Westin Kierland Resort in Scottsdale, Arizona.

A pedal car auction, sponsored by Black Book, to support the creation of an official NAAA Disaster Relief Fund will be another convention high-light in addition to the keynote speech. Mulally will sign a plate for the toy car (which is a Ford, of course).

“We’re honored and thrilled to have someone of Alan Mulally’s leadership caliber and business acumen in the industry deliver our keynote address,” says NAAA Chief Executive Officer Frank Hackett. “The Ford Motor Company has been a longtime loyal member of our association and for decades has graciously sponsored a vehicle as the official trans-portation to be used by NAAA presidents during their annual term.”

Mulally guided the Ford team in working together on a compelling vision, comprehensive strategy and relentless implementation of the One Ford plan to produce profitable growth for the multinational corporation’s stakeholders. Due to his management, Ford was the only major American car manufacturer that did not ask for a government bailout during the Great Recession.

Prior to joining Ford, Mulally began his professional career with Boeing in 1969 right out of college, having earned Bachelor and Master of Science degrees in aeronautical and astronautical engineering from the University of

Kansas. He later received his master’s in management from the Massachusetts Institute of Technology as a 1982 Alfred P. Sloan fellow and continued to rise up the ranks, becoming executive vice president of The Boeing Company, president and CEO of Boeing Commercial Airplanes and president of Boeing Information, Space and Defense Systems. For his achievements there Aviation Week named him its “Person of the Year” in 2006.

Throughout his career, Mulally has received public recognition for his industry contributions, executive leadership and service, including being named No. 3 on Fortune’s “World’s Greatest Leaders” list, one of the 30 “World’s Best CEOs” by Barrons, “Chief Executive of the Year” by Chief Exec-utive magazine, one of TIME’s “The World’s Most Influential People,” and “Industry Leader of the Year” by Automotive News.

He has also been honored with the American Society for Quality’s medal for excellence in executive leadership, the Thomas Edison Achievement Award, the Automotive Executive of the Year Award, and with induction into the Kansas Business Hall of Fame.

Currently, Mulally serves on the board of directors of Alphabet Inc. (parent company of Google), Carbon 3D and the Mayo Clinic.

Former FBI Special Agent Speaks on Cyber Security

Cybercrime is an ever-growing threat to businesses and individuals in today’s online world, but you can

learn how to avoid becoming a victim thanks to retired FBI Special Agent John G. Iannarelli.

The cyber security and terrorism expert, whose more than 20 years of investigative work involves the Sony hack, Oklahoma City bombing and 9/11, will share his professional knowledge on protecting your privacy from Internet theft during a presen-tation Thursday, Nov. 15, at NAAA’s Annual Convention.

Using examples of actual cases not made public, Iannarelli illustrates the most common ways you and your business are vulnerable to online identity theft, fraud scams, hackers, and even terrorists, what to do if a cyber attack occurs, and measures

you can take not to fall prey to them. Iannarelli, who received the FBI

Distinguished Service Award and an Honorary Doctorate in Computer Science for his contributions to the field of cyber investigations, is a graduate of the University of San Diego School of Law and a former San Diego Police officer. He’s a frequent contributor to national media outlets and has authored four books, including “Information Governance and Security: Protecting and Managing Your Company’s Proprietary Information.”

For more details about the 2018 Annual Convention, a current program schedule and registration information, go to naaa.com

ASSOCIATION NEWS

Alan Mulally

Retired FBI Special Agent John G. Iannarelli

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SAFETY FIRSTCHECKINGMEANS

FIRSTChecking for recalls can be easy.

For sellers, it’s a great way to build

credibility in the marketplace. And for

buyers, it helps give more confidence

in the purchases they make.

Every time you’re deciding about a

particular vehicle, check out the recall

status first. It’s better for everybody.

0918_OTB.indd 9 8/17/18 12:53 PM

A 1930s pedal car seems an unlikely emergency response vehicle, but it has been chosen to help the National Auto Auction Association ride to the rescue of member auctions hit by natural disasters.

The refurbished vintage toy will be sold at a benefit auction sponsored by Black Book during the 2018 Annual Convention to support the newly created NAAA Disaster Relief Fund. In addition to its customized paint and upholstery, the pedal car will sport a plaque signed by convention keynote speaker Alan Mulally, Ford Motor Company president and chief executive officer from 2006 to 2014. (And of course the car proudly displays a Ford logo.)

“Our hope is to emulate the success of the Black Book Pedal Car Auction held at our 2014 convention as a fundraiser for the Warren Young, Sr., Scholastic Foundation,” says NAAA Chief Executive Officer Frank Hackett. “Everyone enjoyed that event, so we thought this would be another fun charity auction on a slightly smaller scale with just one car that is a collector’s item thanks to Alan Mulally’s autograph.”

In the first pedal car auction, 14

candy-colored, customized and fully accessorized pedal cars entered by NAAA members went on the block in a friendly competition, raising more than a half-million dollars in support of merit scholarships. It also achieved the major milestone of making the fund self-sustaining.

This year’s goal is to establish an official relief fund that can provide immediate assistance for member auctions and their employees left victims in the wake of a hurricane, flood, tornado or other natural disaster.

“By creating the Disaster Relief Fund we’re simply formalizing NAAA’s tradition of our members coming together to help their colleagues survive a catastrophic event,” Hackett explains. “In recent years NAAA has donated more than $150,000 to aid auctions hit by various disasters on an informal, as needed basis.”

For example, the association offered aid to auctions devastated by the one-two punch of hurricanes Harvey and Irma in the autumn of 2017.

When Texas auction members reported 51 of their employees were impacted by the storm, NAAA gave $25,500 in gift cards to purchase food,

clothing and other necessities. The 20 staff members of Florida auctions who suffered losses due to high winds and flooding received $10,000 in gift cards to help them get on their feet.

Hackett also recounts how Metro Auto Auction of Phoenix, Arizona, used the prize money it received as the 2017 Western Chapter Auto Auction of the Year to help those in Puerto Rico recover from Hurricane Maria. The auction sent a couple of airplanes to the storm-ravaged island filled with supplies, including food, water, generators and diapers, and then used them to evacuate very sick people to Ft. Lauderdale, Florida.

“I am constantly overwhelmed by the generosity of our members who can always be counted on in a crisis to answer a call for help,” says Hackett. “But now with the Disaster Relief Fund we’ll have a ready reserve of cash on hand that allows us to be more proactive in responding quicker and with the flexibility to make a donation appropriate to the magnitude of the damage. It’s also a fund we can continue to grow so we can be prepared to face any emergency that may arise.”

A 1930s customized pedal car will go on the block at the 2018 convention to benefit the newly created National Auto Auction Association Disaster Relief Fund

PEDAL POWER FUELS DISASTER RELIEF

SponSored by

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AUCTION NEWS

ADESA Names Rod Thompson New Executive Sales Director

Rod Thompson has been named executive sales di-rector at ADESA. He will be

responsible for managing ADESA commercial client relationships and leading commercial client efforts for both physical auction and upstream remarketing services, as well as products and services from across the entire KAR Auction Services group of companies.

Thompson has served as general manager of ADESA Tulsa since 2016, just a year after joining the auction as dealer sales and service manager. He has three decades of experience in the automotive/powersports/auction industry, including positions in sales manage-ment at a new-car store, as a powersports dealer, and as regional sales director for a major powersports manufacturer. Thompson entered the auction business 10 years ago as a specialty manager and later served as assistant general manager at another auction location.

New GMs Appointed to Four ADESA AuctionsADESA has made changes in management

at four of its 75 North American auctions:Matt Itami has been named general manager of ADESA Chicago after serving as assistant general manager at ADESA Flint for the last year. He brings six years of automotive industry experience to ADESA

Chicago, the company’s newest state-of-the- art facility. Before joining ADESA, Itami was a business manager at Flint Auto Auction and finance and operations manager for Inviso.

Cheryl Toler brings 30 years of auto auction experience to her new leadership position as general manager of ADESA Fresno. She began her career in the auction industry in 1988 at ADT Automotive before joining ADESA Los

Angeles in 2002. Over the next 16 years, Toler grew her career at ADESA, most recently serving as assistant general manager at ADESA Los Angeles.

Bobby Sylvester moves to ADESA San Diego from ADESA San Jose, where he has served as general manager since November 2017. His auction industry career began in 2000 with management positions in

detail and body shops for Brasher’s. In 2003, he transitioned into fleet/lease operations. By the following year, Sylvester had taken on a manager role and was focusing on national sales. After the ADESA acquisition of Brasher’s in 2016, he served as fleet/lease manager at ADESA Portland until relocating to California to lead ADESA San Jose.

Henry Cadle will manage day-to-day operations at ADESA San Jose. He has two decades of automotive remarketing industry ex-perience, having started as branch manager for AFC in Bradenton, Florida, in 1998.

He has managed auctions for both ADESA (in Clearwater, Florida) and Manheim (in Fresno, California). He has an extensive background in sales at all levels of the industry, including positions as dealer sales manager at an auction and as the general sales manager for the Pacific region for Manheim. Cadle rejoined ADESA earlier this year as UVA sales manager, based out of ADESA San Jose.

Louisiana’s 1st Choice Auto Auction’s Online Sales Team Makes an Impact

Louisiana’s 1st Choice Auto Auction began using Online Vehicle Exchange (OVE) as a platform in 2009. Since then the auction has created a specialized team dedicated to OVE.com sales and support, which has made quite an impact.

Year-to-date wholesale transactions have more than doubled with a 68 percent increase over last year. The auction was listed in OVE’s Top 10 for independent auction dealers cars sold in February 2018, and has been named the 2017 Top Volume Independent Auction in Louisiana.

“OVE is an invaluable tool for anyone looking to sell or purchase wholesale vehicles,” states Andy Poteet, the auction’s e-commerce manager. “No matter what market you’re in, you’ll find a commensu-rate group of buyers and inventory. Louisiana’s 1st Choice further enhances the quality of experience with online selling and buying by having a dedicated online

sales team available 24/7.”Wayne Tyson, OVE administrator,

observes, “With 60,000 auto dealers having access to bid on your inventory any day, any time, OVE seems like a no-brainer! Any and all vehicles can be found; we’ve sold a $500 Impala and a $75,000 Audi—there’s something for everybody.”

Located in Hammond, Louisiana’s 1st Choice Auto Auction has served the dealers of the Gulf Coast and surrounding states since 2002. The auction is adding new wholesaler and commercial accounts weekly. “Our sales day is Tuesday with 600-plus dealer trades and bank repos. Also, we hold several special event sales throughout the year with 1,000-plus consignment, but all vehicles are available online,” notes Managing Partner John Poteet. “We think of OVE as our seventh lane.”

Rod Thompson

Bobby Sylvester

Henry Cadle

Cheryl Toler

Matt Itami

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AUCTION NEWS

Independent Auctions and Dealers Discuss TrendsAUCTION EXECUTIVES ANSWER DEALER QUESTIONS AT 72ND NIADA CONVENTION

Though the consensus was that the best way to reach car dealers today is via text messaging, three independent auction leaders spent some quality face time with dozens of dealers this past June during the 72nd Annual National Independent Automobile Dealers (NIADA) Convention, held at the Rosen Shingle Creek Resort in Orlando, Florida.

Lynn Weaver, executive director of the Independent Auction Group, moderated a well-attended and highly interactive panel discussion with Dave Andrews, CEO of Dealers Auto Auction Group; Michele Nobitt, executive vice president of Dealers Auto Auction of the Rockies; and, Doug Turner, regional manager of America’s Auto Auction.

In a session that ran for over an hour the three panelists fielded more than a dozen audience questions on a wide range of issues, from methods of communication and online sales to millennials in the marketplace and the value of independent auctions to dealers.

When asked how her Denver, Colorado, auction best communicated with dealers, Nobitt said that the phone call, though still extremely useful in certain circum-stances, has become the least successful means of notifying dealers of sale dates, alerts and other information.

“We’ve found that text messages work best, with email a distant second,” she explained. “We work very hard to keep our website updated, and we still knock on doors and visit with dealers, but we don’t call on the phone too much anymore.”

All of the auction executives, including Weaver, who was the former co-owner of Harrisburg Auto Auction and later general manager when America’s Auto Auction purchased the enterprise, said they use social media—Facebook, Twit-ter, LinkedIn and Instagram—to help keep dealers engaged and informed. None of the panelists said they use videos on their websites or YouTube channels to communicate with dealers.

Emerging from the panel’s in-depth discussion on online buying was the consensus that while the practice continues to grow, web sales have not reached the expectations of six years ago.

Back then it was estimated that 60 percent of vehicles would be purchased online, but that’s substantially more than the 20-to-25 percent of actual

Internet sales today, according to Andrews. “We enjoy the auction business, and digital online sales complement our in-lane strategy,” he said.

Turner agreed, adding that online buyers boost conversion rates. “I think there will always be a need for a physical auction,” he said. “Reconditioning can’t be done over the Internet.”

Nobitt said dealers relish the fast-paced action of the lanes, look forward to the social interaction, learn about trends, develop best practice, and see what their competitors are doing at a brick-and-mortar auction.

Turner observed that while the larger chain auctions seem to be contracting in physical size, the smaller auctions are adding lanes and gaining more attention from buyers and sellers.

“Dealers know where to come to get what they need,” he said. “Still we have to look at the changes coming, and the shift to the millennials who’re getting into the business. We have to listen to what they want and fulfill those needs.”

One dealer noted that he only pur-chased 20 percent of his vehicles online in 2017, but so far in 2018 that percentage has increased to 40 percent. “Condition reports have to be right, and the seller must stand behind what was sold, but I’m much more comfortable buying online today,” he remarked.

Securing what consignment dealers want has become a challenge, the panel-ists noted. “Franchise dealers are holding on to that $4,000-to-$8,000 vehicle they

take in as a trade, which they used to automatically send to auction,” Nobitt said. “They’re keeping and buying slightly older, higher-mileage vehicles because they last longer and maintain value when properly reconditioned.”

The panelists spent a good deal of time talking about the value that the nation’s 200-plus independent auctions bring to the marketplace for dealers.

“We personally care about you succeeding,” Nobitt told the audience. “We know you personally and live in the same communities, attend the same churches, schools and businesses. When we say we’ll do it, we do it.”

Andrews, who is both an independent dealer and owner of a group of indepen-dent auctions, said the used car business has always been about personal rela-tionships. “We let our general managers run the auction like it was theirs. We don’t have to run decision making up the corporate ladder. We can make a decision on the spot, then stand behind it. That’s how dealers operate, and they respect you when you run your auction the same way.”

Independent auctions have always had to provide an extra level of customer service to compete against the big corporately owned auctions, according to Turner.

“We’re a part of the local community,” he said. “When you come to our auctions, we want you to feel like family. We want you to go home and think that you can’t get that level of quality customer service anywhere else.”

The panelists, from left, Michele Nobitt, executive vice president of Dealers Auto Auction of the Rockies; Dave Andrews, CEO of Dealers Auto Auction Group and outgoing NIADA president; and Doug Turner, regional manager, America’s Auto Auction.

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Steve Langdon Is ADESA Canada’s New Vice President of Dealer Sales

Steve Langdon has been named vice president of dealer sales at ADESA Canada, where he will be responsible for implementing the ADESA Canada dealer sales strategy, utilizing his ex-tensive sales team leadership skills and expertise in digital channels to further promote KAR’s integrated digital, mo-bile and physical auction services such as ADESA online and TradeRev.

Langdon’s bilingual skills are a strong asset as he engages with the sales team across Canada and helps to drive deeper relationships with dealers in all markets. He brings a solid back-ground in new auction technologies, a

wealth of industry knowledge and good relationships throughout the industry.

Langdon started with the KAR Auc-tion Services group of companies 15 years ago and has more than 20 years of automotive industry experience. In his time with ADESA and OPENLANE, Langdon has grown his career into management positions, most recently serving as senior director of business development. In this leadership posi-tion, he was responsible for identifying new growth opportunities and fully integrating additional ADESA services, such as Data as a Service, into new and existing business relationships. He be-gan his automotive career as a bilingual service advisor at Groupe Samatas at Excel Honda in Montreal.

Manheim Completes $400 Million Auction and Process TransformationWith the completion of Manheim’s

$400 million auction and process trans-formation, wholesale buyers and sellers will experience simpler transactions and processes at 78 locations, becoming super-efficient as they take advantage of powerful tools and self-service options.

“Since starting this journey, we had one goal in mind—to eliminate paperwork, lines, emails and anything that takes our clients away from making money buying and selling cars,” says Grace Huang, president of Cox Automotive Inventory Solutions. Manheim is a subsidiary of Atlanta- based Cox Enterprises.

“And, with dealers using more digital channels to conduct business, it’s important for us to ensure our operations meet their evolving needs today and in the future,” Huang notes, explaining that the improvements enable clients to: • Get information 24/7, including

the ability to view and pay single, multiple and/or consolidated invoice reports at their dealership or on Manheim.com.

• Use electronic payment (ACH) or a line of credit to buy vehicles and services immediately from any device. (From January to May, nearly 40 percent of dealer transactions were completed using these methods through Manheim.com.)

• Have visibility into bills of sale, titles and gate passes, as well as data and insights, helping dealers make smarter decisions. (Clients printed a record 500,000 gate passes through Manheim.com during the first five months of this year.)

• Switch easily between physical and digital services while in the lanes.As part of its transformation, Manheim

adopted Lean Daily Management (LDM), a proven management philosophy and quality control practices that enhance efficiencies, client service and safety. In addition, this approach drives team members to visually measure and improve performance.

The company launched LDM in 2016, rolled it out to almost 30 locations in 2017 and will implement the program at remaining sites by year’s end. Manheim also will introduce a new application that delivers real-time tracking of vehicles across auction lots. The solution is being tested at Manheim West Palm Beach and Manheim Orlando, and is planned for implementation at 10-plus sites in the U.S. later this year.

Huang reports that greater access to Manheim’s services and timesaving

tools are already making a difference for clients. “Dealers are saving roughly 30 minutes each week, more than 30 percent of seller settlement transactions are using direct deposit rather than manual checks, and about 40 percent of buyer transactions are settled and post-sale inspection orders are placed through Manheim.com.”

Royal Kraft, a dealer with Mossy Motors Buick GMC in New Orleans, Louisiana, says, “I don’t stand in line for reports after the sale anymore; I print them back at the office. It makes my life much easier.” For another New Orleans dealer, Danny Brown at Untouchable Auto Sales, paying online is the major convenience—“As soon as you click, it’s done!”

Huang adds that this unprecedented transformation “was made possible with the support and patience of our clients as well as our team.”

Dealer Royal Kraft from Mossy Motors at Manheim New Orleans receives some assistance in trying out the new streamlined transaction and processing tools from Lynn Cahill of Operations Support.

Steve Langdon

AUCTION NEWS

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Manheim Grows Partnership with CarvanaManheim continues to grow its

partnership with online auto retailer Carvana, allowing the e-commerce company to conduct both purchasing and sales of wholesale inventory via Manheim’s online marketplaces. Building upon a relationship that began more than five years ago, Manheim and Carvana collaborate in more than 40 markets across thousands of transactions.

“Much like in the consumer space, Carvana has made a name for itself in Manheim’s digital marketplace as an in-novator and successful buyer and seller,” says Grace Huang, president of Inventory Solutions at Cox Automotive. (Manheim is a subsidiary of Atlanta-based Cox Enter-prises.) “Their deep expertise in retailing cars online translates seamlessly to the wholesale environment, and we cheer on their success in our digital marketplaces.”

On the sell side, Carvana utilizes Manheim’s services to conduct online sales for its wholesale inventory. Manheim provides condition reports and pricing guidance based on insights from the Manheim Market Report (MMR) on these wholesale vehicles, creating value for the buyer as well as Carvana.

“Carvana’s goal is to give every cus-tomer an exceptional experience, which aligns with Manheim’s way of doing business, so we’re proud to call them a partner,” notes Ernie Garcia, Carvana founder and chief executive officer. “Utilizing Manheim’s broad remarketing experience and diverse digital solutions has helped us accelerate as demand increases for our new way to buy a car.”

Carvana secures the inventory it sells to consumers the same way other auto retailers do—via reputable industry

suppliers like Manheim, as well as purchasing cars from the general public, whether or not they are purchasing a vehicle from Carvana.

Unlike other auto retailers, Carvana offers a vertically integrated car buying solution where customers can shop more than 10,000 vehicles on Carvana.com, finance, purchase and schedule as-soon- as-next-day vehicle delivery in as little as 10 minutes. Every Carvana vehicle comes with a seven-day return policy, giving customers the chance to see if the vehicle really fits their life.

Additionally, all vehicles are Carvana Certified, have passed a rigorous 150- point inspection, have never been in a reported accident, and do not have frame damage. Features, imperfections and updated information about open safety recalls are listed on the car’s vehicle description page.

Manheim Invests in New Retail Reconditioning Center

Preparing for increased demand in its retail reconditioning business while anticipating growth in the vehicle mobility space, Manheim opened its 19th retail recon site on June 13 at Manheim San Francisco Bay.

The company invested approximately $500,000 in the 20,000-square-foot facility to provide mechanical and reconditioning services to dealers, commercial consignors and new vehicle mobility providers in the evolving automotive sector. This is part of the $1.5 million investment Manheim has made in its San Francisco Bay location. The Center has seven vehicle lifts and a team of highly trained technicians who can perform minor and major

component repairs on about 100 vehicles per week.

“We are uniquely positioned to offer end-to-end solutions to independent and franchise dealers, fleet operators, ride sharing companies and manufac-turers,” says Greg Beck, Manheim San Francisco Bay’s general manager. “Our proximity to Silicon Valley, home to many of tomorrow’s vehicle mobility providers, is just one more way we are poised to deliver tremendous value and meet client and industry needs.”

Manheim’s retail reconditioning offerings provide everything needed to prepare vehicles for sale, including a 140-point inspection, mechanical and body reconditioning, paint, detail, merchandising, imaging and more.

By outsourcing such services to a single point of contact at one location, clients can focus on customers, fulfill retail demand faster, and save time and money. Further, this alternative to in-house recon frees up a dealer’s own service bays for paying customers, and gets retail-ready vehicles to their lot quickly—typically within four-to-ten days, depending on client specifications and vehicle condition.

Retail reconditioning is a natural extension of Manheim’s solutions, leveraging its large-scale operations, expertise and high-quality workmanship.

The company started to participate in the $24 billion retail reconditioning industry in 2015 and now operates 19 locations, serving a range of clients from dealers to manufacturers and new vehicle mobility players. It has invested more than $17 million to build new Retail Reconditioning facilities across the nation, enhance existing ones, and develop proprietary technology. Last year alone, Manheim produced over 30,000 retail-ready vehicles.

Manheim’s newest Retail Reconditioning Center, located on more than three acres at 1525 Crocker Avenue in Hayward, is an extension of Manheim San Francisco Bay, a 72-acre wholesale auction established in 1987. It is one of the company’s six operating locations in California and features 12 lanes to sell approximately 2,500 vehicles per week.

Supporting its community, Manheim San Francisco Bay is a 23-year member of the Hayward Chamber of Commerce and contributes to Hayward Animal Shelter, Hayward Police Department memorial funds and local food banks, American Red Cross, Drivers for Survivors, Kyle Petty Charity Ride Across America and Ronald McDonald House Charities. The organization has achieved a platinum ranking in the Cox Conserves Zero Waste to Landfill program by diverting 80 to 89 percent of its waste from landfills.

Manheim San Francisco Bay’s new Retail Reconditioning Center will deliver consumer-ready vehicles for dealers, fleet owners and new mobility providers.

AUCTION NEWS

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ADESA Auctions Hold Cars-n-Kids FundraisersCars-n-Kids events at ADESA auctions

continue to raise money for children’s charities, most recently at ADESA Sioux Falls and ADESA Nashville.

The South Dakota auction donated $25 for every car sold during the event, raising a total of $9,225 for Children’s Inn, a local nonprofit that provides help for people dealing with domestic abuse. “We were fortunate to have so many of our customers partner with us on this,” notes General Manager Bob Holm.

Staci Kropuenske, development coordinator at Children’s Inn of Sioux Falls, says, “We are so grateful to ADESA and its partners for the amazing gift to support the work of Children’s Inn. We know abuse happens in every commu-nity, and it takes all of us working together to help in the fight against family violence. ADESA recognizes this and chose Children’s Inn to be the recipient of its charity auction. With almost a thousand women and children finding safe shelter at Children’s Inn each year, the gift from ADESA will truly make a difference.”

ADESA Nashville raised $14,115 for St. Jude Children’s Research Hospital during a two-day Cars-n-Kids event, which kicked off with a golf outing. Participants enjoyed lunch and a round of golf at the Hermitage Golf Course, followed by dinner, awards and a charity auction. A 2017 Honda Rancher ATV was auctioned off at the start of a special sale the next day. All proceeds from the events went to the hospital.

Southern Auto Auction and Toyota Financial Donate More Than $50,000 to Build New Veterans Memorial

Mission accomplished! Southern Auto Auction partnered with Toyota Financial to donate more than $50,000 to the Veterans Commission and American Legion for the creation of a new, larger Veterans Memorial in the auction’s East Windsor, Connecticut, community.

Through local fundraising efforts, the Veterans Commission had raised $50,000 and this additional matching gift allowed them to more than achieve their total goal.

“We feel supporting causes that touch people in our community is important and raising funds for veterans and to commemorate their service to our country is a great mission to stand by,” says Southern Auto Auction President Larry Tribble. “We collaborated with many great people at Toyota Financial as well as the Veterans Commission and American Legion to help make this important memorial a reality.”

The new design of the memorial added

eight more monuments dedicated to local veterans, from the Revolutionary War through the ongoing global war on terror. Engraved on each monument are the names of local veterans who made the ultimate sacrifice, the seals for each branch of the military and quotes from the presidents in office during that period of history. Additionally, a walk-way of pavers was created, many with personalized inscriptions.

The Veterans Commission and American Legion hosted a dedication of the new Veterans Memorial on May 20, 2018, which was attended by Toyota executives who also spoke, state and local officials, area veterans and community leaders. The Governor’s Foot Guard played military music. Southern Auto Auction Vice Pres-ident Rick Nadeau’s father, a decorated World War II veteran who fought at the Battle of the Bulge and was awarded several medals including two Bronze Stars, raised the flag during the ceremony.

Family owned and operated since it began in 1947, Southern Auto Auction has grown to become the largest independently owned auction, running 4,000 vehicles every Wednesday in 20 lanes on a 300-acre site that includes a 40,000-square-foot body shop, two full-service mechanical shops and a separate facility dedicated exclusively to powersports.

ADESA Nashville presents charity check to St. Jude Children’s Hospital.

ADESA Sioux Falls staff presents charity check to Children’s Inn.

Governor’s Foot Guard Dedication

AUCTION COMMUNITY

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ADESA Charity Auction Raises Funds for NIADA FoundationFor the sixth year, ADESA auctioned off a

nearly new, front-line-ready vehicle during the National Independent Automobile Dealers Association (NIADA) Convention and Expo in Orlando, Florida, this past June to benefit the NIADA Foundation.

A crowd gathered at the Dealer’s Lounge in the center of the Rosen Shingle Creek Resort’s Expo Hall to watch the action and bid on a silver 2018 Honda Accord sedan with only 1,188 miles. Chris Haus, of Haus Auto Group in Canfield, Ohio, made the winning bid of $26,500. An additional $565 was contributed from the crowd,

bringing the total donation to support the NIADA Foundation activities to $27,065.

The NIADA Foundation coordinates the association’s commitment to charitable giving. It also awards scholarships to deserving college-bound students across the nation and provides training and educational opportunities to automobile dealers and the general public.

Over the past five years, ADESA-sponsored auctions at the NIADA Convention have raised a total of $125,200 for the Foundation. During last year’s auction, a 2016 Nissan Frontier SV pickup sold for $28,000.

Joe Keadle, chief operating officer of KAR business unit AFC; ADESA Executive Director of Dealer Consulting Services Doug Hadden; NIADA Foundation Chairman Arlan Kuehn; winning bidder Chris Haus (and his son Gavin); and NIADA CEO/NIADA Foundation President Steve Jordan.

Dealers Auto Auction Group Gives BackDuring its recent 14th anniversary sale,

Dealers Auto Auction of Huntsville made charitable giving part of the celebration, raising more than $15,000 for the Make- A-Wish Foundation. And that’s in addition to the more than $55,000 the Alabama auction has collected for the local YMCA and American Cancer Society this year.

“It has amazed me what a group of dealers will do for charity at 10 a.m. on a Tuesday morning,” says Roger Fields, general manager of DAA of Huntsville. “As well as a willingness to opening their wallets for cash contributions, these men and women have also donated automobiles and numerous other items for our charity auctions.”

Giving back is something that’s always been very important since the Dealers Auto Auction Group began in 2001, notes David Andrews, DAAG founder and chief

executive officer. “We are so blessed with being able to be a part of so many amazing organizations. We sincerely believe that supporting these local groups is the right thing to do.”

The group’s seven independent auctions —Dealers Auto Auction of Chattanooga, Dealers Auto Auction of East Tennessee, Dealers Auto Auction of Huntsville, Dealers Auto Auction of Jackson, Dealers Auto Auction of Memphis, Dealers Auto Auction of Mobile and Dealers Auto Auction of Murfreesboro—all hold special events to benefit their communities.

So far in 2018 the various fundraising efforts by DAAG’s auctions include: • DAA of Memphis raising more than

$8,700 for the Boy Scouts of America, St. Jude Children’s Research Hospital, the American Cancer Society and the local food bank.

• DAA of Murfreesboro collecting $33,000 in support of Mission Forces and other organizations.

• DAA of Chattanooga donating over $10,000 for Toys for Tots, Forgotten Child and the American Red Cross.

• DAA of Mobile contributing $600 to a local youth group, Team Focus.“Our dealers are happy to help us

support these local organizations,” comments Scott Keener, DAAG director of operations. “They really share our belief in giving back.”

Dealers Auto Auction Group, head-quartered in Franklin, Tennessee, and owned by City Enterprises LLC, provides comprehensive services such as condition reports, reconditioning, mechanical, online and simulcast sales, post-sale inspections and National Auto Auction Association arbitration for sellers and buyers throughout the southeast.

ADESA donates vehicle for NIADA Foundation fundraising event at the National Independent Automobile Dealers Association Convention and Expo in Orlando, FL.

AUCTION COMMUNITY

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Manheim Auctions Continue to “Race to Give” to the American Red Cross

Thanks to their exceptional fund-raising efforts, Manheim Statesville and Manheim Seattle became the latest “winners” in their company’s “Race to Give” campaign, which donates emergency response vehicles to the American Red Cross.

Last year Manheim teamed up with commercial client Remarketing by Element to promote a friendly competition among its auctions, with those collecting the most contributions earning the honor of donating a vehicle, provided by Remarketing by Element, to their local Red Cross chapters.

On behalf of Manheim Statesville, Remarketing by Element is donating a 2015 Chevrolet Malibu to the Red Cross’ Western North Carolina Region while a 2015 Ford Escape will be given to the Northwest Region on behalf of Manheim Seattle in Washington State. These vehicles will expand each organization’s emergency

response fleet, which is used to deliver supplies and services to those impacted by disasters.

“Emergency response vehicles are essential to Red Cross disaster relief operations,” notes Angela Broome Powley, regional American Red Cross chief executive officer. “They enable volunteers to travel to affected areas, deliver much-needed supplies and offer comfort to our neighbors.”

Manheim Statesville supported the Red Cross with a blood drive and a hurricane-relief fundraiser as well as donations of winter survival kits, smoke and carbon monoxide alarms, and school supplies that were distributed to students at 40 Iredell-Statesville, North Carolina, schools.

Manheim Seattle held its sixth annual volunteer-driven charity auction with items provided by employees, vendors and clients. The event raised over $32,000 for the Northwest Regional Headquarters

of the American Red Cross.Nationwide, the American Red Cross

responds to an average of nearly 64,000 disasters—one every eight minutes—every year, including mudslides, wild-fires, floods, tornadoes, earthquakes, home fires and more. It provides food and water, shelter, emotional support and other essential assistance.

“Our team has a history of rallying around causes that can help improve the lives of those in our community, and it was heartening to see how they pulled out all the stops to support this important effort,” says Ellie Johnson, Manheim Statesville general manager and National Auto Auction Association past president. “Knowing that we have a hand in helping the Red Cross get supplies and assistance to people in need is something we will cherish.”

Greg Milam, general manager at Manheim Seattle, adds, “Going beyond Manheim’s corporate partnership with the American Red Cross, our more than 200 team members know it’s important to support individuals and families in our own backyard. This vehicle donation demonstrates our commitment to the community where we work and live.”

Charity Challenge at ADESA Flint Benefits At-Risk ChildrenA Charity Challenge between the

transportation department and the dealer/check-in/lot crew at ADESA Flint resulted in a major donation to a local nonprofit organization serving at-risk children and families.

Team members donated “a mountain” of personal care items for the 40 children ages 4 to 17 at Whaley Children’s Center, according to Patricia Avila, operations manager at the auction. A list of most- needed items for the kids was provided. She estimated that $1,500 worth of items and cash donations was collected.

At the end, the transportation department won the challenge, but both departments were treated to lunch to celebrate the success of the donation drive.

“Our people had so much fun with

this!” Avila recalls. “They did daily checks on how much was collected. We had people that brought in one or two items, and others brought bags full. It’s

truly amazing to see the generosity of our teams and our sincere thanks goes to everyone who participated!”

ADESA Flint staff contribute and help in charity challenge.

AUCTION COMMUNITY

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BONUS: All 45 of the 2017 NIADA Convention Education

Sessions have been moved from the paid subscriptionsite to the

FREE NIADA.TV site.

Just announced: NIADA.TV is now the exclusive host of all of the 2018 NIADA Convention Education Sessions.

Check back every Monday, Wednesday and Friday through September, as we will post three sessions per week to the site for free viewing.

Subscribe to NIADA Facebook and Twitter accounts for updates and descriptions of each and every session as it debuts on NIADA.TV

Get your dealership staff together regularly, turn on NIADA.TV, and learn how to improve your dealership operations and profitability.

Go to www.niada.tv.and simply click on the “2017 & 2018 NIADA Convention Education Channel.”

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Untitled-1.indd 1 8/17/18 10:05 AM

ADESA Boston Hosts Successful Classic Car Show & Motorcycle Run for Charity

ADESA Boston hosted another successful—and fun—Classic Car Show and Motorcycle Run this summer, raising nearly $26,000 for JDRF, a global organization focused on funding research to find a cure for Type 1 diabetes.

Thirty bikes took part in the 30-mile-long, police-escorted motorcycle run. Spectators and car enthusiasts came to check out the classic and muscle cars on display and chow down on tasty treats from local favorite Fulciniti’s.

Kids enjoyed face painting, crafts and other activities while parents could get their children fingerprinted, courtesy of the Middlesex County Sheriff’s Office.

The Jaws of Life demonstration by the Framingham Fire Department drew a huge crowd of onlookers as firefighters cut apart an entire car to show how victims can be rescued after an accident.

Another popular item raised funds for St. Jude Children’s Research Hospital. For a $1 donation, patrons could sign a name—in black ink to honor someone who had passed away from cancer, in red for someone currently battling cancer, and in gold for someone who has beaten cancer—onto a vehicle.

Now in its 18th year, the car show and motorcycle run is one of the biggest charity events on the ADESA calendar. Since 2001, it has raised more than $600,000 for numerous children’s charities.

ADESA Boston General Manager Jack Neshe poses with officers from the Framingham and Waltham (Mass.) police departments.

Jaws of Life demonstration by the Framingham Fire Department.Signing a name on a car to raise money for St. Jude Children’s Research Hospital.

AUCTION COMMUNITY

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Documents

Pedal car auction at NAAA’s 2018 convention to raise money ... · know yet. The magazine had to go to press before the review process for the “NAAA Chapter Auto Auction of the