Onsite Auction Roll In to Continue Quality Services for Customers
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SEP TEMBER 20 21
Onsite Auction
Roll In to Continue Quality Services for Customers
THE OFFICIAL MAGAZINE OF THE NATIONAL AUTO AUCTION ASSOCIATION
W W W. N A A A . C O M
W W W. N I A D A . C O M
2 | NAAA ON THE BLOCK SEPTEMBER 2021 www.naaa.com
IN THIS ISSUE
ON THE BLOCK MAGAZINE VOL. 8 NO. 5
Departments
04 President’s Message
A note of gratitude in the face of unforseen challenges and opportunities
for the Association.
05
CEO’s Message THE OFFICIAL MAGAZINE OF THE
NATIONAL AUTO AUCTION ASSOCIATION
Proactive leadership — the industry is ingrained with a passion
for succeeding.
06 Cover Story
Food trucks offer auctions a taste of fun on sale day.
11 Association News
The selection is over and the CEO appointment is complete.
read us online
www.naaa.com • www.niada.com
Click on ads to link directly to their websites.
12 Safety First
Manheim President, Grace Huang gives insight and tips in developing a
safety culture.
previous issues
14 Auction News
Another auctioneer champ from Akron Auto Auction.
A good time for everyone at a Mid Kansas Auto Auction event.
Moving autos via rail pilot program launches at State Line Auto Auction. July 2021 May 2021
Christina Potts, a strong addition to America’s Auto Auction.
Local auction network for Manheim.
20-year State Line Auto Auction veteran John Williams is celebrated.
Manheim analyzes current trend to solve today’s transportation issues.
3D vehicle imaging provides lifelike viewer interaction.
18 Member Message March 2021 January 2021
A beloved industry.
On the Block Wants To Hear From You.
Happy to be a part of the 2021 NAAA Reconnection Event.
Tell Us What You Think!
On the Block encourages its readers to send
comments, opinions and suggestions about
the publication.
Letters can be emailed to naaa@naaa.com.
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.
Visit us on Facebook & LinkedIn
www.naaa.com SEPTEMBER 2021 | NAAA ON THE BLOCK | 3
PRESIDENT’S MESSAGE
Thanks for the Silver Linings and Golden Memories
I
’m no meteorologist, but I know from my experience serving as NAAA’s President during a
global pandemic that dark clouds do have silver linings. And our industry is blessed with
people who can work together to mine those hidden riches to the benefit of all.
The last three years on the executive team have confirmed what I’ve observed during my
three decades in the auto auction business and will never forget: teamwork, resourcefulness,
commitment, and caring are its fundamental character. That’s what gives our members the
strength and resilience to turn COVID’s unforeseen challenges into unexpected opportuni-
ties as we reimagined our operations, adopted technologies, and adjusted our best practices
to be successful in the new normal.
Seeing the display of cooperation and willingness to involve everyone from the top down
in implementing these changes inspired me to formally recognize the core values of a
collaborative, respectful auction team environment by creating the NAAA Diversity and
Inclusion Pledge.
Also, I was encouraged by the demonstration of maintaining relationships despite lockdowns, Julie Picard
social distancing, and other public health restrictions. For me, the chance to connect with NAAA President
our members, share information, and listen to feedback has been a favorite part of being on
the executive team. So it was my privilege to participate in the inaugural President Calls, us-
ing video conferencing as a way of touching base with our members through virtual visits.
In addition, I’m pleased to say we saw this as a time to enhance our communications by
upgrading our NAAA headquarters technology and launching the free twice-weekly NAAA
SmartBrief e-newsletter.
Another important form of communication I was taught as a child is the thank you note.
Although this is not handwritten, I want to use my final president’s column to express my
warmest gratitude to all those who made these silver lining opportunities more than just
pie in the sky. I am extremely grateful for the support and help of our NAAA membership,
our committees, NAAA headquarters staff, my executive teammates Laura Taylor, Charles
Nichols, Garrison Hudkins, Paul Lips, Charlotte Pyle and Mike Browning, as well as my
Manheim colleagues Grace Huang, Patrick Brennan, and Alan Lang.
Plus, I want to give my heartfelt thanks and happiest congratulations to our new CEO, Tricia
Heon. I’m thrilled with the choice of her leadership and vision for NAAA and the industry.
Of course, most importantly, a big word of appreciation to all our dealers, consignors, and
vendors. We value their partnership and willingness to work with us as we change and
evolve to provide them with the best, most up-to-date service possible.
I’m excited about our “Reconnection Event” at NAAA’s Annual Convention this month in
Chicago, and looking forward to honoring Sandy Schwartz and Janet Barnard. I hope to
see you all there, where I can thank you in person! Until then, be safe, stay well, and keep
looking for those silver linings.
4 | NAAA ON THE BLOCK SEPTEMBER 2021 www.naaa.com
CEO’S MESSAGE
Dedication, Loyalty and Same Mission
I
n my ten years here at NAAA, I’ve had the privilege of meeting and working with many
of our members, so I won’t take your valuable time to introduce myself. But I would
ask for a few minutes to share why I wanted to be the next Chief Executive Officer and
what my vision is for our organization.
So why did I want to take on the weighty responsibility of leadership that my predecessor
Frank Hackett so ably shouldered for 17 years?
My answer is simple: I’m hooked. Since joining the NAAA team in 2011, I’ve found the
world of wholesale auto auctions a fascinating, enterprising, and, yes, challenging industry.
I’ve enjoyed the variety of people it attracts with their various interests and the strong
bonds they form. I love visiting the auctions in the fast-paced atmosphere of sale days. And
I admire the philanthropic spirit of how auctions and their employees are ready and willing
to give back to their communities.
I know I don’t have to tell you how this industry gets into your blood. I hope I can infuse
some new with the old that flows through the association’s veins. Tricia Heon
Even as our world, our industry, and our daily lives face change, NAAA’s traditional mission NAAA Chief Executive Officer
remains a constant. Since our founding in 1948, our prime priority has always been to
protect the interests of our members and promote the progress of our industry. Yet how
we fulfill that duty in the ever-evolving business landscape will vary due to the times
and circumstances.
Today, it has become more important than ever to focus on the needs of both our members
and our customers using a fresh lens as we all head into the next decade of the 21st century.
I believe in taking a proactive approach to strategic planning, regular reexamination, clear
communication, and collaboration with other industry leaders to achieve our mission.
One of my first priorities is to review our mission statement and evaluate how well we’re
addressing the issues in our industry and the necessities of our membership for today and
tomorrow. That also includes closely looking at the benefits and services NAAA provides to
see how we may enhance and enrich them to serve our members better. You’ll find a few
of my other goals outlined in an article among these pages, and I promise to keep you
informed and give you more details through this column.
This is an exciting time to take the wheel at NAAA as our strategic partners, the National
Automobile Dealers Association and National Independent Automobile Dealers Association,
have recently changed leadership. I look forward to their new and different perspectives,
as well as that of the second and third generations moving into top executive positions at
many auctions.
Yes, I can feel the blood of the industry pumping and my heart beating with pride to be a
part of it. For the past decade, I’ve been dedicated to advocating for our members; now, I’m
honored to be selected to serve as the National Auto Auction Association’s CEO, charged
with overseeing its evolution to ensure a bright, prosperous future.
www.naaa.com SEPTEMBER 2021 | NAAA ON THE BLOCK | 5
ON THE COVER
When the pandemic put the brakes on the long-established Armed with a spatula and a hot grill, the hunger warriors on
practice of auto auctions providing an on-site café for the wheels helped combat the appetites that arise from a long,
convenience of their customers, many steered their dining busy day in the lanes. The auctions found it a great way to
services in an imaginative direction. They turned to those offer a rotating variety of menu options — even creating sale
freewheeling entrepreneurs in their communities who dish day themes to pair with a chef’s particular specialty — while
up mouthwatering meals from vehicles — food trucks! supporting local small businesses. Letting the food trucks roll
in was an innovative win-win solution.
Pictured here are just a few examples of the food trucks that
kept everyone well fed and happy on sale days.
6www.naaa.com
| NAAA ON THE BLOCK SEPTEMBER 2021 www.naaa.com
www.naaa.com SEPTEMBER 2021 | NAAA ON THE BLOCK | 7
8 | NAAA ON THE BLOCK SEPTEMBER 2021 www.naaa.com
www.naaa.com SEPTEMBER 2021 | NAAA ON THE BLOCK | 9
Brought to you by:
carlotta miles is on
Time to crash this party
vacation. time for me
...HMm, who should I
to step into her
be this time?
shoes...
Miles ION
Carlotta ME AUTO AUCT
GM AT AC
Always up for causing some trouble, Harley TA
P P Pinball haS detected
the harlequin hacker Brews a Mean virus TA a breach in cyber security!
and Deploys some Malicious spyware. TAP TAP Autoims admins are on it!
Here boy, I’ve got WARNING
THREAT DETECTED!
a bone for you. Your
favorite flavor: phish! IDENTITY: NOT CONFIRMED
LOCATION: ACME AA
ACME
Auto
CHARACTER: DISHONEST
MALICIOUS ACTOR
Auction
WEAPON SCAN:
Carlotta Miles, GM
ACME Auto Auction
SPYWARE, MALWARE, OTHER
ne
h Bo
Phis
A
INB L
P
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pinball Scans Carlotta with his authentication visionator.
Pinball alerts the league of Sys Admins!
Meanwhile, back at AutoIMS HQ... I’ll do Always having one more trick up her sleeve, Harley
the patches.
I see her in the deploys her Escape-o-Matic Dust and gives Pinball
system. It’s the the slip, vowing to return another day. AutoIMS and pinball
HarlEquin Hacker. will be ready and
I’ve got
Let’s take her the updates! prepared…
down. will you!?
Carlotta Miles, GM
ACME Auto Auction
The job of a
Remarketing hero
is never done.
Luckily the Super-
friends have a
The Admins deploy a team of experts to
hotline:
mitigate the threat.
888-683-2272!ASSOCIATION NEWS
Association Makes a Leap Forward in Leadership
NAAA President-Elect Charles Nichols agreed. “After reviewing a long list of
qualified candidates, we are certain we chose the person who is the right
leader for the future of the association. Tricia’s commitment to the industry
and vision stood out among all.”
One of Heon’s initial goals is working with the board of directors in re-
viewing and evaluating the already substantial benefits and services NAAA
provides to determine how those may be enriched to meet the member-
ship’s needs in the 21st century. She also wants to be proactive in long-
term strategic planning with the executive team.
Her other initiatives include increasing avenues of communication among
the remarketing community, expanding the advocacy program to be
the leading, strong voice for the industry, and capitalizing on the digital
transformation auto auctions underwent during the pandemic by applying
those lessons to chart the course for tomorrow.
NAAA Executive Officers
“NAAA has achieved much under Frank’s leadership that leaves as his
legacy a strong foundation on which to build and develop with a focus
(L to R-Front Row): Charlotte Pyle, Board Secretary; Laura Taylor, Chairman of the Board;
on the future,” Heon said. “I’m eager to collaborate with others to find
Julie Picard, President; (L to R-Back Row); Paul Lips, Treasurer; R. Charles Nichols, President- new ways of enhancing NAAA’s ongoing mission to protect the interests of
Elect; Garrison Hudkins, Vice President; Frank Hackett, Consultant, and Mike Browning, our members and promote the progress of our industry. That, of course,
Executive Vice President. has been our duty since the beginning in 1948, but how we fulfill it must
evolve, adjust, and adapt to address the challenges of an ever-changing
Following a rigorous six-month selection process guided by executive search business landscape.”
firm Spencer Stuart, the National Auto Auction Association Board of Directors She added that her past decade working for the association has been
appointed Tricia Heon as the organization’s next Chief Executive Officer. rewarding and looks forward to serving as its chief executive.
Heon, formerly NAAA’s Chief Operations Officer, took the wheel in July, “I’m extremely proud of the team at NAAA,” Heon said. “They’re a small
succeeding Frank Hackett on his retirement after 17 years in the position. band of dedicated individuals who do the work of staff twice its size to
He will continue to serve as a consultant during the leadership transition. provide the membership daily with the best service possible. I know that
Heon is the first woman to head the 73-year-old association, which represents with their support, we can take what we do for our members and the
more than 340 auction members and 130 associate members who comprise industry to the next level. And it will be an honor to lead such a team.”
the leading remarketers of used vehicles and related auction services
in the world. Tricia Heon
“This marks a milestone for NAAA and for the growing number of women Chief Executive Officer
who have chosen to build careers in our traditionally male industry,” said National Auto Auction Association
NAAA Board Chairperson and Past President Laura Taylor. “Tricia has been a
valued part of this organization for ten years. She will bring that experience
and knowledge with a fresh perspective and new ideas to her CEO role.”
Heon joined NAAA in 2011 as the Legislative Director and Operations
Manager and was promoted to Chief Operations Officer in 2019.
During her decade with NAAA, Heon has been responsible for the creation of
its Political Action Committee, the annual Day On The Hill advocacy event
in Washington, D.C., and the monitoring of federal and state regulations.
She has also been instrumental in developing various projects, such as the
study to address the auto technician shortage and reports on the future of
the industry, as well as planning meetings, programs, and the convention.
Before coming to NAAA, Heon worked as a local government budget analyst
and as a consultant projecting the impact of the federal budget on various
entities. She holds a B.A. in Economics and Political Science from The Uni-
versity of Albany and earned a Masters in Public Administration at Syracuse
University’s Maxwell School of Citizenship and Public Affairs.
“We’re thrilled and could not be happier with the choice,” said NAAA
President Julie Picard. “Tricia’s strong organizational and communication
skills, along with her outstanding professionalism, industry awareness, and
dedication, have demonstrated she is up to that task.”
www.naaa.com SEPTEMBER 2021 | NAAA ON THE BLOCK | 11SAFETY FIRST
Safety: Preparing for the Unexpected By Grace Huang, Manheim President
Manheim has a long and dedicated track record of making it a priority That same year, Manheim was
to try to ensure the safety of its employees, clients and guests, both in severely impacted by a different
the lanes and on the lots. And yet, the unprecedented events of 2020 – a type of disaster. In the overnight
global pandemic, social and political unrest, devastating wildfires, and a hours of March 3, a powerful
hurricane season for the record books – were a wake-up call that safety F3 tornado with 175-mph winds
concerns can happen in both expected and unanticipated ways. ripped through Middle Tennessee,
causing death and destruction.
At Manheim, safety is a core value and at the heart of everything we do. Our Nashville location took a
It is a commitment that served us well last year. direct hit, suffering extensive
In March, when COVID-19 hit, our ongoing technology investments damage that General Manager
paid dividends, allowing Manheim to pivot to all-digital sales nearly Sam Chaple described as a “punch
overnight. From that moment, every decision we made was in support in the gut.” Manheim was able to punch back and recover six months
of the health and safety of our clients, team members and the com- later by grit, determination and execution of our Business Continuity
munities we serve. By late November 2020, we were able to safely Plan. It includes procedures to protect the safety of our team members,
phase in a return to live, in-lane physical auctions, due in large part clients, and locations before, during and after severe weather, and
to our employees and clients abiding by our safety protocols. is supported by information and relief resources available from our
parent company Cox Enterprises.
Tips to create a safety culture that’s prepared for the unexpected
June is National Safety Month, an occasion to promote the importance of Implementing transparent employee engagement
TIP
workplace safety and the need for continual improvement. Our program programs to report near misses, injuries and
focuses on enhancements of best practices, training, and resources to property damage.
protect our company’s most valuable resources: our clients and our people.
It’s a bold initiative that empowers Manheim’s roughly 12,000 team members Providing positive employee reinforcement through
TIP
to take an active role in their own safety and the safety of those around recognition and reward programs to encourage
them, and to address safety concerns or conditions on the spot. continued engagement.
Fundamental elements of our safety culture offer practical ideas that Actively working with the NAAA Safety Committee to
can help others in our industry and beyond create a lasting safety
TIP share our safety processes, collaborate on various safety
culture that is prepared for any challenges. They include: initiatives such as training and workplace violence, and
participating in the planning and presentation of
Establishing an Environmental Health and Safety group industry safety events.
TIP or safety committee to draw on employee expertise, share
risk mitigation best practices across locations, and support One of Manheim’s most successful safety initiatives is “Near Miss,”
team member safety engagement. which engages all employees in addressing safety issues before they
occur. The program has produced a cultural shift when it comes to
Implementing a safety assessment process focused on workplace safety at Manheim, resulting in increased reporting of
TIP continuous improvement and building a safety-minded near-miss occurrences, as well as taking action to prevent future
culture. incidents. Another core element is “Take 2 for Safety,” a practice that
starts each day with a safety reminder at Manheim’s field locations
Having a business continuity plan in place for severe and corporate sites nationwide.
TIP weather, such as tornadoes, winter storms and hurricanes,
to prepare teams and operations for natural disasters. The National Auto Auction Association (NAAA) also offers a wealth of
resources to support a safe workplace. Topics range from training and
Requiring all relevant team members to complete the certification programs to business continuity planning. To learn more,
TIP NAAA’s Auction Safety Certification and Lane Safety visit www.naaa.com/education_training/training_safety.html.
Training program. The unpredictable events of 2020 were a reminder for all of us about
the importance of having a plan in place for when emergencies and
natural disasters strike unexpectedly.
12 | NAAA ON THE BLOCK SEPTEMBER 2021 www.naaa.comCongratulations Graduating Class 6 Graduation Ceremony Wed., Sept. 29 Ceremony Location: 2021 NAAA Convention www.naaa.com SEPTEMBER 2021 | NAAA ON THE BLOCK | 13
AUCTION NEWS
Laura Mantle-Grunden, Akron Auto Auction
Auctioneer, Wins 2021 IAC Championship
Akron Auto Auction is proud to announce that a fourth auctioneer
featured at AAA has taken first place at the International Auctioneers
Championship (IAC). Laura Mantle-Grunden, auctioneer from Columbus,
Ohio, was declared 2021 IAC champion in July at the 72nd National
Auctioneers Association Conference held in Minneapolis, Minnesota.
Laura now joins an elite list of current Akron Auto Auction staff members who
have won the International Auctioneers Championship, including Peter
Gehres (2015), Andy White (2013), and Joseph Mast (2011).
Laura brought her IAC first-place trophy along with her to Akron the first
Tuesday sale after NAA’s weekend conference.
Before the sale began, Chad Bailey, President of Akron Auto Auction, invited
all dealers and staff to gather around in the auction arena to take part
in congratulating Laura on her tremendous accomplishment. After a
lengthy round of applause, Bailey then passed the gavel and microphone
over to Laura and invited her to kick off the sale.
“I’m thankful to be a part of such an amazing team at Akron Auto Auction
(L to R): Chad Bailey, President, Akron Auto Auction, Laura Mantle-Grunden and every Tuesday.” Mantle-Grunden said. “It’s such a wonderful feeling to
Peter Gehres, 2015 IAC winner. have auction customers, clients, sellers, and staff members all celebrate
with you.”
Mid Kansas Auto Auction Hosts First Big Annual Event
Mid Kansas Auto Auction (MKSAA) hosted
its second-largest event of the year next to
its anniversary sale at its facility on July 20
and 21. The five-hour-long event offered
nearly 900 vehicles, and over 50% were sold.
The average selling price was approximately
$15,000 per unit, reaching record numbers
of online and in-lane buyers, consigned and
sold cars, and online bids and purchases for
the auction.
A variety of delicious food trucks, drinks, live
entertainment, familiar dealer faces, and per-
fect July Kansas weather made the day. Mark
Ottley, Co-Owner/President of Mid Kansas
Auto Auction, commented, “For being the
first year of this event, it was a huge success.
Everyone had a good time that night, and we
were prepared to hit the ground running the
next morning at our biggest sale yet!”
(L to R): Michele Noblitt, Senior
“Our staff exceeded the goal and crushed Executive, Mid Kansas Auto
expectations,” commented Trevor Ottley, Auction; Mark Ottley, Auction
Co-owner/General Manager. “Those critical Owner; Rob Philpot, Senior
relationships we have been working so hard Account Manager, SmartAuction;
to establish are beginning to come together, Tom Stewart, President of
and we couldn’t be more proud of what we Auction Management Solutions;
have to show here at MKSAA.” and Kevin Valimont, Director
of Remarketing Services,
SmartAuction
14 | NAAA ON THE BLOCK SEPTEMBER 2021 www.naaa.comAUCTION NEWS
State Line Auto Auction Celebrates Rail Pilot Program of GM Financial Vehicles
After many years of work and planning, State
Line Auto Auction’s Vehicle Transload Facil-
ity loaded and shipped automobiles from its
on-site rail siding. This rail project was started
in 2009 with assistance from New York State
Department of Transportation, Tioga County’s
Industrial Development Agency, and Erdman
Anthony, Consulting Engineer.
This event marked a collaborative pilot project
between General Motors Financial, Gold Star
Resources, Norfolk Southern, State Line Auto
Auction, and Waverly Trade Center. The expe-
rience and data gained from this pilot project
will hopefully result in regular shipments
from SLAA’s Vehicle Distribution Center via rail
throughout the continental United States.
45 GM Financial motor vehicles from State
Line’s GMF Distribution Center were loaded (L to R): Marte Sauerbrey, Tioga County Legislative Chairwoman; LeeAnn Tinney, Tioga County Director of Economic
onto auto transport railcars and moved via rail Development and Planning; Dennis Elias, Erdman Anthony, Project Engineer; Paul Barber, SLAA Owner; Emily Barber, SLAA
from Waverly to the Norfolk Southern Voltz Owner; Beth Barber Fedorchak, SLAA Owner; Anmol Shah, Norfolk Southern, Assistant Account Mgr.- Automotive; Rob
Vehicle Mixing Center in Kansas City. Their ul- Jones, Norfolk Southern, Director, Automotive, and Jeff Grandstaff, Gold Star Resources, President.
timate destination was the ADESA Auto Auction
in Kansas City.
have been involved from the beginning of rail “This could not have been done without the
State Line Auto Auction was proud to celebrate development. They helped to complete tasks support of county officials, DOT personnel, our
its 40th Anniversary on Friday, June 18. The rail such as site work and heavy construction. It is project engineer Dennis Elias, Norfolk Southern
pilot program event the following week coincid- very fulfilling to see this through completion. personnel and their automotive representative
ed with this special commemoration. Anmol Shah, and our railroad consultant Jeff
State Line Partner and Owner Paul Barber com- “We are hoping to be able to leverage our geo- Grandstaff of Gold Star Resources.
mented, “We are extremely proud of this proj- graphic advantage to additional new customers
ect. Foremost, I would like to commend all of who need long-distance transportation services. “We are also very thankful for our longstanding
our employees who were so helpful and gained This rail service embellishes our auction and relationship with GM Financial as they worked
a great deal of knowledge in this new-to-us distribution capabilities. Clients requiring com- with us to design and execute this pilot program.”
business realm of railroads. We had individuals plete transportation service in the northeast can
who loaded vehicles at this inaugural event that count on State Line to provide it.
America’s Auto Auction Hires 15-Year Veteran to Head National Accounts
America’s Auto Auction has announced that Christina support to America’s Auto Auction on a national level
Potts has been named the company’s National Client and a great asset to our 23 auction locations.”
Accounts Manager. A native Texan with 15 years
Potts began her career in the industry as a transpor-
devoted to the auction industry, she brings a strong
tation coordinator before signing on with America’s
background in operations, fleet/lease management,
Houston to head its transportation department and
and client relationships.
serve as fleet/lease admin manager. Following another
“We are so fortunate to welcome Christina Potts back two years as fleet/lease manager and commercial
to America’s Auto Auction,” said Tammy Swofford, accounts manager in the Houston area, she returns
America’s National Sales Director. to America’s.
Christina Potts Potts was part of the inaugural team at America’s Auto “America’s Auto Auction is a great company, a great
National Client Accounts Auction Houston when the facility opened in 2015. She work family, and I feel like I’m coming home,” said
Manager worked at that location for four years as both transpor- Potts. “I’d missed the level of customer service that is
tation and fleet/lease manager. such an integral part of America’s operations. As long
as I’ve been in the industry, I’ve focused on maintain-
“Christina is sure to be a strong addition to our manage- ing strong connections with customers. I’m proud to
ment team, particularly in this unique and challenging be part of a company that is not only successful and
time in our industry,” said Swofford. “She’ll be a great growing but is centered on people and relationships.”
www.naaa.com SEPTEMBER 2021 | NAAA ON THE BLOCK | 15AUCTION NEWS
Manheim Expands Its Nationwide Local Auction Network, Establishes Presence in
Northwest Ohio with the Addition of Manheim Montpelier
Finding used vehicles can be challenging for “We are excited to offer another local, conve- addition to delivering a targeted buyer
dealers today with the industry’s tight wholesale nient option for dealers to source inventory,” base, these sales also enable consignors to
inventory supply. In a move to offer clients in said Randy Beil, Manheim regional vice reduce transportation and travel costs.
northwest Ohio another way to find vehicles, president. “Our goal is to provide choices for
All options include an auctioneer and support
Manheim recently expanded its Local Auction them to do business. Whether it’s kicking the
staff, along with the Manheim services that
Network to include Manheim Montpelier. The tires in person at our newest location or doing
dealers rely on, such as Simulcast, financing,
new location (previously Montpelier Auto Auc- business digitally, we want to meet our clients
condition reports and assurance solutions. Due
tion) held its grand opening sale on July 13 and where they are.”
to the ongoing coronavirus pandemic, all sales
sold more than half of the 109 vehicles offered.
Manheim’s local auctions are offered to clients require clients and employees to wear face cov-
“I’ve been in the car business for over 50 years
in three ways: erings unless they are fully vaccinated, provided
and need a community sale, as I buy and sell
state and local mandates permit.
for many different dealers,” said Bob Bolenbaugh, • 21 locally-branded facilities nationwide
a local wholesaler. “I’m excited about the new via Digital Block™ sales. These sales can In addition to providing the technology and
sale and team at Manheim Montpelier. Even start with one anchor partner and expand expertise to host an auction anywhere, anytime,
when cars are hard to find, we always need more.” to multiple consignors. Manheim uses targeted marketing to deliver an
• Dedicated trailer or bus units outfitted to average of 1.25 online and in-person buyers per
The new site represents the first-ever physical
conduct sales both in person and via car run in each sale.
presence for Manheim and clients in the region.
With four auction lanes, sales will take place Simulcast. “The grand opening sale was wonderful, and
bi-weekly on Tuesdays at 10:00 am and feature • Event sales that can be held at different I’m excited to have such an exciting place to
multiple sellers. Currently, Manheim conducts venues based on consignor preference. Sellers do business,” said Kevin Dick, owner of Kevin’s
49 local auction sales each month, including provide the vehicles and location, with the Motor Sales in Montpelier. “Wishing the best to
31 recurring and 18 event sales. ideal local auction candidate having at all, let’s go Montpelier.”
least 100 vehicles for sale each month. In
John Williams Joins State Line Auto Auction’s Twenty Year Club
John Williams started in the body shop at State “For instance, John was part of the crew that
Line Auto Auction (SLAA) in 2001. His 20th work created our award-winning pedal truck in 2014.
anniversary was June 28. During his career, John His handiwork has also been featured in our
has been a stalwart by exhibiting his versatility annual State Line calendar.”
regarding various tasks and procedures.
“John is yet another member of our body and
SLAA President Jeff Barber said, “Our body shop paint shop that has joined the Twenty Year Club.
is renowned for its high-quality workmanship. Our family is very grateful for the many dedicat-
John is very valuable in that he can repair and ed employees that we have at State Line.”
refinish any project that comes along.
(L to R): Beth Barber Fedorchak, SLAA Owner; Jeff Barber, A ceremony took place before the sale on Friday,
Our shop is comprised of a very responsible, SLAA President and Owner; John Williams; Paul Barber, July 2. John received his 20-year solid brass
mature group of technicians, and John has SLAA Owner; and Emily Barber, SLAA Owner. ship’s clock. This is a tradition for each employee
been a big part of our success. It is always a to reach this important milestone at SLAA. “Our
pleasure to walk through the body shop and family congratulates John on reaching his 20th
admire their expertise.” anniversary at SLAA.”
16 | NAAA ON THE BLOCK SEPTEMBER 2021 www.naaa.comAUCTION NEWS
Commentary: Inventory Isn’t the Only Challenge
in Automotive Right Now
By Joe Kichler, Vice President, Manheim Logistics
the trends and solving the issues facing dealers the recipe for logistics challenges keeps getting
and transporters today. more complicated.
One of the biggest challenges with vehicle logistics In 2021, we’ve seen the average distance of
right now is the smaller supply of carriers. Unlike vehicle moves by dealers double, going from 225
We find ourselves right in the middle of one of in the freight space, where large transportation miles in Q1 2020 to 455 miles on average in Q1
the most unusual automotive markets any of us companies account for much of the business, 2021 and hitting 500 average miles in Q2 2021.
can remember. Inventory shortages on the new vehicle logistics companies are typically smaller And a lot of the moves are smaller loads, with
and used car sides, along with the correspond- “mom-and-pop shops” with less than five one or two vehicles per order, challenging carriers
ing price increases, have been dominating vehicle carriers. Low volumes in the early part to build full loads and efficient routes. So that
the headlines. However, there’s one area that’s of the pandemic drove many of these shops out means that the cost of transporting vehicles is
been deeply affected by COVID-19 that hasn’t of business, and most of those haven’t returned. higher, and the time it takes for vehicles to get to
gotten a lot of ink: the cost and time it takes to While many of the larger transportation com- their intended locations is lengthening.
transport vehicles. panies are attracting more drivers with higher
Top all of this off with higher diesel prices, which
wages, most of that talent is going to freight
Finished vehicle logistics is an integral part have increased more than 35% in the last year,
shipping/consumer goods since the driver’s
of the automotive ecosystem. In this case, and you can see why inventory shortages aren’t
job is easier when delivering packages instead
finished vehicle logistics refers to getting the only challenges in automotive right now.
of vehicles.
new vehicles from manufacturers to dealer
lots, as well as moving used vehicles between All of this is happening when volumes are sup-
Another major challenge is that the cost of
dealerships and wholesale auction locations, pressed because of the larger factors in the market,
transporting vehicles has noticeably increased.
touching nearly two-thirds of all wholesale which is why Manheim Logistics is working hard to
This is due to the limited carrier supply and
transactions. At Cox Automotive, our Manheim solve for them through digitizing the vehicle logis-
higher (though still lower than average) volumes
Logistics team touches approximately 10 million tics process in partnership with DHL. We’re building
of vehicles that need to be transported right now.
used vehicle moves each year between our technology that can help transporters build fuller
Add in the fact that short supply in the used car
Ready Logistics and Central Dispatch brands. loads and better routes, so they can move more
market is driving dealers to buy vehicles from
And because of this, we’re deep into analyzing cars, more cost-effectively – and help keep dealer
farther away via digital wholesale channels, and
and auction lots stocked to meet demand.
Manheim Express Users Create Over One Million 3D Vehicle Images with Fyusion Technology
Fyusion, which enables the creation of high “3D images from Fyusion have been a critical part pictures from any angle and zoom in to see that
resolution, optimized 3D images with deep AI of the success of Manheim Express,” said Zach our vehicles are truly front-line cars.”
understanding, today announced it has surpassed Hallowell, senior vice president of Manheim Digital.
one million 3D car images created for Manheim “Armed with a 3D, high-res walkaround, along with With over 150 patents, Fyusion is a global leader in
Express, a digital app for auto dealers to buy a full condition report for each vehicle, buyers can AI-driven 3D imaging. The company’s technology
and sell wholesale inventory on demand. Sales make well-informed decisions for their businesses enables 3D images to be captured from common
through Manheim Express have grown signifi- in just a few clicks. This has enabled Manheim smartphones without any special training. The
cantly over the last year, increasing approximately Express to remain a vibrant, always-on digital mar- image capture is then run through Fyusion’s
230% from 2020-2021. ketplace that helped our industry thrive throughout AI engine, ALIS, which can do everything from
the recent market swings.” smoothing out shaky camera work to creating
Launched in 2018, Manheim Express helps dealers seamless moveable images and 360s.
remarket trade-ins and aged inventory without In fact, Sam Samarghandi, Buyer at Nexcar in Houston,
the car having to leave the dealer lot. Dealers can Texas, is a big fan of how Manheim Express gives him “Surpassing one million 3D car images created by
choose to capture the vehicle themselves using the an extra boost of confidence in his digital purchases, Manheim Express customers is a huge achieve-
app, or have the vehicle imaging and condition as well as how it enables him to showcase inventory ment both for Fyusion and for the entire team
report created by a trained Manheim Express his dealership sells through the app. at Manheim Digital,” said Radu Rusu, CEO and
Concierge specialist using the same Fyusion- cofounder of Fyusion. “It is a testament not only to
“When I buy a car from Manheim Express, the 360 the engineering behind Fyusion’s products, but also
powered technology.
images and descriptions give me a good idea of the to their scalability for the world’s largest automotive
Buyers on Manheim Express enjoy an interactive, overall condition of the vehicle. I really like how the applications.”
lifelike 3D image of each vehicle, with rich detail 360s let me zoom in and look at any damages up
provided by audio and visual tags. These images close. We truly get the whole picture of the vehicle’s Fyusion has worked with Manheim, a Cox Automo-
are created in a matter of minutes through a simple condition. And the same is true when we’re selling tive subsidiary, and other Cox Automotive compa-
vehicle walkaround using common smartphones. through the app. Other dealers can look at our nies for over four years. In January 2021, Fyusion
announced its acquisition by Cox Automotive.
www.naaa.com SEPTEMBER 2021 | NAAA ON THE BLOCK | 17MEMBER MESSAGE
I LOVE THIS BUSINESS
To my core, since I started I don’t know about you, but the thought of
checking in cars in Febru- switching industries never really crosses my
ary, in Chicago, – repeat, mind. Most of us in remarketing have been in it
in February, in Chicago–I for a long time. Most of us started early, and I bet
have loved this business. most of us love this business.
This was 23 years ago. I
We are all hiring. Everyone is hiring. How do we,
had a buddy, his name
as employers, attract and retain the best talent
By Dan Diedrich was Jimmy, and he intro-
out there? Personally, I think it starts with a love
CEO, Auction Edge, Inc. duced me to Buzz Cotton,
for our business. It continues with a love for our
and Buzz hired me that
people and a commitment to helping them go
week “to do some computer stuff.” Apparently,
from washing cars or filling out titles to wherever
computer stuff meant scraping ice off of cars
they want to go, professionally and otherwise. So
and talking on a headset reading VIN numbers
as we look to attract people to our business, we
to someone in a nice warm office. But Buzzy, to
need to show them why we love it and why they
whom I still look up, said that computer stuff
will love it.
didn’t mean anything if I didn’t understand the
work being done. Wise man, that Buzzy. I still pop into Chicagoland Independent Auto
Auction from time to time. It was Dyer before
If you are reading this, odds are you love this
Jason Cotton took over this year. Sorry Jason,
business too, and you should. So what is the
but it will always be Dyer to me. There are
point, Diedrich? I’m getting there.
new faces there, but mostly it is
95% of workers said they were still faces that I know and have
known for literally decades. These
thinking of quitting their jobs, are faces that love our business,
according to a recent Monster.com
faces that love our customers. If 92% of workers might
survey. 92% said they would
In my 23 years, I have been bless-
ed to work with, and for, some
leave their industry, I
consider switching industries incredible people, virtually all of
whom are still doing what they
know of one industry that
altogether. love, remarketing cars. they will love. Do you?
Pleased to Exhibit Submitted By Auction Streaming
Auction Streaming, a subsidiary of Webxloo LLC, will exhibit at the 2021 NAAA Convention –
The Reconnection Event.
Looking to the future of automotive wholesaling and responding to changing customer needs, Auction
Streaming is geared up to celebrate the 2021 NAAA Reconnection Event, September 28-30.
“Over the past 18 months, we have recognized the strength and resilience of our industry and its
people. At Auction Streaming, we’re excited to participate and exhibit at such a major industry gath-
ering, especially with it returning as the long-awaited in-person event. We will continue investing in
auction management software delivering a smoother experience for our clients and their clients,”
said Auction Streaming founder and chief executive officer David Vahman.
“2021 NAAA Convention – The Reconnection Event is a great opportunity to evaluate the commitment
our team members make every day to each other, our clients, our marketplace, and our industry,” said October 15, 2021 - 8am CT
Joe Kramer, senior vice president of Auction Streaming.
at Manheim Dallas
“We are pleased to exhibit at the 2021 NAAA Convention – The Reconnection Event to meet fellow
industry innovators and together improve the auction experience for many auto dealers, embrace a
new wave of digital transformation to buy and sell cars and appreciate the immense value that auto More information: Paul C. Behr
auctions provide,” Vahman continued.
303-807-1108 or
www.autochampionship.com
18 | NAAA ON THE BLOCK SEPTEMBER 2021 www.naaa.comYou can also read
