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THE OFFICIAL MAGAZINE OF THE NATIONAL AUTO ASSOCIATION AUCTION AUTO NATIONAL THE OF MAGAZINE OFFICIAL THE

MILITARY MISSIONS IN ACTION RECEIVES PROCEEDS RECEIVES ACTION IN MISSIONS MILITARY

42K for sells Runner Road ‘69

$ MAY 2021 MAY 2 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com IN THIS ISSUE ON THE BLOCK MAGAZINE VOL. 8 NO. 3

Departments

President’s Message President Picard welcomes all to start anew at the NAAA Reconnection Event in Chicago. THE OFFICIAL MAGAZINE OF THE 04 NATIONAL AUTO AUCTION ASSOCIATION

Cover Story Dealership remodeling contest raises $43K at the Greenboro Auto Auction 06 Palace for a worthy cause.

Employee Profile Faces Behind the Block featuring ADESA San Antonio’s General Manager. 08 read us online www.naaa.com • www.niada.com Member Notes Click on ads to link directly to their websites. Auction Edge, Sr. Account Manager reflects on his auction roots. 09 previous issues Associate Member Spotlight Beginning to end technology with RunBuggy gets the job done. 10 Xcira flagship simulcast program expands into fine arts and livestock.

Auction Community Two provide their facilities for community mass March 2021 January 2021 11 vaccination centers. Dealers Auction Xchange fosters care and donations to foster families. Akron Auto Auction hosts an Olympic-style staff competition to raise funds and awareness for Multiple Sclerosis. Louisiana’s 1st Choice Auto Auction answers the call to give back.

Committee Focus November 2020 September 2020 Connecting, building relationships and listening is a component for success On the Block Wants To Hear From You. 17 according to Education and Training Committee member Toni Williams. Tell Us What You Think! On the Block encourages its readers to send comments, opinions and suggestions about Auction News the publication. The Xtreme Spring Sale is back at Manheim Pennsylvania. Letters can be emailed to [email protected]. One year later after a tornado, Manheim Nashville shares its comeback. Include your full name, address and phone 17 number. We may be unable to publish some Manheim announces promotions of General and Auction Managers. submissions and may edit submissions for length Nearly $100 Million in 2021 investments are made at Manheim. 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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www.naaa.com MAY 2021 | NAAA ON THE BLOCK | 3 PRESIDENT’S MESSAGE Getting Back to Getting Together

As someone who loves the great outdoors, I’m always happy when spring arrives to get into the open air, filled with the freshness of blooming flowers, budding trees, and growing grass. And this year, I’m sure we all share the desire to emerge from our COVID caves to (safely, of course) enjoy the season’s renewal and reconnecting with life. Beginning with this May issue of On The Block, you’ll notice several new features that will introduce you to some of the National Auto Auction Association’s members. Through these regular columns, you’ll meet those who work in various jobs behind the block in an auc- tion employee profile, learn about the volunteers who serve on NAAA’s various committees and discover some of the businesses that comprise our many associate members. I believe making these connections is important, especially during the pandemic era’s social distancing. Because more than anything else, our industry is built on — and still depends on — relationships. Whether yesterday, today, or tomorrow, building strong bonds with our colleagues, clients, employees, and vendors is the constant in changing times that allows us to continue to progress and succeed. After nearly 30 years in this business, I still love it because of the people who are part of it. It’s why I enthusiastically took on my new role with Cox Automotive to strengthen our Julie Picard industry partnerships. It’s why I feel strongly about finding ways to retain and cultivate NAAA President the personal connections among NAAA members, even if it means as president conducting virtual auction visits. And that’s why I’m excited to announce that NAAA will return to host an annual gathering this fall in the Windy City! The NAAA Reconnection Event will be held September 28-30 at the Chicago Hilton. Pro Football Hall of Famer, ABC Dancing with the Stars winner, bestselling author, entrepreneur, and philanthropist Emmitt Smith will give the keynote speech. In addition to conducting the business of the association, this occasion will have plenty of time for socializing and networking to renew and re-engage with industry leaders, experts, peers, and friends. We feel returning to an annual gathering is essential to maintaining the continuity of our ritual of coming together for 73 years and restoring some normality in this time of disruption and disorder in daily life. So mark your calendars and stay tuned for more details. I look forward to this time when we can get out from behind our screens and get back to getting together in person!

4 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com

COVER STORY When the pandemic slowed the pace of work in his dealerships, John Hiester filled his Time to Remodel mechanics’ hours with a competition to fix up 14 classic cars for a .

The team members from John Hiester Dodge Jeep Ram of Sanford who produced the winning 1969 Road Runner take a moment to pose for a photo. From left to right: Harold Holt, technician; Leroy Soule, technician and shop foreman; Gibb Lum, service manager; and John Hiester, owner of Hiester Automotive Group.

The four North Carolina car dealerships of Hiester Automotive Group Hiester realized the challenge was to find something that would not just occupy always bustled with business, keeping the service technicians hustling their time but that would be an interesting project where they could employ from when the doors opened to closing time. Then came COVID-19. their professional skills and take pride in the product. His solution? An old vehicle remodeling contest and charity auction with the dealerships competing As the pandemic grew without relief in sight, impacting the nation’s against each other to raise money for nonprofit organizations. economy and slowing the dealerships’ usual fast-paced workload to a crawl, the mechanics came to owner John Hiester concerned about the “I knew all the mechanics loved classic cars but they never had time to potential loss of hours or even jobs. He listened and told them he’d find work on them because they’re always busy with our customers,” Hiester more work for them. (Continued on page 7)

The 1969 Plymouth Road Runner, which won the online Fan Vote for the Count’s Kulture and Hiester Automotive Restoration Challenge, sold for $42,000. That money was donated by the Hiester Cares Foundation directly to Military Missions in Action, the non-profit chosen by the winning team.

6 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com COVER STORY says. “I thought this would be a great way to provide some work while having fun doing it and doing something good for the community.” So he purchased 14 road-worn, weather-beat- en sets of wheels to divide among the deal- ership teams — a 1975 Chevrolet Camaro, 1972 , 1974 Dodge Dart Swinger, 1969 Plymouth Road Runner, 1976 Cadillac Eldorado , 1978 Jeep J10 Golden Eagle, 1978 Jeep CJ5, 1965 Chevrolet C10, 1972 Chevrolet Monte Carlo, 1972 Chevrolet C10, 1984 Chevrolet K10 4x4, 1970 Dodge D100 pickup, 1988 , and 1991 Chevrolet K1500.

And from there the automotive group’s intramural match began to snowball. Hearing about the friendly competition’s charity goal, Ally Financial volunteered to help promote it by asking YouTuber Danny Koker, host of the History (L to R): Gibb Lum, Service Manager, Hiester CDJR of Sanford, John Hiester, President & CEO of Hiester Automotive Group, Harold Holt, service technician, First Motor Cars in Texas representative who bought the winning vehicle, Leroy Soule, service technician and shop foreman, Russ Williams, Channel’s popular Counting Cars show, to enlist Senior Account Director, Ally , Mike Dorman, President of Military Missions in Action, Tina Dorman, wife of Mike Dorman, Jeff Jenkins, Executive his support. He agreed to post regular videos Director, Ally Bank, and Matt Arnold, Senior Vice President of Southeast Region, Ally Bank. following the project’s progress and highlighting each of the finished vehicles. His audience of gearheads and auto aficionados narrowed down the field over the weeks to the top $ seven vehicles before casting a final vote to name the winner. ’69 Road Runner sells for 42,000 to First Motor Cars in Texas. The team of Leroy Soule and Harold Holt from the group’s smallest dealership, Hiester Chrysler Dodge, Jeep, Ram in Sanford, NC, earned the honor of the best remodel job with their work restoring the 1969 Plymouth John Hiester added the $1,000 prize he won as one of the day’s five draw- Road Runner. Now it was time to find out what it would bring on the block ing winners to the charitable proceeds, for a total donation of $43,000 to for the team’s charity of choice — Military Missions in Action, a nonprofit Military Missions in Action. dedicated to assisting veterans with disabilities, members of the U.S. Armed “We always like to help charities and help out in the community any way Forces, and their families. we can, so we appreciate the opportunity to be involved in this project,” To handle the sale of the winner, along with its 13 competitors, North says Greensboro Auto Auction General Manager Jerry Barker. “It was one Carolina neighbor Greensboro Auto Auction immediately came to mind, of our best sales yet with 94 percent sold. John was good at getting every- according to Brandon Wright, Hiester’s executive assistant. “They’re thing together; it was a pleasure working with him. It was a fun day.” well-respected in the industry and the community,” he explains. “And Wright says watching the hard work of all the mechanics pay off at the auction with their renowned classic car auction subsidiary GAA, they were the was rewarding. Still, perhaps the best part was seeing those from the Military perfect addition to the project.” Missions in Action “get emotional from the joy of receiving the donations. That’s Sale day took place on Saturday, Feb. 27, as part of GAA’s three-day vin- what the whole project had been about, providing worthwhile work for our staff tage vehicle events held several times a year. The 14 Hiester cars joined that makes a difference in the community.” more than 650 others on the block.

John Hiester, President and CEO, Hiester Automotive Group, checks out the vehicles on display one final time before heading to the auction block at the GAA Classic Cars Auction in Greensboro, NC. www.naaa.com MAY 2021 | NAAA ON THE BLOCK | 7 EMPLOYEE PROFILE

FACESBEHIND THE BLOCK

MEET Clifton Sprenger, General Manager of ADESA San Antonio

People are every auto auction’s greatest asset, with NAAA member operations averaging a staff of 137 employees in a variety of positions ranging from service technicians, vehicle inspectors, and condition report writers, to title clerks, lot managers, detailers, and drivers.

How did you find out about the What part of your work do you auto auction industry? enjoy most? I worked for an upscale sporting club in high I’d say there are two things I enjoy the most: Do you have someone who school back in the ‘80s and met a member, Charlie our customers and employees. Massey, who was in commercial real estate and encouraged you in this career I also worked with him on many other projects. We have deep-rooted relationships with our and who continues to be an We hit it off. A few years later, I was out of high customers; some big dealer groups here have school, and the real estate market bottomed out been with us from 15 to 25-plus years. The inspiration? in 1990. Out of the blue, he called and said, “I’m competition envies us because they would love to have some of the accounts we have. I’ve had several mentors from a young age to now. starting a car auction, and I want you to come Charlie Massey got me in the auction business. and work for me.” So that’s what I did. I left after We’ve had them for a long time, and it was a testament when COVID hit, and we went to Jack Smith owned a body shop when I was in high two years because I didn’t think we’d make it. It school, and he gave me an opportunity when I was a very small operation. digital-only sales via ADESA Simulcast that, fortunately for us, the vast majority — both was young. I would prep cars for the painters the So I opened a small car lot and detail and me- dealers and commercial consigners alike — next day. Both Jack and Charlie were like father chanic shop here in San Antonio. Meanwhile, trusted us and stuck with us as we pivoted and figures to me, and they pushed me. Charlie and his auction team finally got some actively re-invented our industry. And now our Sam D’Amato and I started at the auction big accounts and started to build the new facil- customers are the ones leading the pack along around the same time and worked together for ity, which is where we are now. Mutual friends with us. I’m very proud of that and very proud 20 years. He ran the operations, and I did more in the business kept telling me, “Hey, you need of my people. of the sales. We had tremendous trust in each to go back; this is a big deal.” I came back in other and our leadership styles, which gave us 1994, and we opened the new facility Thanks- Due to the way I came up in the business, I’ve trained many of our managers. I like to grow the ability to grow. He has since retired and giving weekend in 1995. They sold the auction remains a close friend. to ADESA in 1996. Once that happened, I got my people. I want to find a person who I can out of sales to take the general sales manager mentor and train similar to how I learned. I My mom was a strong figure for me, too. I’m position, and when the founder left, I became want them to understand the facets of this busi- just one of those people who likes to work hard. the assistant general manager. Then I was the ness and this industry. It’s a straightforward sales manager until becoming the general business if you do the right thing. You never Is there something you would manager in 2015. want to jeopardize your reputation to sell an- other car. I’ve trained them to avoid the pitfalls. never have imagined doing when What was your first auction job? It’s all about the customers and growing our you entered the industry? employees, and taking care of them both. The In the early days, I did everything. There were auction industry is a relationship business. One When I got into the business, everything was only a few employees. We checked in cars, and hundred percent of those with the relationships very manual. We didn’t even have a computer. we washed cars. There was no structure; you did will survive, and that’s one reason ADESA San It was just paper and a pencil. I never envisioned everything, including taking out the trash. I’ve Antonio has not only survived but thrived. where it would go, technology-wise. But I am here pretty much worked in every possible job there is for it and look forward to seeing what’s next as at the auction, outside of being a title clerk. we embrace digital.

(Continued on page 9)

8 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com EMPLOYEE PROFILE

Is there a particular memory that During difficult days and times, made you realize the auto auction what keeps you focused and industry was a perfect fit for you? positive? I have always liked the interaction with people. Someone I looked up to earlier in my career told I’ll never forget my first sale day. We went from me he would walk the property when he was a few people coming in and out to, suddenly, coming apart, and he took me along with him 250 to 300 people showing up for sale day. It one stressful day. Whenever I’m stressed or need was like someone just flipped a switch. a break, I walk our property and check on my people. It’s a tension reliever. Sometimes it’s easy to get caught up in emails and other tasks, but you’ve got to be visible. I get out of my office and visit the shops. That’s what keeps me level. What advice or tips would you give someone new entering the industry? If you do the right thing at the end of the day, work hard, take care of people, and stand up for yourself when you need to, you’ll go far. Just take care of people — your customers and employees alike.

MEMBER NOTES Auction ROOTS I recently had the opportunity to go back to my continued evolution of our industry will still be “auction roots” and participate on-site as an based on live sale day auctions, augmented by auction converted to a new Auction Manage- technology that exposes live events to buyers. ment System. Participation in preparation for Additionally, as volumes of vehicles available Sale Day and conducting a successful sale are for wholesale are lower than ever, displaying still, after all these years, the most exciting vehicles 24/7 with the transactions facilitated parts of my job. It made me feel young again by the auction houses that own the valued and energized, even if my feet are killing me! customer relationships is the next frontier for our industry. As much as our industry is experiencing change, I found that the core experiences at an auction Quality Images, Accurate and Consistent have primarily remained the same. Competitive Condition Reports, and Accurate Vehicle Ron St. Denis bid auctions are the vehicle that our industry Descriptions are the “holy grail” for the buyers, Auction Edge, Inc. Sr. Account Manager has driven through many decades. Customers and technology continues to evolve to improve value the relationships they have with auctions, these processes. Auction operators remain in and the services auctions provide. The auction the best position to serve these up and continue is still the dealers’ preferred partner to get the to create the competitive bid marketplace’s best money for their inventory and source the excitement, online and in-lane 24/7. vehicles they need for . Let’s all find that Sale Day Excitement for our As a technology provider and career-long dealers, with the balance of customer service early adopter of technology, it is clear that the and technology, and make everyday Sale Day!

www.naaa.com MAY 2021 | NAAA ON THE BLOCK | 9 ASSOCIATE MEMBER SPOTLIGHT RunBuggy: Transportation Technology That Delivers traditional paperwork of finding transporters, making payments, coordinating dates, and mapping routes involved in vehicle shipping transactions. “RunBuggy began in 2017 when its three cofounders saw the inefficiency in the transportation industry and recognized they could streamline the entire process from beginning to end with technology,” recounts Ferrara, who was one of the first employees hired by the fledgling firm. “By creating an open transportation marketplace, the goal was to make the logistics faster and easier for anyone to ship any car anywhere any time.” Today, the team at RunBuggy constantly improves the app to make it even more user-friendly. It focuses on helping their wide variety of clients know all the services the technology offers as a one-stop-shop for their needs. “Any car you want to move, we can help,” says Ferrara. “No car is too big, too old or too exotic. We even move inoperable vehicles.” RunBuggy moves thousands of vehicles a month in almost every state. But unlike other logistics and transportation And the company continues to expand its customer base due to companies in the industry, “we don’t own , and we the COVID-19 outbreak. “Because people have stayed at home don’t have transporters on our payroll,” says Chief Marketing more, they’re shopping online for cars, and they need their pur- Officer Jason Ferrara. chases delivered to them,” Ferrara explains. “Also, the pandemic has demonstrated the importance of modern technology to work in a Instead, the Southern California-based business gets the job done social distancing world and made many businesses realize its time for with technology. them to embrace those advancements and upgrade from the old way of Transporters and shippers can connect using RunBuggy’s app that doing things.” can be downloaded for free to their phones. The software digitizes the Xcira Simulcast Celebrates 25 Years Xcira broke onto the auto auction scene twenty-five years ago with its flagship simulcast program, Online Ringman®. Since brick phones and the beginning of the Bill Clinton Era, they have branched out to multiple sectors, including fine art with Christie’s, Construction with RBA, and livestock in countries as far afield as South Africa.

In 1996, Nancy Rabenold, an IBM employee, had a vision for simulcast auctions and online . Pregnant and determined, she left IBM with her eyes set on revolutionizing the auction Automotive auction clerk Michelle Labato tackling a different industry. She attended auctioneer school and kind of horsepower at the Ocala Bloodstock sale. launched Xcira with a baby on her hip and a fax machine in her closet. They have broadened their automotive offering space: bloodstock. The four leading thoroughbred

to include a modern, intuitive auction man- auction houses have now joined the list of those Twenty-five years later, Xcira still pursues agement system, a white-labeled buyer portal using solutions powered by Xcira. relentless optimization, development, and an that lines up alongside the renowned Online unwavering dedication to support. They work The next twenty-five years will likely bring Ringman®. closely with auction houses to tailor solutions numerous other changes and curveballs. Xcira to the fast-paced auction world’s ever-evolving Just as Xcira helped usher Auto Auctions into the intends to continue helping auctions across needs, adding functionalities regularly. digital age in the ’90’s, due to Covid-19 they are all sectors weather the storm of business in the now guiding a new sector into the digital age.

10 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com AUCTION COMMUNITY Auction’s Garages Provide a Shot in the Arm in Fight Against COVID-19

Greater Quad City Auto Auction donates space for community’s mass vaccinations

A mile-long line of cars, trucks, , and SUVs He has known eight people, ranging in age ment has good people working hard, doing chaotically creeping through Greater Quad from 26 to 82, who have died from the disease. whatever they can to protect the community.” City Auto Auction on sale day would indicate One of them was a retired 74-year-old man who something’s wrong in the traditional fast pace worked as a driver at the auction. “He was fine, Janet Hill, chief operating officer of the Rock and organized lanes of making the short trip in great shape. Then one day he got sick, and Island County Health Department, says Ander- across the block. seven days later he was dead,” Anderson recalls. son’s decision to donate space for the weekly mass vaccinations was crucial. The garages But Larry Anderson, owner and general manager So, like many of his fellow National Auto that people can pull their cars into provided of the Milan, Illinois, auction, found the Auction Association members, when asked if he some warmth and protection from the weather slow-motion congestion proof of success — could assist in the vaccination efforts, Anderson while administering the vaccine. as a COVID-19 mass vaccination site for didn’t hesitate to host the mass vaccinations, his community. even though it would cause some disruption to “I don’t think people realize what a burden this his business operations. has been for Larry’s business,” notes Hill. “His “It was nuts, crazy, but I think it was worth it,” crews have to take deliveries all day long and he says about that first day last winter when “The virus has really impacted a lot of lives work around us. I know this effort is impacting more than 1,000 people received their shots from and caused a lot of pain,” says Anderson. “So his business, and we can’t thank him enough the local health department’s drive-through this is a chance to give back, a chance to help. for helping us.” inoculation stations set up in some of Greater I think it means a lot to our employees to know Quad City’s garages. “That gave me hope. This that we’re doing what we can to help. Nobody Anderson says he’s glad to do it. “We’re all go- pandemic has been rough for everyone. All of here resents the disruption. The health depart- ing to have to work together if we want to come our lives have been touched by it in some way.” out on the other end of this pandemic.”

www.naaa.com MAY 2021 | NAAA ON THE BLOCK | 11 AUCTION COMMUNITY

Manheim Statesville Partners with the Iredell County Health Department to Host COVID-19 Drive-Thru Vaccination Clinic

On Sunday, March 14 — nearly one year after Iredell County Health Department Director Jane was able to support the Iredell County Health the first COVID-19 case was reported in North Hinson shared that one of the county’s biggest Department in this important community Carolina’s Iredell County ­— Manheim States- challenges in its fight against COVID-19 was effort. As a result, 1,197 people received the ville hosted a drive-through vaccination clinic not inadequate vaccine supply, but rather find- one-dose Johnson & Johnson vaccine safely for the Iredell County Health Department and ing adequate space to administer the shots. and efficiently. provided 20 Manheim Statesville employees to support the event. As Manheim Statesville’s parking lot can ac- “One of Manheim’s core values is giving back commodate hundreds of vehicles, the company to the communities in which we live and “When the Iredell County Health Department work,” added Savage. “I am so proud of our (ICHD) approached us about hosting this team and the overwhelmingly positive feedback drive-through clinic, we immediately wanted we received from the county and members of to help,” said Manheim Statesville General the community.” Manager Mandy Savage.

12 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com AUCTION COMMUNITY A House- Sized Closet Full of Care Dealers Auction Xchange has helped George Agovino’s vision of turning an abandoned building into a big closet stocked with supplies for foster children become a reality.

Last November, before Thanksgiving, Rachel Nichols spent some time with a good friend in casual conversation. During their chat the friend, a former foster care child, told her about a man in their Florida community who had recently renovated an abandoned property to turn it into a house-sized “closet” that could immediately provide new foster parents with the necessities needed to care for a child — everything from diapers and toys to toiletries and clothing. “After learning about the program, I was all on board to help,” says Nichols, the office manager at Dealers Auction Xchange in Zephyrhills, Fla. “I shared the story with our auction manage- ment, and they were excited to get involved and support it.” From that moment on, the auto auction has partnered with Fostering Change/Foster Closet, organizing fundraisers, collection drives to stock the closet and other events. DAX held a Christmas Parade with Santa on a fire , a Mustang convertible, and various other fun sports cars, all dressed up with lights. People all along the 23-mile route came out to donate gifts during the procession’s four-hour trip. Thanks to the charity’s largest event to date, more than 100 children, including those that entered foster care on Christmas Eve, received multiple brand new toys. “Rachel is a godsend, and car people are awesome,” says George Agovino, the founder of Fostering Change/ Foster Closet and owner of All-in-1 Mobile Garage with business partner Josh Gaulden. “My dad was an auto mechanic; I fix cars now.

“I knew the minute the DAX team walked through my door, they were family. They are true heroes.”

Agovino got the idea to create the closet from professional and personal experience. In his former law enforcement career, includ- ing the FBI, he witnessed the trauma of children being taken from a bad home situation right into foster care, often just with a few items of clothing quickly tossed in a garbage bag. His wife Jennifer, a kinder- garten teacher, was also aware of a large number of foster children in the school district. They also learned firsthand about the need when they began the process of becoming foster parents themselves with fostering classes. The day after they finished their last lesson, and they received a call at 11 a.m. with approval to be foster parents. Twenty minutes later, another call informed them they would be given (Continued on page 14)

www.naaa.com MAY 2021 | NAAA ON THE BLOCK | 13 AUCTION COMMUNITY

…Full of Care (Continued from page 13)

the care of a nine-month-old boy with Cerebral “closet.” After a year of hard work clearing the site Palsy. Not having time to prepare and lacking and renovating the house, Agovino’s concept basic supplies, the Agovinos posted a mes- became a reality. Today, Fostering Change/Fos- sage on their neighborhood’s Facebook page ter Closet serves foster families every day and requesting help. Within hours diapers night. “I’ll get a call at 2 a.m. that a child just and baby clothes began piling up on the arrived at a foster family, and I’ll meet them to front porch. help get them anything they need,” recounts Agovino. “I’m excited that people know there’s “Experiencing that outpouring of support from help here. Our mission is to make sure no child our community made us think about people is left out. We’re ready to provide them with who have the love to give and willingness to what they need from the time they’re born to be foster parents, but not the resources,” the time they go out on their own. We even Agovino explains. “That’s when we decided have prom dresses.” to help those who have the heart, but don’t have funds.” Agovino is embarking on a new mission — He found a property with a small, rundown building a 5,000-square-foot building on the home in the middle of the property as a nonprofit child care center wooded, overgrown lot serving infants to kindergarten youth. DAX that he thought would be has made a donation to launch the new a perfect location for his (Continued on page 15)

Local officers help to keep toys and supplies replenished.

14 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com AUCTION COMMUNITY

…Full of Care (Continued from page 14)

project and is participating in the new “Pathway to Change” fundraiser, where people can buy bricks that will create a path connecting the original foster closet and the new center. “Our dealers share our enthusiasm about this program,” notes Nichols. “They love the foster children, and I know they’ll be ready to pitch in by purchasing bricks for the pathway.” Robbie Boson, DAX vice president of business development and sales, says the auction has gotten to know Agovino and looks forward to being a big part of what he’s doing for the community. “We also hope other auctions hear about George’s work and want to join us by getting involved.”

Scan QR code to help support Fostering Change. Thank you.

www.naaa.com MAY 2021 | NAAA ON THE BLOCK | 15 AUCTION COMMUNITY

Akron Auto Auction Relay Race Raises Funds for MS Treatment

Every April, Akron Auto Auction staff and family To raise money, Akron Auto Auction invited ble for completing at least one leg of the race, look forward to participating in raising aware- its Dealers and staff into the auction bays to including fun challenges like a football toss ness for Multiple Sclerosis, a chronic, often witness the action and place dollar amount through car windows, mini scooter race, basket- disabling, disease of the central nervous system donations on the team they believe will win ball shoot out, and hot dog eating contest. for which there is no cure. the competition. The live-streamed event took place on Wednes- This year, along with their annual MS awareness The team captains included four of the Akron day, April 21, the day following the auction’s cookout, Akron Auto Auction decided to up Auto Auction owners: Chad Bailey, Tricia Short, annual MS charity cookout Sale. One hundred the ante and host an Olympics-style relay race Randy Linsted, and Joel Hamsher. They then percent of proceeds raised from each event between the auction office staff. strategically selected other staff members to join were donated to the Oak Clinic, a nonprofit their team. Each team member was responsi- outpatient facility for Multiple Sclerosis located in Uniontown, OH.

Committed to Giving Back Louisiana’s 1st Choice Auto Auction is striving to do what is best for its staff and community.

Louisiana’s 1st Choice Auto Auction has been honored by Mary Bird Perkins Cancer Center for donating over 140,000 dollars in the last eight years. The Auction is a proud supporter of Mary Bird Perkins Cancer Center. Marketing and Communications Director Rachael Younger says, “I am proud to work for an organization that answers the call to give back. The Auction monetarily supports local organizations, but it encourages employees to get involved as well. I have been able to be a part of several MBP events since joining the 1st Choice Team.” Last summer, the Auction and Mary Bird Perkins Cancer Center partnered to provide employees with free cancer screenings. Twenty-one employees were screened, and 62% of the screening participants had never been screened before. The Auction is proud to announce they have scheduled another screening event for employees this summer.

16 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com COMMITTEE FOCUS The crucial work of the National Auto Auction Association couldn’t be accomplished without those individuals who represent, engage, and serve the membership through various committees. Education and Training Committee Member Toni Williams Although Toni Williams has been involved with She points to the importance of understanding various NAAA committees over the years, she dealers’ needs as an example. “By exploring was still searching for one that would stir in and knowing what dealers need from us, the her a real passion. When Williams heard NAAA auto auction industry can make better decisions President Julie Picard’s plans for forming an on our best practices and in strengthening In addition to the Education and Training Education and Training Committee, the busy those relationships.” Committee, Williams brings that vision and auction manager of Manheim Central Florida passion to her other volunteer roles. She knew that was the place for her. Connecting and building relationships is a critical component for success and that involves listening recently accepted the Boys and Girls Club of “This committee can provide greater awareness to everyone’s opinion, according to Williams. Atlanta’s offer to talk with 10- to 18-year-old of the industry — especially to younger people women about “being your own brand,” that — views into the current issues facing the “One area of focus for me is to ensure the industry their opinions matter and deserve to be heard. industry, and the opportunity to help members is diverse and inclusive, and make it known that “I believe that same message applies to our in- learn new things that sometimes you don’t your voice matters to the industry regardless of dustry,” Williams notes. “Everyone has a voice, have exposure to,” says Williams. “Part of the your background,” she explains. “As an African everyone has a value, and no matter what you group’s mission is to answer questions like: American leader and a female in a dominantly do in the industry, there is a place for you and What are the hot topics? What do we know and male industry, I’m passionate about being a voice we want you involved.” what do we need to learn? How do we engage to help more people get engaged, and in enhanc- new people?” ing the way people do business.”

AUCTION NEWS Manheim Pennsylvania Brings Back Its Annual Xtreme Spring Sale Looking to fulfill its commitment to raise money Foundation. Of the 398 cars offered during this I have ever spent in my 25-year history as CEO of for Make-A-Wish Philadelphia, Delaware and sale, 259 were sold. Make-A-Wish, raising an unbelievable $162,000 to Susquehanna Valley, Manheim Pennsylvania support granting wishes, but it was the sheer joy brought back its annual Xtreme Spring Sale on “Manheim Pennsylvania was thrilled to bring that was evident from everyone associated with March 25 after being cancelled in 2020 due to back sale day excitement for dealers while also building the spectacular car that made this event COVID-19. Dealers who participated in the physi- raising money for Make-A-Wish,” said Vice Presi- so special. In a time when very little of the news is cal and digital sale event had an opportunity to dent and General Manager Joey Hughes. “Our positive, this is truly a celebration of all the good bid on nearly 400 unique vehicles. In addition, a team put their hearts and souls into building the in people, and the folks at Manheim Pennsylvania replica 1965 Shelby Daytona , assembled Shelby Coupe, and I could not be more proud should be considered the perfect example.” in-house by Manheim technicians and body of their commitment to helping this meaning- shop employees, was auctioned off for $154,000 ful organization grant wishes to children with While this year’s Xtreme Spring Sale offered critical illnesses.” in-lane, physical attendance, approximately 90 with proceeds benefitting the Make-A-Wish percent of dealers participated via Simulcast. “I cannot say enough wonderful things about The Xtreme Spring Sale was a one-time sales our great friends at Manheim Pennsylvania,” said event, as Manheim Pennsylvania remains unable Dennis Heron, CEO of Make-A-Wish Philadelphia, to offer ongoing in-lane, physical sales at this Delaware & Susquehanna Valley. “Not only time due to COVID-19. Manheim continues to was this auction the most be guided by CDC guidelines, Cox Automotive’s heart-pounding pandemic data and doing the right thing to keep half hour its team members, clients and communities safe. “Safety remained at the center of this event, and we want to thank our dealers for doing their part to support our safety protocols on this special day,” said Hughes. “Manheim Pennsylvania always delivers the best The assembly of the replica results for buyers and sellers,” said Alan Hillel 1965 Shelby Daytona Coupe took of Alan’s Autos LLC. “This auction is known for approximately 1,000 hours to build. being the ‘Top of the Market,’ and today’s sale continues to prove this to be true,” Hillel added.

www.naaa.com MAY 2021 | NAAA ON THE BLOCK | 17 AUCTION NEWS ONE YEAR AFTER THE TORNADO: Manheim Nashville Comes Back Strong

On March 3, 2020, Manheim Nashville took a Juliet. Thankfully, though, none of our employees vehicle imaging and LED lighting throughout direct hit from a massive, F3 tornado that swept were harmed,” said Sam Chaple, Manheim the shops that not only save on energy, but also through middle Tennessee. The team had secured Nashville general manager. “I’m proud to report improve the technician’s work environment. the facility the night before, expecting severe that one-year after the tornado, Manheim Nashville weather, but nothing as devastating as what has made a successful comeback due to the enor- As devastating as the damage was, the team occurred. Around 1:00 a.m., everything changed. mous outpouring of support by our team members, at Manheim Nashville found a silver lining in clients and the local Nashville community.” having to rebuild: it gave them the opportunity As the sun rose the next morning, the impact to take a step back, analyze what has worked was clear. All seven buildings on the 275-acre lot In the six months following the storm, the team well and what they want to improve, strategize were damaged—one a total loss, four requiring worked quickly—even within COVID-19 restric- and implement new technologies and processes. rebuilds and others that sustained cosmetic tions and the ensuing supply challenges—to Among those, the team was able to reduce the damage. While it was tough to see, the team at rebuild. Manheim Nashville continued to have location’s carbon footprint—not just through Manheim Nashville went right to work, assessing digital-only sales during the spring and summer the energy efficient lighting, but also through the extent of the damage and reaching out to but welcomed dealers back into the lanes for adjusting the operational flow to reduce the team members to make sure they were okay. Digital Block™ sales, with COVID safety proto- number of vehicle moves. Two and a half days later, all team members had cols in place, on September 14 of that year. been accounted for. After the $14 million rebuild, Manheim Nashville And now, little more than a year after the now has a bigger body shop, complete with two tornado, Manheim Nashville is not just back in “It was heartbreaking to witness the destruction state-of-the-art paint booths, Manheim’s Lot business—it’s stronger than ever thanks to the last year’s tornado caused to our community and Vision, which provides GPS location tracking dedication and resilience of its team members, our wholesale auto auction business in Mount on vehicles, two lanes dedicated to enhanced clients and the community.

18 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com AUCTION NEWS Manheim Appoints Two New General Managers and Promotes Three Seasoned Leaders into Auction Manager Positions

Manheim kicked off the New Year by announcing a new vice president Toni Williams was promoted to auction manager at Manheim and general manager for its third-largest auction location, a newly created Central Florida, reporting to Manheim Orlan- Market Center and general manager, and the promotion of three leaders do-Central Florida Market Center VP and GM JD into auction manager positions in Florida and New York. Daniels. She is a 16-year veteran of Manheim whose career has included assistant GM at Man- John Eriksen was promoted to vice president and general manager of heim Jacksonville and GM at Manheim Daytona Manheim New Jersey. He transitions into the new role Beach and Manheim Jacksonville before joining following the retirement of Pete Sauber, a renowned Manheim Orlando in 2016 as assistant AGM of auto industry veteran who led Manheim New Jersey Client Services. since 1991. Eriksen joined Manheim in 2007 and moved into positions of increasing responsibility that included general sales manager in the Mid- Atlantic Region and assistant general manager at Manheim Orlando. Most recently, he served nearly five years as general manager of Manheim Baltimore- Roger Teate was named auction manager at Manheim St. Pete, Washington, where he developed an award-winning reporting to Manheim Tampa Market Center GM team focused on client service and delivering strong Todd Janego. Sadly, Roger passed away in March financial performance. 2021. His 30-plus-year career included nine years with NextGear Capital and, most recently, regional Craig Amelung has been promoted to general manager of the dealer sales senior director for the Southeast newly created Mid-Atlantic Market Center that Market since 2014. Roger will be greatly missed includes Manheim Baltimore-Washington, Manheim by all. Fredericksburg, and Manheim Harrisonburg, follow- ing the retirement of Manheim Harrisonburg GM Karl Kiracofe. Amelung’s nearly 30-year career with Manheim includes general manager for Manheim Virginia, four years in director-level corporate staff positions involving best practices and operations, “Manheim is tapping the broad knowledge and experience of this talented and a return to field operations, most recently as team of leaders to help position our company for future success,” said GM of Manheim Fredericksburg. In this role, he led Patrick Brennan, senior vice president, Marketplace. “We are confident they the auction in achieving new levels of operating will bring tremendous value to our client relationships, team members and efficiency and client and employee engagement. the communities we serve.”

Also, Manheim announced the promotion of three auction managers. These new leaders will be responsible for driving team performance and business results while supporting Manheim’s Market Center operations. They are:

Lauren Sokolowski was promoted to auction manager at Manheim Albany, reporting to Manheim New York GM Jesse Nelson. She joined Manheim Albany in 2007 as a marketing manager. She also served as the location’s office manager and dealer services and commercial account manager before being promoted to assistant GM in 2017.

www.naaa.com MAY 2021 | NAAA ON THE BLOCK | 19 AUCTION NEWS Manheim Investing Nearly $100 Million in 2021 to Further its Commitment to Deliver a More Connected Client Experience Similar to connecting the pieces of a puzzle, Manheim is investing nearly regardless of where it originated. As a result, the CRC team fielded 1.5 $100 million in 2021 to continue integrating its extensive network of digital million calls in 2020 with a 95% answer rate of 35 seconds. Not only and physical offerings, connecting them in such a way that they better does this process improvement save time for dealers, it also strengthens align with the varied needs of its clients. A continuation of its auction relationships and drives increased satisfaction. redesign effort several years ago that introduced digital tools to create simpler dealer transactions and helped eliminate excessive paperwork, this • Virtual Block Specialists: Originally created to address the rise in off site year’s investment aims to connect all of Manheim’s auction processes for auction sales, this solution became critical during COVID-19. When the greater consistency and efficiencies while positioning Manheim’s teams and CDC’s strict safety protocols disrupted Manheim’s long-standing tradition services to work better for all client segments. of live, in-person auctions, the company’s 76 locations nationwide switched to all-digital sales nearly overnight and its virtual block special- “Our continued focus on process improvements will further drive Manheim’s ists went into high gear to continue serving clients. Today, this flexible commitment to making it easier for our clients to do business with us,” and vital workforce is nearly 200 strong, supporting multiple Simulcast- said Grace Huang, president of Manheim. “While our investments in this only sales to keep clients connected and able to continue moving their area began before the pandemic, it’s been fulfilling to see the benefits they businesses forward. provide to enhancing our clients’ experience.” • Market Centers: Introduced in 2019 to collaboratively share resources Among the initiatives already in place to create a more connected client and support functions across field locations, Manheim’s 24 Market Cen- experience in 2021 are: ters focus on providing maximum flexibility and efficiencies to deliver the services clients need to achieve their business goals. The results • Vehicle Arbitration: Designed to help resolve vehicle purchase disputes, include a more seamless delivery of team member expertise, improved Manheim recognizes the importance of having consistent processes, policy service consistency, and greater time savings. interpretations, and timely resolutions across its entire auction network. To deliver on this need, Manheim has invested in a more streamlined “Throughout this year, we’ll be introducing even more initiatives that solution that combines enhanced technology and digital tools to keep will offer added value to our clients, regardless of how they choose to do team members connected to each other and to clients. Started prior to business,” added Huang. COVID-19 and fully implemented in 2020, it supports vehicles purchased at both physical locations and through digital channels. In addition, Manheim has further invested in its client experience through the recent acquisition of Fyusion, a computer vision company, expansion of its • Client Response Center (CRC): The frustration that comes with trying Lot Vision tracking system, land development growth at targeted auction sites, to find the right person to resolve an issue is universal. Investments in and product enhancements such as its Digital Buyer Protection Program, cloud technology are now making it possible for Manheim to route calls Manheim Dashboard, Manheim Express Inspection Guarantee and more. quickly and seamlessly to the right expert who can best resolve an issue,

20 | NAAA ON THE BLOCK | MAY 2021 www.naaa.com