March 2020 March 2 | Naaa on the Block | March 2020 in This Issue on the Block Magazine Vol

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

PAGE 6 PAGE MARCH 2020 MARCH 2 | NAAA ON THE BLOCK | MARCH 2020 www.naaa.com IN THIS ISSUE ON THE BLOCK MAGAZINE VOL. 7 NO. 2

On the cover Happy Anniversary! Congratulations to the 63 NAAA auction members marking milestone birthdays this year! PAGE 6

THE OFFICIAL MAGAZINE OF THE Departments NATIONAL AUTO AUCTION ASSOCIATION

President’s Message Maintaining a successful business through the decades requires hard work and 04 sacrifice, but NAAA is dedicated to helping its members have their cake and eat it too.

Association News Find out why Safe T. Sam is in a box; see what to expect from the guru of read us online 08 un-marketing and a Marvel superhero as NAAA’s incredible speakers at CAR. www.naaa.com • www.niada.com Click on ads to link directly to their websites.

Best Practices previous issues Discover how using a problem analysis tree can sow the seeds of solutions to 10 business dilemmas.

Tech Support Learn these easy steps to give your old computer a safe, secure retirement and give 11 yourself peace of mind after saying goodbye. January 2020 November 2019

Auction News Get the latest on leadership appointments, achievement awards, technological ad- 12 vancements, and more industry updates.

Auction Community September 2019 July 2019 Boys and Girls Clubs, Ronald McDonald House, Habitat for Humanity, Toys for Tots, 16 the Boy Scouts, diabetes research, military families, trade school students… the list On the Block Wants To Hear From You. Tell goes on of those who received support from auction fundraisers and volunteers. Us What You Think! 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. Visit us on Facebook & LinkedIn

3 | NAAA ON THE BLOCK | MARCH 2020 www.naaa.com PRESIDENT’S MESSAGE Icing on the Cake

Birthdays usually include a baked confection with candles, but for the 63 NAAA auction members listed in this issue who are celebrating milestone anniversaries this year, maintaining a successful business decade after decade is no piece of cake.

In today’s commercial environment, only a bit more than one-third of businesses — between 34 percent and 36 percent — survive to their 10th year, according to the Bureau of Labor Statistics.

And the average age of an S&P 500 company is under 20 years — down from 60 years in the 1950s.

So for these auctions to achieve a decade or more of not just surviving, but thriving, through recessions, regulations, and technological revolutions, is proof of their years of commitment, hard work, and the ability to adapt to the changing business landscape. That longevity and growth is a testament to their good management, good employees, and good customer service.

As NAAA president, I’m honored to congratulate those members who are marking milestone anniversaries this year, and I’m proud to say that this association is dedicated to the ongoing success of all our members.

The benefits and services NAAA provides — education and instructional programs, safety awareness and training, leadership development, advocacy at the national level with a political action committee, publications, conferences and networking events, and policies for best practices — are there to support the enrichment and advancement of every member’s business.

You’ll find two examples in these pages with articles about the exciting highlights of the upcoming NAAA President CAR Conference this month (that I know you won’t want to miss!), and how we have created a Safety Training Kit that makes the online Safe T. Sam instructional series available on DVD and USB flash drive to expand the accessibility of NAAA’s safety certification program.

That’s why I believe that no matter what age and achievement your company is celebrating, the value of being a member of the NAAA puts the icing on the cake. Happy anniversary!

www.naaa.com MARCH 2020 | NAAA ON THE BLOCK | 4 5 | NAAA ON THE BLOCK | MARCH 2020 www.naaa.com ON THE COVER

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75Years 65Years 60Years 55Years Manheim Kansas City Manheim New Jersey Manheim Omaha ADESA Des Moines Kansas City, MO Bordentown, NJ Omaha, NE Grimes, IA Manheim Pennsylvania Manheim Pittsburgh Manheim St. Louis Manheim Albany Manheim, PA Cranberry Township, PA Bridgetown, MO Clifton Park, NY Manheim Milwaukee Caledonia, WI 50Years 45Years 40Years Manheim Philadelphia Manheim Atlanta Manheim Poplar Bluff ADESA Saskatoon Hatfield, PA College Park, GA Poplar Bluff, MO Saskatoon, SK Canada Manheim Harrisonburg Wolfe’s Terre Haute Manheim Pensacola 35Years Harrisonburg, VA Auto Auction Pensacola, FL Terre Haute, IN Greater Mishawaka Auto Auction Manheim San Francisco Bay Rockchester-Syracuse Mishawaka, IN Hayward, CA Auto Auction Years Waterloo, NY Manheim New York 25 Newburgh, NY Years Salina Auto Auction 30 ADESA Austin Salina, KS Midland Odessa Auto Auction Austin, TX Odessa, TX ADESA Ottawa Vars, ON Canada ADESA Houston Houston, TX 20Years ADESA Sioux Falls Tea, SD ADESA Knoxville ADESA Atlanta ADESA Phoenix Lenoir City, TN Carolina Auto Auction Fairburn, GA Chandler, AZ Williamston, SC ADESA New Jersey ADESA Concord ADESA San Diego Manville, NJ Manheim Georgia Acton, MA San Diego, CA Atlanta, GA ADESA St. John’s ADESA Golden Gate America’s Auto Auction-Toledo Paradise, NL Canada Tracy, CA Perrysburg, OH Auto Auction of New England ADESA Kansas City Manheim Dallas-Fort Worth Londonberry, NH 15Years Belton, MO Fort Worth, TX Dealers Auto Auction of the Rockies ADESA Little Rock Manheim Indianapolis ADESA Washington DC Denver, CO Dulles, VA North Little Rock, AR Indianapolis, IN Oak View Auto Auction ADESA Los Angeles Missouri Auto Auction Dealers Auto Auction Baton Rouge, LA of Murfreesboro Mira Loma, CA Columbia, MO Murfreesboro, TN South Georgia Auto Auction ADESA Ocala Your Auction of Tampa Bay Albany, GA Oklahoma Auto Exchange Ocala, FL St. Petersburg, FL Oklahoma City, OK Tallahassee Auto Auction Tallahassee, FL Value Auto Auction 10Years Crooksville, OH Western Wisconsin Auto Auction 71B Auto Auction Greenville Auto Auction San Antonio Auto Auction Chippewa Falls, WI Springdale, AR Greenville, NC San Antonio, TX ADESA Las Vegas Houston Auto Auction WSM Auctions North Las Vegas, NV Houston TX Bakersfield, CA America’s Auto Auction-St. Louis Jackson-Madison County onaaon Centreville, IL Auto Auction Medina, TN

www.naaa.com MARCH 2020 | NAAA ON THE BLOCK | 6 7 | NAAA ON THE BLOCK | MARCH 2020 www.naaa.com ASSOCIATION NEWS Safe T. Sam is now in a Box NAAA’s new Safety Training Kit offers auctions an alternative to the online program

To expand the accessibility of its safety training certifi- utive Officer Frank Hackett. “Providing an accessible Just as online, the kit’s NAAA Auction Safety Certifica- cation program, the National Auto Auction Association alternative is just another step in our ongoing efforts tion program requires staff members to view a series has made the online Safe T. Sam instructional series to achieve our goal of one hundred percent employee of 12 videos and take a brief quiz at the end of each available on both DVD and USB flash drive in its new safety certification at every member auction.” one. The entire course can be completed in about an Safety Training Kit. hour. Temporary Agency Drivers take the 20-minute In 2019 more than half of NAAA member auctions NAAA Lane Safety Training session and test to receive In addition to the training videos for auction staff and have had their entire workforce successfully complete a certificate. Certifications performed with the kit must temporary agency drivers, the materials in the boxed the program and maintain their 100 percent safety also be renewed annually. set include simple, easy-to-follow instructions, quiz certification with annual renewal. sheets, a participation tracking chart, blank certifi- “Establishing a safer workplace for everyone requires cates, and ID cards for certified employees. Like the NAAA launched the Auction Safety Certification, Lane a team effort and a proactive safety program can help online version, the kit is free to any NAAA member. Safety Training, and Coach Caution instructional reduce risks and control costs from incidents involving series in 2015 to promote greater safety awareness and injuries and property damage,” Hackett noted. “That’s “We created this physical kit as an option for auctions accident prevention through short educational videos why we’re urging all NAAA members to make total that have limited computer facilities or Internet access for full- and part-time auction employees, temporary workforce safety certification a top priority, whether to conduct the training online,” said NAAA Chief Exec- agency drivers, and auctioneers. they do the training online or with the kit.”

Another tool in helping to make our industry safer.

www.naaa.com MARCH 2020 | NAAA ON THE BLOCK | 8 ASSOCIATION NEWS Shifting Your Mindset to Succeed NAAA presents the unconventional approach and undeterred attitude to achieving success with Un-Marketing President Scott Stratton and Actor Lou Ferrigno at CAR

Discover how to see through a new lens and change your Attendees will also hear from numerous experts and industry mindset to help achieve professional and personal success at leaders in an action-packed agenda filled with more than 15 the 2020 Conference of Automotive Remarketing, March 24-25, forums and seminars. NAAA President Laura Taylor will recap at Caesars Palace in Las Vegas. auction activity in 2019, highlight the progress of NAAA’s

industry initiatives, and preview the association’s goals in her Disruptive and untraditional sales, marketing, branding, and presentation on “NAAA’s Perspective of the State of the Auction relationship expert Scott Stratton imparts his unconventional Industry.” NAAA Chairman Chad Bailey will moderate a panel insight and approach to shift the way you market and helps discussion on “What is the Future of Virtual-Only Auctions?” you sell better.

Other educational sessions cover such topics as “The Next Gen- Then at NAAA’s All Chapter Member Meeting professional bodybuilder, eration of Auction Leaders Discuss Their Vision of the Industry’s actor, fitness trainer and motivational speaker Lou Ferrigno shares Future,” “Factory Consignors Discuss Key Remarketing Issues how his childhood deafness forced him to follow a different path and Strategic Initiatives,” and “What Role Will Independent than the regular route through life, adopting an Auctions Play in Defining the Future of the Auction Industry?” attitude of beihis potential to succeed. NAAA, with the International Automotive Remarketers Alliance Speaker Scott Stratton (IARA) will present the Bobit Industry Icon Award. Jointly creat- Stratton, ed in 2015 to commemorate the late Ed Bobit, founder of Bobit president of Business Media, the annual award honors a member of the Un-Marketing automotive community who most exemplifies his leadership, and author of four best-selling busi- Stop Marketing, dedication, service, and devotion to the ideal of excellence. ness books, will deliver his keynote Start Engaging address, “Stop Marketing, Start Engaging,” In addition, NAAA will conduct association business with meet- on Tuesday, March 24. Using his dynamic energy, humor, candor, and fun examples, he blends real-world ings of the four-chapter boards, committees and the Indepen- strategies with memorable stories that will encourage you to embrace the age of disruption and completely dent Auction Group.

rethink how to build and maintain real customer relationships. Plus five dedicated networking events offer more time to enhance With his radical insights on how to engage better with customers through social and viral marketing developed contacts with the foremost individuals in the field of vehicle from his experience as an industry innovator, Stratton has transformed how corporations like PepsiCo, Century remarketing and dozens of exhibitors will be available with many 21, Fidelity, and Microsoft do business. Stratton puts the focus back on what matters most to current and new products and services displayed on the show floor. potential buyers, values like trust, authenticity, relationships, and service. He convinces audienc- es to look at the big picture, which is about creating loyal, repeat customers who become brand evangelists because they genuinely love the goods or services you provide.

In 2018, Stratton was inducted into the National Speakers Association Hall of Fame and Forbes. com named him a Top 5 Social Media Power Influencer.

Ferrigno will tell his inspirational story at the All Chapter meeting on Wednesday, March 25, about how losing 80 percent of his hearing at the age of three from an ear infection influenced his life. Undeterred by what some may have perceived as a major disadvantage, the young man threw himself into athletics, predominantly weightlifting and bodybuilding while earning a living as a sheet metal worker at a Brooklyn factory. His years of determination paid off when he won Mr. America and two consecutive Mr. Universe titles, and appeared in the documentary “Pumping Iron,” with a former training partner, Arnold Schwarzenegger.

In his acting career he is best known and loved for his title role in the CBS television series, “The Incredible Hulk,” but Ferrigno has appeared in more than 40 films and TV shows, including several Avengers movies and the popular sitcom “The King of Queens.” Today, in addition to motivational speaking at associations, corporations, universities, and nonprofit disability organizations, Ferrigno is a personal trainer and fitness consultant at Ferrigno FIT, a business he co-foundedwith his wife, Shanna, to promote positive, healthy living through behavioral science, education, and entertainment combined with fundamental exercise.

9 | NAAA ON THE BLOCK | MARCH 2020 www.naaa.com BEST PRACTICES

By Matt Arias Use a Problem Tree for a Root and Branch Analysis Assistant Vice President Operations America’s Auto Auction of Issues Affecting Your Business

It is often said that if there were no people, there’d be Identify the costs. Do this for both value-added Typically, the chief advantages of this exercise are no problems! and non-value added. Think of these as the increased information about the issue, the consistent 2. branches of the tree. breakdown of the causes and costs which help pro- One way to sustain or improve your business is motes prioritized operational commitments and joint through a thorough analysis of challenges affecting Use the stakeholders to review the causes and problem solving. the client experience and, more than likely, your bot- 3. costs. This is where the real work happens so tom line! A popular method is the usage of a problem allow enough time to do this right vs. right now. Try it! It works! From operations, sales and of course analysis tree. arbitration this exercise helps zap the gaps in your per- Have someone grab all the notes and separate formance. Remember, no process ever goes undefeated. You may know this technique by other names like them into potential solutions, items of concern, 4. Let me know how I can help! “situation analysis” or “problem analysis.” It’s derived and team decisions. This will help with any opera- from both family tree and mind mapping exercises. tional commitments. The main goal is to chop the problem into smaller segments from the root cause while branching out a basic family tree of the problem. This helps make the issue smaller and easier to manage.

Use these 4 steps to get your problem analysis tree going: Define the issue. Brainstorm sessions with key 1. stakeholders. In addition to the analysis of the issue, this helps reinforce own- ership and commitment among the stakeholders involved. Determine the causes. Think of the causes as the roots of the tree.

www.naaa.com MARCH 2020 | NAAA ON THE BLOCK | 10 TECH SUPPORT Putting Your Computer Out to Pasture Simple steps for securely discarding your old electronic devices

Whether you succumbed to the constant barrage of These databases often are maintained in the same Drive that starts at $20 attractive computer sales promotions or a planned folder as the application that uses it. If your computer per drive. Or Google upgrade cycle replaced your old system, you’re now is a server or the data is in any way sensitive, you’re “Drive Erase” and the proud owner of a brand new PC, laptop or tablet. going to want to format the hard drive and then zero you’ll see multiple And you’re the puzzled possessor of the old equipment it out. utilities available. By Jeff Rollins asking yourself the common question of the computer President, Rollins Data Systems Deleting alone will not erase your data. Formatting Whichever you choose, age: What do I do with this stuff now that I’m done won’t either. Deleting a file just removes its entry in an once the drives are with it? index; the data is all still there. Formatting does the erased you can dispose of your equipment worry-free. Your previous device still works, so do you sell it on same thing, but for all files and folders on the drive. Sound like a lot of trouble and expense? What would eBay? Donate it to a local charity or nonprofit group? You will need to write zeros over the data. the cost be if that information got into the wrong Give it to Goodwill? Take it to a recycler? Toss it in the There are a number of commercial utilities available hands? Because of that perceived expense, a question dumpster? (Beware, if you live in certain states that last for making sure your drives no longer contain any that I’m frequently asked is why don’t I just drill a idea would be a definite NO!) data that can be recovered. hole through the disk drive and throw it away? Well, The answer depends on a few key factors: Do you own believe it or not, most of the data on a hard drive may The first I’ll mention is a free utility that has been the computer? What’s the age and condition of the sys- still be recoverable by someone with the right equip- around for years and is extremely effective. It’s called tem? What is the version and licensing of the operating ment and training, even if there’s a hole in the platter. DBAN and is available at no cost on dban.org. The system? How sensitive or personal is the stored data? upside of DBAN, besides not taking your hard-earned Okay, your old computer is clean, now if you just want First, if the OS license is transferable (usually they cash, is that for most purposes it’s all you need. Sadly, to dispose of the device without the hassle of selling or are) then you’re free to sell or give it away. If not, at a if your drives are Solid State Drives (SSDs) it won’t donating it, you can usually find certified electronics minimum you’ll need to format the hard drive prior to work. Also, if for audit or regulatory reasons you need recyclers in your community who will take it either discarding it. If it’s on lease with no buyout option or to be able to produce a certificate proving the erasure, free or for a fee. (Some also perform secure data de- one you choose not to exercise, you need to dispose of then you need to use a more robust utility that typical- struction.) Your municipal or county government may it based on the lessor’s direction. ly requires paying for a license. offer an electronics recycling program too. Then check if the OS version is still supported by the Some PCs and servers have built right into their Staples advertises free recycling services at their stores, vendor. If not, the value for resale as well as usability is firmware utilities for zeroing out drives as well. But stating on their website that they accept almost any dramatically reduced. the same limitations will prevail, though with no electronics you can think of. Most importantly, they certificate of erasure. will take CRT monitors (those big glass tube screens). Of course, in any case, you’ll want to delete all your That’s a real plus because most landfills will no data files. This may be easier said than done, especially The people who provide DBAN also have a for-pay longer allow you to dump them as they contain toxic with computers that have databases installed on them. utility, Blancco Drive Eraser, which starts at $18.50 elements. per hard drive to be erased (PC) and goes up from there based on whether it’s for an Office Depot has a web page dedicated to recycling SSD or a server. Another utility, requirements by state. In Maryland where my business from White Canyon Soft- is located manufacturers are required to offer free ware, is a product recycling of their products in order to be allowed to called Wipe sell in the state. Best Buy also recycles electronics as well as appliances. But however you choose to say goodbye to your retired device, remember to zero it out before you throw it out!

Jeff Rollins, founder and principal of Rollins Data Systems, has more than 40 years experience in domestic and international IT systems design, implementation and support. Located in the Washington, D.C. Metro area, RDS provides consulting and implementation services for all facets of IT, from assessment of current staff, networks or systems, to guidance in system design, implementation and development.

11 | NAAA ON THE BLOCK | MARCH 2020 www.naaa.com AUCTION NEWS

New General Managers Assume Leadership at Two Manheim Auctions

Manheim rang in the New Year with two new general manager selections in the East and West Regions. Tom Rastelli has been named general manager of Manheim Albany, and John Duplanty has assumed that role at Manheim Portland. Both execu- Putting heavy trucks on the digital tives will be responsible for driving block at Manheim Indianapolis provides a safer, more efficient experience for future region growth, building strong customers and employees while also client relationships and enhancing helping the environment. operational efficiencies.

Rastelli joined the company in 1999 John Duplanty Tom Rastelli Manheim Debuts Its Largest as a condition report writer. Since then, he has held numerous leadership positions, includ- general manager of Manheim Tucson. Going forward, All-Digital Heavy Truck Sale ing dealer services manager, assistant general manager, Manheim Tucson will be a part of the Manheim Arizona Manheim launched its largest all-digital heavy truck and most recently, general manager of Manheim Port- Market Center, reporting to Manheim Phoenix General auction at its Indianapolis, Indiana, location in land. He is currently completing his Bachelor’s degree in Manager J.D. Daniels. January that included more than 350 units and 387 Business Management from Ashford University. online and in-lane bidders. Manheim Indianapolis is “Tom and John exemplify Manheim’s commitment to part of the company’s all-digital Specialty Auctions Duplanty began his career with Manheim in 2004 as a culture that encourages learning and development that include RVs and motorcycles as well as trucks. an intern while attending Arizona State University. After to drive better results for the business and clients,” said graduating with a Bachelor of Science in Business Man- Manheim Division Vice President Alan Lang. “Tom and “Our biweekly truck sale is Manheim’s largest heavy agement, Duplanty entered the company’s management John have each served in roles of increasing responsibili- truck auction nationwide with Class 4-8 commer- training program at Manheim Tampa. Over the years, he ty over the years, developing the skills needed to navigate cial trucks, tractor-trailers, and other equipment,” explained Emily Decker, general manager for has held various roles with increasing responsibilities in successfully in our dynamic industry.” Manheim Indianapolis and Manheim Cincinnati. Florida, New York, and Arizona. Most recently, he was the “Moving to a Digital Block format offers a safer and more efficient experience for our clients and employ- AFC Creates New Positions to Intensify Customer Service ees, as well as significant environmental savings.”

got her start in the automotive sec- The three-lane format is a live auction where the tor in 2007 as director of Internet trucks remain parked in designated spots and are of- sales for a franchise dealer group fered for sale digitally by an auctioneer via oversized in Ohio. monitors featuring enhanced images, barcode price scanning capability, and condition report infor- Andrews has 25 years of experience mation. Manheim calculates that the switch to an in the industry and managed bank all-digital format — versus driving trucks through floorplan lines for large indepen- physical lanes — will offset an estimated 284 tons dent dealers early in his career. In of carbon dioxide each year, an amount equal to the annual electricity use of 45 homes. 2000 he joined AFC as an assistant Cassie Ed Andrews Chuck branch manager and advanced by “Safety always comes first,” said Paul Seger, exec- Crampton Comeaux managing various branches in Mis- utive vice president, asset remarketing for Element sissippi and Florida. Andrews has Fleet Management Remarketing and longtime Man- Automotive Finance Corporation (AFC) has established served as the regional manager over Florida since 2013. heim partner. “Going digital for the sale of our heavy two new positions dedicated to serving customers better truck assets not only instills safety but also improves In addition to filling these new positions, Charles “Chuck” efficiency and establishes consistency for our truck and with more personalized solutions, naming Cassie Comeaux has been promoted from regional manager to buyers nationwide. Because so many of them are al- Crampton director of sales training, and Ed Andrews as vice president of operations for the West Division. ready comfortable with Manheim’s Simulcast online senior director of major dealer accounts. bidding platform, we feel this transition to all-digital “Chuck has proven to be an exceptional operations “In creating these new roles for Cassie and Ed, we are will be very well received.” leader — managing regional teams with a simultaneous devoting specialized resources to the field and leveraging focus on people development, revenue generation, and Manheim’s digital journey marked several mile- the experience and industry relationships of two tenured stones in 2019, with Manheim Tucson becoming the process optimization,” said Money. “His crucial role in members of the AFC team,” said AFC President Jim first location to convert all lanes to Digital Blocks implementing data analytics tools such as Tableau into Money. “These new positions will help us maximize effi- and its digital wholesale channels surpassing two AFC operations is just the most recent example of his ciencies and field resources to meet customer needs more million transactions. Digital Blocks now comprise 20 outstanding contributions and pioneering spirit.” effectively and with more targeted solutions.” percent of the lanes at physical locations nationwide.

Comeaux began his automotive career in the retail “As we celebrate 75 years of providing wholesale Crampton has served as a sales director at AFC since industry with experience leading sales, F&I and general solutions for the dealer and commercial clients, we 2017. Before joining AFC, she was the senior manager management for a small group of dealerships. He even- are excited about expanding our digital marketplace of the account management team and programs at tually obtained his dealer’s license and worked primarily to achieve greater efficiency, improve the experience Autobytel. Previously, she had held positions of increasing in the wholesale auto sector prior to joining AFC in 1996 for clients and foster a culture of safety,” said Grace responsibility over a seven-year tour at Dealix. Crampton as a regional manager. Huang, president of Manheim. www.naaa.com MARCH 2020 | NAAA ON THE BLOCK | 12 AUCTION NEWS

Enterprise Honors NAAA Member Auctions with Achievement Awards Dealers Auto Auction of Idaho Thanks Loyal Customers and Staff for 19 Years of Growth

Dealers Auto Auction of Idaho plans to spend this spring thanking its customers and staff for their loyalty and hard work that has helped the auction grow by hosting some special events.

Buyers in the Idaho Central Credit Union and Capital Educators Federal Credit Union Lane will be entered to win a trip to Hawaii on March 18, and everyone is invited to the Anniversary Sale celebration on April 1 where there will be food and prizes.

“It’s been a pleasure to serve our dealer community over the last 19 years,” says Owner Russ Smith. “We’re Dealers Auto Auction of the Rockies, ADESA New Jersey, and marketing and reconditioning operational success, blessed to have many of the same dealers who attend- ADESA Los Angeles auctions have been honored by Enterprise and strategic planning. ed when we first opened our doors, but have grown

Holdings with its 2019 Auction Achievement Awards. that base quite a bit. I’m thankful to them, and our For Dealers Auto Auction of the Rockies, this is the sixth dedicated and caring employees who helped us reach The annual program recognizes Enterprise Holdings’ consecutive year it has received the accolade. The award is 19 years in business. It’s our goal to make buying and automotive auction partners for their exceptional the icing on the anniversary cake as the Denver, Colorado, selling at our auction as seamless as possible because services and support efforts to remarket the com- auction celebrates 25 years of doing business in 2020. we all care. I think our employees do a wonderful job pany’s late-model, low-mileage, well-maintained “The people within DAA Rockies’ Fleet/Lease Department of that, making sure our customers know just how rental, and fleet vehicles to potential buyers. Recip- strive to do the best for their clients and this award recog- important they are to our success.” ients are recognized for exceptional performance nizes their efforts,” said DAA of the Rockies Executive Vice in the areas of communication, customer service, President Michele Noblitt. The past two decades have seen some major upgrades at DAA of Idaho, including the construction of a new state-of-the-art detail facility, adding double blocks to Joe Kichler Named Vice President of Manheim Logistics allow up to eight lanes to run simultaneously, updat- ing technology, and staying current with the needs of Manheim has appointed Joe Kichler as vice president their customers. of Manheim Logistics where he will be responsible for overseeing business strategy and operations for the company’s leading logistics brands. Together Ready Logistics, a full-service transportation service, and Louisiana’s 1st Choice Auto Central Dispatch, a self-managed transportation solu- tion, offers clients a range of transportation services Auction Introduces Exclusive that help them move vehicles more efficiently. Financing Service

In this role, Kichler’s key focus areas include strength- Joe Louisiana’s 1st Choice Auto Auction (LAFCAA) has un- ening strategic relationships with carriers, improving Kichler veiled an exclusive financing service designed with its on-time delivery for shippers and positioning the customer in mind. The LAFCAA Floor Plan, only valid operation for future growth. In addition, he will lead for vehicles purchased at the auction, offers a new way Manheim Logistics’ transformation, aimed at address- for customers to finance their vehicles on their terms. ing the shortage of transport drivers, enhancing safety and efficiencies for clients and preparing the organiza- The LAFCAA Floor Plan features five flexible term tion for a fast-growing digital future. Kichler reports to options to choose from and no curtailments or hidden Manheim President Grace Huang. Joe Kichler has been chosen to lead the transformation of fees. Also, any vehicle financed with LAFCAA Floor Manheim Logistics as the company accelerates the transition Plan may be re-sold at Louisiana’s 1st Choice Auto “As we accelerate our digital strategy, Joe and his team to digital. Auction with a 50 percent discounted sale fee. will play an integral role in leading the transformation of our logistics business and technology,” said Huang. served as vice president of Group Strategy, responsible “Upfront, flat fees are only one of the ways we set “His engaging leadership style, commitment to opera- for strategic planning for Manheim and the Retail ourselves apart from other floor plans,” said Katie tional excellence and passion for delivering world-class Solutions groups, which consists of Autotrader, Kelley Alombro, the Hammond, Louisiana auction’s business service will contribute to a better logistics experience for Blue Book and Dealertrack. Previously, Kichler held manager. “The same team managing your title is our clients, auction partners and team members.” business strategy and management consulting posi- working on your floor plan. We know what’s going on tions with Deloitte and Boston Consulting Group. with a customer’s account in all aspects and maintain Kichler joined Manheim in 2012 as vice president of communication with them on a daily basis.” Operational Excellence where he oversaw the design Kichler holds an MBA from the Harvard Business of new auction processes and client experiences while School and a Bachelor of Science degree in Industrial also leading Enterprise Portfolio Management and Engineering, with highest honors, from the Georgia Operational Analytics functions. Most recently, he Institute of Technology in Atlanta.

13 | NAAA ON THE BLOCK | MARCH 2020 www.naaa.com AUCTION NEWS KAR Global Expands Two Executive Positions Into New Roles

Lisa Price and Michelle Bray will be blazing Michelle Bray, vice president of intellectual new trails at KAR Global as the company’s property and technology counsel for KAR first chief people officer and chief privacy Global, assumes the added responsibility as officer respectively. chief privacy officer of navigating the complex and changing regulatory landscape as the As chief people officer, Lisa Price will enlarge company evolves into an even more data-driv- her position as executive vice president of en, technology-enabled company. human resources, to increase her focus on KAR’s company culture, its employer brand “Protecting the privacy of our data and infor- and its employees’ safety and security. mation is one of our highest priorities, and an expectation of our customers, stakeholders, “Over the past six years, Lisa and her team and board of directors,” said Chuck Coleman, have transformed how the company and its Lisa Price Michelle Bray senior vice president, general counsel and business units look at, recruit, measure, secretary at KAR Global. “Michelle has been develop and promote people,” said Jim Hallett, KAR Global chairman, and chief instrumental in protecting KAR’s intellectual properties and fostering innovation executive officer. “She has championed people as a top priority for the company — throughout the organization. Her unique experience and skill set will help us from recruitment to retirement. That people-first drive will help define who we are continue to meet and exceed those expectations in the rapidly-changing data and and who we aspire to be as a company by fostering an environment of development technology landscape of our company and industry.” and employee appreciation.” Prior to taking on her expanded role, Bray has led the legal aspects of safeguarding Prior to taking on her new role, Price was charged with bringing human resources, KAR’s intellectual properties — maintaining global trademark and brand licenses, payroll, benefits and compensation departments enterprise-wide into alignment seeking patent protection for company innovations and inventions and providing with KAR’s strategic and operational goals. As part of her expanded 360-degree view counsel on trade secret protection, global and national laws, and regulations. of people and employees, Price will also assume leadership of KAR’s Safety and Security teams. “As KAR continues to evolve into a more global, digital and technology-driven business, data privacy is absolutely mission-critical,” said Bray. “I look forward to working “I’m proud to be part of a company with such a strong focus on its people, especially with our broad and talented data security team as well as our diverse technology and during a time of transformative innovation in our industry and at KAR Global,” said legal professionals to reinforce our strong data-privacy foundation and accelerate Price. “The global workforce is more diverse, tech-driven, and has high expectations innovation across the growing patchwork of legal and regulatory requirements of their employers. I am committed to building KAR Global into the kind of employer around the globe.” that attracts and retains top talent.” Bray began her career pioneering cases involving the use of trademarks and Price initially joined ADESA, a business unit of KAR, in 2005 as corporate counsel, copyrights in cyberspace during the Internet boom of the mid-90s. She has worked responsible for everything from employment litigation and third-party liability to in private practice protecting global trademark portfolios, negotiating brand and compliance risk management and advice and counseling. In 2007, she was promoted product licenses, and litigating trademark and copyright cases. to vice president of litigation and employment counsel for KAR. She became executive vice president of human resources for the company in 2013, making the leap from Certified as a privacy expert by the International Association of Privacy Professionals a successful 14-year legal career to leading the enterprise HR function for KAR and (IAPP), Bray attained her CIPP certification in 2012. She earned her undergraduate its subsidiaries. Prior to joining ADESA, Price spent six years in private practice at degree from Xavier University and her Doctor of Jurisprudence degree from the Uni- Stewart & Irwin focusing on employment law, litigation and compliance. She holds versity of Illinois at Chicago John Marshall School of Law. She completed her Master a bachelor’s degree cum laude from Ball State University and earned her Doctor of of Laws degree in transnational business practice from the University of the Pacific Jurisprudence from Indiana University School of Law. McGeorge School of Law.

2020 Sees Technological Advancements at Greensboro Auto Auction As 2020 dawned Greensboro Auto Auction was pre- dealers’ preferences, including paperless checkout and mic on a headset. “The check-in team looked like pared to enter the new decade with great strides in its electronic signature. A new portal will be launched NASCAR pit crews. Now our stock in is done on a small technology offerings. that focuses on buyers’ and sellers’ after-sale needs. handheld device, vehicles are inspected with what we

call the ‘brick,’ and labels are printed on printers that Last August the North Carolina auction’s website, “It’s amazing to look back at how technology and can literally be strapped to a person so they can move greensboroaa.com, got a full makeover that now processes have changed in the 34 years we’ve been from car to car. And now you can take pictures of a allows auto bids to be placed straight from the in business,” said GAA General Manager Jerry Barker. car without hands and without being in the car, truly website. GAA also launched a new simulcast platform “Buying via live simulcast was not even a conversation back-to-the-future type stuff!” that makes the sale-day experience cloud-based, in 1986 and today it’s a major part of how an auction user-friendly, and shared by 240-plus other auctions. sells vehicles.”

More advancements are on the horizon. In the second He recalled when vehicles were stocked in by hand, quarter of 2020, GAA will offer technologies to enhance on paper and transmitted back into the office via a

www.naaa.com MARCH 2020 | NAAA ON THE BLOCK | 14 AUCTION NEWS New General Managers Named at Four ADESA Auctions

Four ADESA auctions have new general managers: ham. In 2018, he returned to his home state of Scott Coleman at ADESA Portland, Kathy Hopkins at Texas as assistant general manager of ADESA Dallas. ADESA Indianapolis, Eric Jenkins at ADESA Dallas Jenkins was honored as one of Auto Remarketing’s and Mike Phillips at ADESA Buffalo. 40 Under 40 recipients and with the Alabama

Independent Automobile Dealers Association Auction Scott Coleman has more than 25 years of automotive Hall of Fame award, both in 2017. sales leadership and has been with ADESA Portland for seven years. He joined the auction in 2013 — Mike Phillips has more than 30 years of experience part of the Brasher’s auction group at the time — as in the automotive industry, getting his start in sales UVA manager. In 2018 he took on the role of general at an auto body repair shop and working his way sales manager. up to store manager. He joined ADESA Buffalo in

1996 as an assistant controller and was promoted to Kathy Hopkins returns to ADESA Indianapolis, where Scott Coleman controller the next year. In 1999 he was promoted Eric Jenkins she began her career as an account coordinator in to business manager, overseeing many aspects of 1998. Since then, she has worked her way up in both auction operations, finance, planning, and growth sales and operational roles within the company. initiatives. Phillips has served as assistant general Most recently, she was promoted to vice president manager at ADESA Buffalo since 2007. of dealer sales for TradeRev in 2019. Hopkins is a recipient of Auto Remarketing’s 40 Under 40 and “Having great leaders who inspire our teams to Women in Remarketing awards. strive for excellence is imperative, and here we have

new general managers who embody that value,” Eric Jenkins first joined ADESA in 2005 as an outside said John Hammer, president of ADESA. “All of coordinator and condition report writer at ADESA these candidates have proven their worth through Dallas. Jenkins progressively assumed more respon- their own career progression and the success of the sibility through promotions to fleet lease manager at auctions where they have worked over the years. I’m ADESA Austin, assistant general manager at ADESA confident that these leaders position us for success in Atlanta and general manager at ADESA Birming- Kathy Hopkins 2020 and beyond.” Michael Phillips

Carolina and Indiana Auto Auctions ADESA Auctions Take-Home Celebrate Major Anniversaries Chase Cup Awards

Carolina and Indiana’s auto auctions mark major business milestones in 2020 with prizes for ADESA Salt Lake won the Partnership Award as part of Chase Auto’s “Chase Cup for Auction dealers and fundraisers for charity to celebrate their respective 30th and 55th anniversaries. Excellence.” ADESA Kansas City took home “Best Regional Performance, Central” honors in the 21st annual Chase Cup awards. Chase Auto presented the awards at a dinner reception in To kick off the year both sister auctions held a Cars to Caribbean promotion, where one dealer Scottsdale, Arizona. each week from each auction wins an all-inclusive trip for two to Cancun. Then, beginning in March, the auctions are giving away $30,000 in guaranteed cash, plus another large amount The Chase Cup honors high-performing auto auctions across the country that display opera- in prizes, for dealers to win during the anniversary sales. tional excellence, outstanding customer service, and strong financial performance. Auctions were evaluated on how well they handled preparation, sales, invoice processing, transport Coming off one of its best years ever in 2019, Carolina Auto Auction recently awarded its requests, title processing, and other capabilities. employees with a BBQ lunch for selling more than 800 cars in the very first week of 2020.

Later in the year, both auctions will host notable charity events. Carolina will hold its third annual Legacy Gala and VIP Charity Auction, featuring Duck Dynasty’s Willie Robertson as the keynote speaker during the three-day affair that begins on May 18. Following the dinner is a “Tee-Off Against Cancer” golf tournament and a charity auction car sale, with all proceeds benefitting the Winship Cancer Institute of Emory University. Indiana’s event is slated for September 9-10, where Rudy Ruettiger is speaking at the auction’s first annual charity benefit for the Cancer Services of Northeast Indiana.

15 | NAAA ON THE BLOCK | MARCH 2020 www.naaa.com AUCTION COMMUNITY The Hourglass Foundation Believes It’s Time to Change Lives With Scholarships for Trade Schools

Realizing that the four-year college path is not for Any individual or company, including those in the auto everyone, and concerned about America’s growing gap industry, can donate a vehicle online to the foundation in trained workers for the skilled trade industries, such in three easy steps. Using the expertise gained as a leader as the shortage of qualified auto service technicians, Ron in the asset management segment, Hourglass takes and Chad Shoemaker founded in 2017 the Hourglass “anything with an axle” and maximizes its return on the Foundation, the philanthropic arm of the father and son’s wholesale market. asset management company, Hourglass Management “We’ve been fortunate to work in an industry that has Corp., which includes Flexco Fleet Services. been very good to us,” Chad Shoemaker said. “We see a Foundation is making a difference one worker at a time. With its stated mission of “Empowering young adults to void in the marketplace and are compelled to access our achieve their dreams in the face of financial adversity,” the network to give back to help fill that void.” “When those students leave school, they leave prepared nonprofit organization raises funds for trade school schol- to compete in a market that will welcome them with Funds raised for scholarships will be applied to the arships, community college auto technician programs, countless job opportunities and competitive pay. Many general scholarship fund, which awards them nationwide. and philanthropic giving, primarily by collecting financial of those workers will go on to become supervisors, If donors prefer their gifs to be applied to a scholarship in contributions on its website, thtehourglassfoundation.org. managers, executives, and owners. And they will prove their area, The Hourglass Foundation can work with trade a four-year college degree is not the only pathway to But the foundation also offers a rather unique way to schools and community colleges in the donors’ locale. achieve success.” contribute, and one that mirrors one of Hourglass’ core Driven by the belief that “there is more than one path to tenets: “There is more than one path to a successful life a successful life and career,” Chad says The Hourglass and career.”

FastLane Auto Exchange Tees Up Its Charity Fundraising as a Sponsor of The Ally Challenge PGA Tournament

A frigid January morning in Michigan might seem like an that we wanted to give back to our customers and to odd time to think about golf. However, in the process of the communities that allow us to continue growing as scheduling FastLane Auto Exchange’s 2020 promotional a company.” events calendar, talk turns to The Ally Challenge, a PGA Tour Champions tournament that has become a favorite Together, giving back is exactly what The Ally Challenge of the auction’s clients, customers, and team members, and FastLane Auto Exchange have done. With their as well as one of FastLane’s major charity fundraisers for sponsorship, FastLane Auto Exchange has contributed its community. more than $100,000 to local charities such as Genesee

County Habitat for Humanity, the United Way of Genesee Unlike in previous years when the tournament has been County, Make-A-Wish Michigan and Whaley’s Children’s held in September, for 2020 event planners decided to shy Center. After two successful tournament years, The Ally away from the Wolverine State’s fickle fall weather and Challenge has donated more than 2 million dollars to move The Ally Challenge to the middle of summer, July over 50 different local schools and charities. Staff at KAR Global’s Mesa 27—August 2. The change gives FastLane, as a sponsor, an exciting start to its third-quarter promotions. Also, the positive community impact due to the influx

Office Donate Bikes to Kids of tourism the week of the tournament includes free FastLane Auto Exchange has been a sponsor of The Ally community concerts, and a chance for local youth golf Challenge since 2018, when it learned the PGA, in con- During Holidays programs and schools to participate in an official junction with Detroit-based Ally and multiple charities, PGA event. The employees at the Mesa, Arizona, office of KAR Global would be bringing professional golf back to the nearby collected 205 bicycles to give to the children of military Warwick Hills Golf and Country Club, which had hosted In addition to volunteer work and charitable donations, families at Luke Air Force Base and local families during the famous Buick Open from 1958 until General Motors through their partnership with the tournament, FastLane the 2019 holiday season in its sixth annual “My First ended its title sponsorship in 2009. Auction owner Greg Auto Exchange has been able to provide hundreds of Wheels” bike drive. Price knew this was something they wanted to be a part customers and team members with spectator passes, VIP The drive accepted donations of new and lightly used of in the spirit of community service — especially of this concert tickets, and a chance to see stars and athletes bicycles, as well as cash donations to buy more bikes. magnitude — so he secured sponsorship in the coveted return to their hometown and continue on a tradition of event with a three-year commitment. golf and good times that had been sorely missed in the 10 Employees spent a day cleaning and refurbishing used bikes and assembling new ones. years since the end of the Buick Open. “We knew we wanted to support our partners in the Airmen from Luke AFB came to the Mesa office to pick up industry”, says Price, speaking of Ally, “but we also knew 180 of the bikes for distribution to kids on the base. The other 25 bikes were given to kids from families in need through local organizations. www.naaa.com MARCH 2020 | NAAA ON THE BLOCK | 16 AUCTION COMMUNITY From Coast to Coast Manheim Employees Made the Holidays Brighter for Neighbors in Need

Gift-giving included socks for the homeless, bikes for an after-school program, dinner baskets for a food bank, and supplies for an animal shelter.

“Over 19 years, I would estimate we have helped ensure that 450 children have a merry Christmas,” said General Manager Tom McDonald. • Manheim Riverside in California hosted a holiday party for the local Ronald McDonald House. The family event featured a coloring and craft table for the children to create their own Christmas cards, 100 wooden ornaments for the families to decorate, and From Georgia to California and Michigan to Florida, A few examples of Manheim auctions sharing their paper and envelopes for the children to write letters Manheim employees nationwide made the holidays giving spirit include: to Santa that were sent to the North Pole. Food trucks

brighter last year for those in their local communities provided dinner, and there was hot cocoa and cookies • Manheim Detroit adopted all of the families living at who are in need donating bikes to a Boys and Girls for all. “Words can’t express how proud I am of our the local women’s shelter. “We fulfilled everything on Club, providing tents to a local Boy Scout Troop, holding team whose warm hearts make giving a top priority their wish lists and gave each mom a grocery gift card, sock drives for the homeless (the most requested item during the holidays and throughout the year,” said decorations, wrapping paper and the supplies they by those who live outside during the cold months) and General Manager Chris Brown. needed to make Christmas morning special for their collecting supplies for an animal shelter. family,” explained General Manager Mandy Savage. And the season of giving lasts year-round as part of parent They also hosted Angel Trees to provide gifts for foster “We’ve done this for years with our employees who company Cox Enterprises, Inc.’s deep commitment to children, coworkers and others in need during the holi- raise the money through jean days, bake sales, raffles corporate social responsibility. In addition to partnering days; collected canned goods, prepared Christmas dinner and our popular yearly garage sale.” with Toys for Tots for more than two decades to collect

baskets and made cash donations to local food banks; and distribute holiday toys, Cox makes charitable • Manheim Pittsburgh supported the Butler County and partnered with Toys for Tots, the Salvation Army and giving a year-round activity by focusing its corporate Children and Youth Agency’s annual Christmas Children’s Miracle Network. philanthropy on three critical areas: empowering com- program by sponsoring 20 children in addition to munities and individuals, preserving the environment collecting non-perishable items for a local food bank. and promoting diversity. ADESA Phoenix Raises $20,000 for JDRF at Annual Charity Auction

With new wheels and just 26,787 miles on the odome- The local Arizona chapter of JDRF sent a familiar ter, the 2018 Ford Mustang on the block at the ADESA junior ambassador to the sale, Grant Leonard from Phoenix annual charity auction proved to be the Gilbert, Arizona, who attended last year’s charity auction. vehicle for a successful fundraiser. Freddie Matin, of Leonard, who has Type 1 diabetes, joined ADESA STG Auto Group, placed the winning bid of $20,000, Phoenix General Manager Rod Davis on the block and all of which goes to JDRF in support of that global or- spoke to the crowd before the sale.

ganization’s research to find a cure for Type 1 diabetes. Leonard is an impressive advocate for finding a cure Held in partnership with the Ford Global Action Team, for the chronic condition. He has personally met with the charity fundraiser is a key feature of the auction’s Arizona’s U.S. senators to encourage them to vote to Legendary Sales Week that takes place in conjunction renew the Special Diabetes Program, which provides with the nearby Barrett-Jackson Scottsdale classic $150 million annually for Type 1 diabetes research at car auction. the National Institutes of Health.

A 2018 Ford Mustang that was auctioned off at the fundraising event.