Education

Carfax product head to host webinar on attracting buyer interest in online used-car inventory

CENTREVILLE, Va. - 

Dealers can find out how to use techniques that are intended to help boost buyer interest in online used-car inventory in the next Carfax Insiders webinar that’s set to broadcast on Thursday at 2 p.m. (ET).

The company announced a relaunch of its free best practice webinar series for dealers that is designed to share valuable information and tips from Carfax dealer trainers and automotive experts in early April.

Following the company’s relaunch announcement, later that month, Carfax dealer trainers Darrell Sherwood and Bob Grill introduced the series to dealers with a discussion covering positioning and maximizing gross on used cars with prior accidents.

In Thursday’s episode, Carfax products head Paul Nadjarian, will cover best practices that can help convert online shoppers to confident, visitors on the lot who buy, according to the company.

Along with discussing techniques that can help increase used-buyer interest, over the thirty-minute webinar, Carfax said Nadjarian will also touch on the value of Carfax Used Car Listings and the jump in lead conversions Carfax Advantage dealers can get from Carfax.com consumers.

The 30-minute webinar is titled “Build Consumer Confidence and Drive More Sales,” and is open to anyone. Click for more information.



NAAA to host 2-day auction standards training in Canada

FREDERICK, Md. - 

The National Auto Auction Association’s Standards Training Program is gearing up to host a two-day-long vehicle inspections and arbitration training session in Canada this September.

In just a few weeks, classes are scheduled to be held on Sept. 6 and Sept. 7 at Manheim Toronto, according to NAAA.

Classes will be instructed by Manheim director of arbitration Matt Arias, who will cover on Day 1 training, and on Day 2. Additionally, along with serving as director of arbitration for Manheim, Arias co-chairs the NAAA standards committee and is a member of the IARA standards committee.

According to the NAAA website, the first day of the training will center on how to inspect and identify areas of risk such as:

  • What the inspections cover or not
  • Interior damage
  • Vehicle information
  • Trim and series/model breakdowns
  • Prior repairs
  • Ways to streamline without sacrificing quality
  • Structural damage          
  • Ways to measure effectiveness for continuous improvement
  • Exterior damage

The second day will cover the following topics concerning arbitration:

  • Understanding stakeholder’s perspectives         
  • Mutual gains vs. fixed pie negotiation
  • Sustaining or improving your bottom line
  • Mediation vs. arbitration
  • Arbitration policy sync and update
  • Scenario training
  • Know your best alternative to negotiated
  • Agreement benchmarking

The classes are $500 each, or  $750 for both.

According to NAAA, hotel accommodations for the upcoming September training session at Manheim Toronto in Milton, Ontario includes Home 2 – Suites by Hilton, the Holiday Inn on Highpoint Drive and the Best Western on Chisholm Drive for about $129, $140 and $105 per night, respectively.

Auction Academy's fifth class gears up for second set of sessions

NASHVILLE, Tenn. - 

Students in the Auction Academy's fifth class are done with half of this year’s training and development agenda for the two-year program, having already attended multiple sessions in Dallas and Birmingham, Ala., this year.

In addition to beginning Certified Automotive Remarketer certification training last month, Auction Academy students got an opportunity to visit America’s Birmingham Auto Auction and ADESA Birmingham.

In Birmingham, Jason Murdock, a recent Auction Academy graduate, also directed the group during a hands-on workshop concentrated on vehicle frame damage and repair education.

Auction Academy’s second half of remaining 2018 sessions includes an upcoming trip to Chicago, followed by a last session of the year in Detroit.

While in Chicago, the class has plans to visit America’s Chicago Auto Auction, led by auction manager Larry Hero, as well as meet with representatives from Donlen, NCM Associates and World Omni Financial.

The class' visit to Dallas last month began at Santander Consumer USA with executive vice president of asset remarketing, loan and lease servicing Brent Huisman, along with a dinner hosted by America’s AA chief executive officer Ben Lange.

With Huisman, students learned about how his staff remarkets vehicles for both Santander and Chrysler Capital, while Lange shared how he grew America’s AA through methodical strategic acquisitions in conjunction with the development of greenfield auction sites, according to Auction Academy.

A day later, Dallas’ Metro Auto Auction general manager Scott Stalder and assistant GM Rob Gorman hosted the class for another session comprised of training from four industry leaders.

Auction Academy said United Auto Credit director of loss mitigation Scott Mousaw, who covered strategy for purging repossessed vehicles, joined CEO of Liquid Motors Michael Daseke and Chase Tidwell, who serves as National Independent Automobile Dealers Association VP of sales and marketing.

Meanwhile, in addition to Auction Academy’s two-year training and development events, its additional seminar series recently sustained the continuing education program ’s very first session on workplace culture involving a particular presentation titled “Respect in the Workplace, Beyond #MeToo,” from employment and labor law firm Littler Mendelson’s C. Eric Stevens.

“We chose as the first topic area for 2018 the various aspects of workplace culture, specifically to include harassment of any type: physical, sexual, verbal or visual.” Auction Academy presidenty Penny Wanna said. “Not only is this a timely subject, given what we see in the worlds of media, entertainment and government, but it is a critical subject with profound implications for the workplace in our industry.”

Moreover, in a news release, Wanna touts that Auction Academy’s seminar series brings additional one-day intensive sessions that are designed to deliver practical hands-on information concerning a specific auto auction business topic or functional area once per quarter.

In March, along with Stevens, seminar participants also heard from Daoud Abudiab, president of the Faith and Culture Center of Nashville, Tenn.,, Arthur J. Gallagher and Co.’s Mike Roy, who covered employment practices liability insurance, as well as Clint Bruce from domestic limited liability company Tacletics and CARS Recon chief operating officer Kay Hudson, who spoke about HR employee practices, according to Auction Academy.

Additionally, Wanna said that pre-registration for its next class in spring 2019 is now open.

The fifth class will graduate in March during the 2019 CAR Conference in Las Vegas, according to Auction Academy.

NAAA announces 12 scholarship recipients

FREDERICK, Md. - 

The National Auto Auction’s The Warren Young Sr., Scholastic Foundation recently announced its 12 scholarship recipients for the year.

In its 14th year, the program now offers eight $5,000 scholarships for attending a four-year institution and four $3,000 scholarships for a two-year college or vocational-technical school.

That’s a total of $52,000 annually in 12 merit scholarships, according to NAAA.

"Over the years our Scholastic Foundation has helped 168 deserving students from the NAAA family pursue their dreams of a higher education, thanks to the generous support of our members," NAAA President Warren Clauss said in a news release. "Today I'm proud to say the fund has grown to become a self-sustaining resource that ensures a legacy of learning and enhanced access to higher education for future generations. It's a prime example of NAAA's commitment to education and training opportunities."

With guidelines and recommendations developed by Scholarship America, an independent organization that reviews the applications, NAAA honors applicants for their academic record, in addition to leadership skills, honors, goals, work experience and public service experience.

Each year, all scholarship applicants must be either full-time employees of NAAA member auctions or corporate offices, their children or grandchildren.

The annual scholarship program has raised over $2.3 million since its inception, according to NAA.

This year’s 12 scholarship award recipients include: Alec Anderson of KAR Auction Services; Anne Dabroski of State Line Auto Auction; Keith Dabroski of State Line Auto Auction; Jacob Huffaker of Salina Auto Auction; Jacob Moyer of Manheim Philadelphia; Kimberley Paquette of ADESA Flint; Mazarine Penzin of Auctions in Motion—Thousand Oaks; Maria Rico of Orlando Longwood Auto Auction; Dane Rogers of DAA Northwest; Audrey Wood Manheim Louisville; Megan Wright of Airport Auto Auction as well as Manheim Scholarship recipient Matthew Wozniak.

NAAA gears up for 2-day auction standards training in Midwest

FREDERICK, Md. - 

The National Auto Auction Association’s Standards Training Program is gearing up to host more two-day-long vehicle inspections and arbitration training across three states throughout June, July and August.

This summer, classes will be held on June 7 and June 8 at Manheim Indianapolis, followed by July 19 and July 20 classes at Akron Auto Auction in Ohio, and then Aug. 22 and Aug. 23 courses at ADESA Chicago.

Classes will be instructed by Manheim director of arbitration Matt Arias, who will cover on Day 1 of each training, and on Day 2. Additionally, along with serving as director of arbitration for Manheim, Arias co-chairs the NAAA standards committee and is a member of the IARA standards committee.

According to the NAAA website, the first day of each training will center on how to inspect and identify areas of risk such as:

  • What the inspections cover or not
  • Interior damage
  • Vehicle information
  • Trim and series/model breakdowns
  • Prior repairs
  • Ways to streamline without sacrificing quality
  • Structural damage          
  • Ways to measure effectiveness for continuous improvement
  • Exterior damage

Meanwhile, the second day will cover the following topics concerning arbitration:

  • Understanding stakeholder’s perspectives         
  • Mutual gains vs. fixed pie negotiation
  • Sustaining or improving your bottom line
  • Mediation vs. arbitration
  • Arbitration policy sync and update
  • Scenario training
  • Know your best alternative to negotiated
  • Agreement benchmarking

The classes are $500 each and $750 for both.

Hotel accommodations for the upcoming June session in Indianapolis include the Hilton Garden Inn for approximately $159 per night, as well as the Indianapolis Marriott East for about $174 per night.

ServNet awards 8 scholarships to children of employees

FRANKLIN, Tenn. - 

ServNet has named eight winners of its 3-year-old scholarship program created for children of employees who study at two- and four-year colleges.

In January, ServNet announced that it expanded its scholarship program to hand out up to 10 awards this year.

"We were pleased to expand the scholarship program this year, adding an additional award for $2,500 for a student attending a four-year college," ServNet president Kevin Brown said in a news release. "We awarded a total of $19,000 this year and are very happy to announce the names of eight ServNet scholarship recipients."

Seven $2,500 awards went to students attending a four-year college or university, and one award of $1,500 went to an applicant who will enroll in a two-year college or vocational-technical school, according to ServNet.

The ServNet scholarship program was established in 2016 for the purpose of supporting company employees and their families pursue higher education.

The scholarship program can assist full-time ServNet auction employees, their children, stepchildren and grandchildren.

NADA announces dealership manager training series

TYSONS, Va. - 

The National Automobile Dealers Association is gearing up for its dealership manager professional training series beginning next month.

Participants can now choose from sales, office, parts and service management disciplines to complete a certification in just three months.

The professional series is designed for new or high-potential department managers, according to NADA.

Through Dec. 21, manager certification sessions will be held in Tysons, Va., Dallas and Cerritos, Calif.

Each certification encompasses four instructional modules: core competencies, leadership foundations, human resources foundations and DMS applications.

The first training session of the series is for office managers and will be held on June 5 in Tysons, Va. 

for a full schedule and for more information about each upcoming session.

NADA Foundation outlines plans for major workforce initiative

TYSONS, Va. - 

Last fall, a robust research project involving Cox Automotive and Hireology uncovered how much personnel turnover costs dealerships as well as what characteristics stores should seek in new employees.

Now, the National Automobile Dealers Association is strengthening its efforts to help dealerships stabilize and strengthen their human resources.

On Friday, the NADA Foundation’s Board of Trustees has approved plans and funding for a largescale workforce initiative to promote the value of dealership jobs, especially service technicians, in the automotive retail industry.

The initiative — which will include a new NADA Foundation website, videos, digital and social media content, and outreach to opinion leaders — will be developed in 2018 and launched at the 2019 NADA Show in San Francisco. The Foundation will also begin fundraising for the initiative in 2019.

“Local dealerships provide more than a million good-paying jobs in sales, management and service, which benefit communities everywhere,” said NADA Foundation chairman Annette Sykora, who is the dealer principal of Smith South Plains Ford and Lincoln in Levelland, Texas, and a former NADA chairman.

“And the future of our industry is the dealership workforce,” Sykora continued. “Considering the shortages that dealerships now face, especially in recruiting, training and retaining technicians, the time is now for our Foundation to educate America on the value of these jobs to workers and local communities.”

 The NADA Foundation developed the framework for its workforce initiative over the course of 2017, after identifying the great need to harmonize efforts from automakers, training centers, and dealerships — especially on recruiting technicians.

There is currently very little brand-neutral information on training centers, according to Jonathan Collegio, NADA’s senior vice president of public affairs, whose department administers the NADA Foundation.

“What we found are a lot of competing silos that don’t appear to be talking to each other, which makes getting into a technician career unduly burdensome on potential recruits,” Collegio said. “It is incredibly difficult for someone interested in a technician career to find clear information about the benefits of a technician career, and how to gain the training and certifications necessary. We plan to provide compelling information on these good-paying careers at dealerships.”

Collegio cited competing information on training centers as a major hindrance to recruiting, as OEMs often only refer to training centers they are partnered with, while ignoring other programs. For example, on its website, one major automaker references its Baltimore and Chesapeake, Va., T-10 training centers, but ignores a major training center near Washington, D.C., because it is not associated with that automaker.

"A potential recruit in the Washington, D.C., area may therefore not know there is a training center nearby," NADA said.

There is also a lack of targeted messaging and marketing to promote the careers, which Collegio says the NADA Foundation will address in its marketing efforts.

As NADA ramps up its efforts, one of the orchestrators of the research from Cox Automotive is upbeat about dealerships’ potential workforce.

“My hope by conducting this research is we’ll be able to change people’s opinion about what it’s like to work in the automotive industry, in particular, dealerships,” said Isabelle Helms, vice president of research and market intelligence at Cox Automotive, at the time the research initially was released.

“It’s an exciting new world. The world at dealerships is changing significantly. We need the next generation of workers to embrace looking at this industry differently,” Helms added.

New Affinitiv eBook argues why dealers should use revenue per UIO over service absorption metric

CHICAGO - 

Affinitiv announced Monday the release of its new free eBook for auto dealers, titled Why Service Absorption is a Dangerous Number: An Auto Dealer’s Guide to Growing Service Revenue Using Revenue per Units-in-Operation.

The eBook presents a detailed guide on how dealers can grow service profits using revenue per units-in-operation (UIO). And stresses why dealers should use revenue per UIO to guide their service revenue growth strategy over the service absorption metric.

“Service absorption is dangerous because it doesn’t measure a store’s achievement relative to its potential. Your service department can be at 100 percent service absorption but still be losing market share,” Affinitiv chief executive officer Scot Eisenfelder said in a news release. “Using revenue per UIO as a metric forces effort on activities that grow market share and increase customer retention.”

For dealers focusing on growing service department revenue, Affinitiv said the best metric to measure and track increase market share and increase service yield from current customers is revenue per UIO.

“A focus on maximizing revenue per UIO creates a fundamentally different strategic and operating mindset where the dealer does not concede any revenue to the aftermarket,” said Eisenfelder. “When dealers calculate their revenue per UIO it’s an eye-opening experience, and not necessarily in a good way.”

Using revenue per UIO as a metric provides dealers with a better understanding of their strengths and weaknesses because it more accurately represents a service department’s valid potential, according to the Affinitiv.

To download the free eBook, .

Auction Academy adds IARA CAR Certification to curriculum

FRANKLIN, Tenn. - 

Auction Academy announced Monday that its two-year training curriculum will now include IARA CAR Certification.

The addition of the IARA CAR Certification program follows the company's move to become a major sponsor of Auction Academy, the organization said. 

IARA’s training program is designed to address each step of the remarketing process. It covers the consignment and grounding of the vehicle, the completion of wholesale transactions and upstream selling, according to Auction Academy.

“Our goal is for all 24 students in the current class group Class 5 to complete all 20 modules of the CAR Certification course within their remaining 13 months of the Academy,” president Penny Wanna said ina  news release. “They will mark their graduation from Auction Academy and be officially recognized as CAR Certified during the 2019 Conference of Automotive Remarketing.”

She said Auction Academy’s current class group of 24 students will begin CAR Certification training during their fourth class session.

The upcoming session will be hosted by Chuck Redden of AutoTec, Tom Adams of Auction Insurance Agency and Steve Demedicis of AutoCheck on Feb. 22 to Feb. 24.

Wanna and IARA executive director Tony Long will attend the session to introduce the IARA CAR Certification course to the class, she said in a news release.

“The International Automotive Remarketers Alliance has long recognized the Auction Academy, in recent years under the guidance of Pierre Pons, as the primary source of training for some of North America’s best managed auctions,” added Long.

“Now under Penny Wanna’s leadership, the Academy continues to expand its reach to a more comprehensive audience. With the close ties that exist between IARA and Auction Academy, it only made sense to include the CAR Certification program in the Academy’s curriculum. IARA is thrilled that this training will expand the newly automated delivery of the program to even more auction professionals,” he continued.

Additionally, according to Auction Academy, Wanna who is CAR Certified also plans add designated time slots to two-year class groups and seminar series program agendas for IARA CAR Certification proctored testing opportunities.

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