Automotive News - August 18, 2008 - (Page 9)

ADVERTISEMENT Remarketing Report Q&A WITH TOM WEBB Simply put, as always, dealers are looking for inventory that will turn quickly at an acceptable gross margin. Today, small and midsize cars ﬁt that bill to a tee. In fact, even within these categories, the most fuel-efﬁcient models are earning dealers a gross margin that more than offsets the high wholesale cost. Because dealers have an increased need to source these types of vehicles, Manheim has held “Green” sales, with fuel-efﬁcient vehicles grouped together so that dealers can ﬁnd the widest selection of the vehicles they’re looking for all in one place. This is not to say, however, that dealers are ignoring other market segments. Wholesale prices for fullsize trucks and SUVs have adjusted dramatically, and nimble dealers are selectively acquiring these units at a price point that is attractive to both them and their retail customers. Tom Webb, Manheim Consulting Chief Economist Dear Automotive News Readers, Manheim’s mission is clear – to help dealers succeed. In today’s challenging economy, our partnerships and our ability to develop the right solutions for dealers have never been more important. We’ve found identifying the right solutions takes collaboration, persistence and, at times, a commitment to sacriﬁce short-term gains for long-term results. We’re focused on creating programs and services that address not only today’s issues, but also tomorrow’s challenges. The best way to achieve these results is to listen to our customers. This face-toface communication begins on the front lines with our dealer sales teams in our auctions. In all, we have more than 400 representatives in the ﬁeld whose primary job is to listen to dealers and help connect each unique customer with the right programs and services. Manheim is investing in training for employees to help them accurately meet each individual client’s needs. Because there are no one-size-ﬁts-all answers, our goal is to tailor solutions to meet speciﬁc customer challenges. Before employees offer a program or service to dealers, they conduct a needs analysis that helps us offer the right solution while saving dealers valuable time. On this page, you’ll read about one speciﬁc program Manheim has implemented to help dealers succeed. The SuperSeller program was created as a result of customer feedback and has had a dramatic impact for buyers and sellers alike. I encourage you to let our teams show you how we can help you improve your bottom line. Sincerely, Nick Peluso Sr. V.P., Account Management and Customer Strategies P.S. – I can’t let this opportunity slip by without recognizing the National Auto Auction Association on their 60th anniversary. All of us at Manheim congratulate you! Absolutely. It is a truism that when market pricing is volatile, inventory turn takes on added importance. And, the best way to increase turn is to get vehicles frontline-ready as quickly as possible. That, in turn, demands a one-stop solution provider, such as Manheim. Given the price premium that customers are now paying for fuel-efﬁcient small cars, they are expecting a fully detailed vehicle with maybe a few additions, like special wheels, a spoiler or side skirts. Scuffed bumpers, panel dings or dulled headlamp lenses certainly don’t offer a great ﬁrst impression. SOLUTIONS THAT WORK FOR DEALERS: IDENTIFYING CONSIGNORS WHO SELL Manheim’s SuperSeller program was created in direct response to dealers looking for a way to increase their visibility at auction while driving increased sales. By identifying dealers with a solid vehicle-selling record at auction, buyers can achieve their buying goals more quickly and reduce time in the lanes. The SuperSeller program recognizes and rewards independent and franchised dealers who consistently sell a high percentage of their vehicles. SuperSellers are dealers who sell 70 percent or more of their vehicles offered on a consistent basis and who recognize the auction’s role as a partner in their success. SuperSeller vehicles are clearly identiﬁed with special decals for buyers and receive recognition by the auctioneer in the lane. SuperSellers are successful because they take full advantage of Manheim’s products and services and realize the importance of earning their reputations every day. Vehicles with the SuperSeller designation are considered good buying opportunities and are priced to sell. SuperSeller identiﬁcation reinforces that the dealer is in good standing with Manheim and allows the buyer to purchase with increased conﬁdence. Due to the success of the SuperSeller program, Manheim is exploring the creation of a frequent buyer program. This program will be designed to recognize dealers who purchase vehicles online, in-lane and via Simulcast. Similar to frequent buyer programs in other industries, the program’s goal is to recognize and reward customer loyalty. DID YOU KNOW?

Table of Contents Feed for the Digital Edition of Automotive News - August 18, 2008

Automotive News - August 18, 2008 Smart answer: A tiny Hyundai from India Toyota idles factories — but can't lay anybody off Sharing the pain N. America: Brembo's big break? Ford adds 7 preferred suppliers; total rises to 65 Suit: Report of store's death is premature Lincoln crossover will get MKT nameplate Ligocki will head Mexican/Chinese car deal Industry tries lean lobbying at conventions Ford reins in F-150 order combinations Nissan will buy more in Mexico Leland, master of precision and luxury cars Honda will launch Prius fighter in April Porsche bolsters warranty on pre-owned vehicles CTS wagon arrives in spring GM: Aerodynamic design boosts Volt's range Denso is Chrysler 'Supplier of Choice' Kudos to Ford for improving supplier relations How do we define 'automaker'? Concept of leasing had been polluted Totaled cars: We don't need a new law Hybrids too quiet? Sounds like trouble Marketing tips for the 21st century Scion tries to get leg up when flexing its hip Scion ads show community of cool — but no owners July trucks sales fall; rate of decline slows Hargrove forecast: Good for now, bad for long term Mitsubishi plans plant to meet battery demand Mini Cooper D(iesel) delivers, but not here yet Logistics company's goal: Cut fuel use even more Transporter joins the cars it delivers in going green Saturn, Scion lost that special feeling Expert: CAFE debate irrelevant Chrysler plans unibody, fuel-efficient Grand Cherokee Panel: CAFE will change U.S. car mix Toyota revs up its aftermarket parts business Dealers Who's that sporting Brembos now? Moody's cuts GM rating Analyst Merkle moves Ford will sell stock BMW recalls 320,000 vehicles Intermet in Chapter 11 again GM adds 4 XFE models Delphi ends battery venture Chamco cases bounce around court system Mercedes sues Cobasys over batteries For a while, the party's over at Toyota Buy Hummer? Nyet, says Russian automaker What cars will be the cruisers of tomorrow? GM sets 'em up for Dems, GOP Chung sprung A good day at work: $22 million

Automotive News - August 18, 2008

Automotive News - August 18, 2008 - (Page Intro) Automotive News - August 18, 2008 - Sharing the pain (Page 1) Automotive News - August 18, 2008 - Sharing the pain (Page 2) Automotive News - August 18, 2008 - Ligocki will head Mexican/Chinese car deal (Page 3) Automotive News - August 18, 2008 - Nissan will buy more in Mexico (Page 4) Automotive News - August 18, 2008 - Nissan will buy more in Mexico (Page 5) Automotive News - August 18, 2008 - CTS wagon arrives in spring (Page 6) Automotive News - August 18, 2008 - CTS wagon arrives in spring (Page 7) Automotive News - August 18, 2008 - Denso is Chrysler 'Supplier of Choice' (Page 8) Automotive News - August 18, 2008 - Denso is Chrysler 'Supplier of Choice' (Page 9) Automotive News - August 18, 2008 - Denso is Chrysler 'Supplier of Choice' (Page 10) Automotive News - August 18, 2008 - Denso is Chrysler 'Supplier of Choice' (Page 11) Automotive News - August 18, 2008 - Totaled cars: We don't need a new law (Page 12) Automotive News - August 18, 2008 - Totaled cars: We don't need a new law (Page 13) Automotive News - August 18, 2008 - Marketing tips for the 21st century (Page 14) Automotive News - August 18, 2008 - Marketing tips for the 21st century (Page 14a) Automotive News - August 18, 2008 - Marketing tips for the 21st century (Page 14b) Automotive News - August 18, 2008 - July trucks sales fall; rate of decline slows (Page 15) Automotive News - August 18, 2008 - Mitsubishi plans plant to meet battery demand (Page 16) Automotive News - August 18, 2008 - Mitsubishi plans plant to meet battery demand (Page 17) Automotive News - August 18, 2008 - Saturn, Scion lost that special feeling (Page 18) Automotive News - August 18, 2008 - Saturn, Scion lost that special feeling (Page 19) Automotive News - August 18, 2008 - Saturn, Scion lost that special feeling (Page 20) Automotive News - August 18, 2008 - Saturn, Scion lost that special feeling (Page 21) Automotive News - August 18, 2008 - Chrysler plans unibody, fuel-efficient Grand Cherokee (Page 22) Automotive News - August 18, 2008 - Panel: CAFE will change U.S. car mix (Page 23) Automotive News - August 18, 2008 - Panel: CAFE will change U.S. car mix (Page 24) Automotive News - August 18, 2008 - Panel: CAFE will change U.S. car mix (Page 25) Automotive News - August 18, 2008 - Panel: CAFE will change U.S. car mix (Page 26) Automotive News - August 18, 2008 - Panel: CAFE will change U.S. car mix (Page 27) Automotive News - August 18, 2008 - Dealers (Page 28) Automotive News - August 18, 2008 - Who's that sporting Brembos now? (Page 29) Automotive News - August 18, 2008 - Delphi ends battery venture (Page 30) Automotive News - August 18, 2008 - Delphi ends battery venture (Page 31) Automotive News - August 18, 2008 - Mercedes sues Cobasys over batteries (Page 32) Automotive News - August 18, 2008 - Mercedes sues Cobasys over batteries (Page 33) Automotive News - August 18, 2008 - A good day at work: $22 million (Page 34) Automotive News - August 18, 2008 - A good day at work: $22 million (Page 35) Automotive News - August 18, 2008 - A good day at work: $22 million (Page 36) 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