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Dealers Use In-House CRM to Drive Sales

Dealers Use In-House CRM to Drive Sales

Robert Beck, president, Stop ‘N Drive Motors, San Antonio, Texas:

“We have one location and we opened up in 2005.

“We usually stock about 40 to 50 cars. We have relationships with local new-car dealers that have on-site auctions. So we go to their place and try to outbid everyone else. 

“We also buy at regular auction – Manheim auctions. When we go to the auction, we try to only buy new-car trade-ins.

“Over the course of the year, we sell an average of 15 a month.

“We are 100 percent buy-here, pay-here. Down payments vary. During tax season, people have more of a down payment than they do now. Over the course of the year, I’d say it’s about $2,000.

“Average retail price is about $13,900.

“It used to be, when we opened up, we’d try to keep term lengths at 36 months. Now that’s crept up, probably, to 42 or 44. But cars have gotten more expensive since we opened up.  I remember our plan was to buy a $4,500 car. You can’t get much for $4,500 now.

“The average year is probably a 2007, maybe a 2008.

“Average mileage is going to be anywhere between 100,000 and 120,000.

“My partner’s a good buyer. He has to shake the bushes, but he always comes up with some good pieces.

“We’d always like to get more trucks. Right now, we only have one truck, but that’s because we recently sold a few. Normally, we’d like to have four or five trucks.

“Our niche is mainly trucks and SUVs. We have some sedans, because some customers will want a rig with good gas mileage. But guys who work need the pickup truck to work or they need the SUV to carry their kids in.

“We’re mainly domestic. We’ll pick up a few imports if we come across a good deal.

“Average reconditioning is about $500. We do it ourselves.

 “We do very little advertising. We do some on Facebook and Google. We also have our website.

“Repeat and referral is a big part of our business. We have a CRM tool that we developed years and years ago in-house. We contact customers on a regular basis.

“We recently sold a 2008 Chrysler Aspen. It had 127,000 miles and we sold it for $14,900.”


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    The buy-here, pay-here business might end up the hardest hit used-car segment from the recent hurricanes.

    Ken Shilson, founder of the National Alliance of Buy-Here, Pay-Here Dealers said the performance of in-house finance portfolios following other storms shows they take a major hit.

    “The loses on the portfolios in some cases were absolutely horrific,” he said.

    One the biggest challenges will be replacing lost vehicles.

    While the industry is grappling with an excess of late-model units, the older cars buy-here, pay-here dealers specialize in are in short supply.

    “We’re not going to be able to easily replace that inventory,” Shilson said.

    The NABD is doing its part to help those dealers affected by the storms.

    A portion of the proceeds from its upcoming conference in Orlando, Fla, will aid those in need.

  • America’s Car-Mart Names New CEO

    After more than three decades in the buy-here, pay-here business, William H. "Hank" Henderson is retiring.

    Henderson will step down as CEO of America’s Car-Mart on Dec. 31. President Jeff Williams will move up to fill Henderson’s role.

    Henderson spent the last10 years leading the Bentonville, Ark.-based buy-here, pay-here chain. Prior to that, he served the company in several roles, including chief operating officer and President.

    “I feel truly blessed to have had this opportunity,” Henderson said.

    Henderson will remain a member of Car-Mart’s board and have the title of CEO Emeritus.

    Williams joined Car-Mart 12 years ago. He has been President since 2016 and chief financial officer since 2005. I too am very excited about our future and look forward to helping the Company grow as we support our customers by providing a higher level of service than competitive offerings," Williams said.

    Prior to joining the company, Williams spent approximately seven years in public accounting with Arthur Andersen & Co. and Coopers and Lybrand LLC in Tulsa, Okla., and Dallas. His experience also includes approximately five years as chief financial officer and vice president of operations of Wynco LLC, a nationwide distributor of animal health products.

    Williams takes over at a time when America’s Car-Mart has been struggling following years of rapid growth.

    The company is focusing on productivity improvements for existing dealerships to take back some market share. Car-Mart is also investing in general manager recruitment, training and advancement as well as collections support.

    Williams said these investments “will help allow us to confidently grow and leverage our costs over time."

    “We are excited about our future, and we are committed to our continued success,” Williams said.

    Investors seem mixed in their reaction, as Car-Mart’s stock continues to experience large fluctuations.

  • Consulting Group Reflects on Growth After First Year

    A year ago, industry veterans Tom Stewart and Richard Curtis launched  Auction Management Solutions Inc (AMS) to provide consulting services to the automotive industry. 

    This past year AMS has seen explosive growth in its core business, adding independent auto auctions, service providers, and vendors. 

    “Richard and I are humbled by the success we have achieved in such a short period of time”, Stewart said.  “We started this firm to deepen relationships between consignors and our clients, and to illustrate that independent auctions can and will continue to provide all the services consignors have come to expect”.

    AMS currently represents 17 auctions across 14 states, with new locations being added steadily. The latest addition is Rea Brothers’ Mid-South Auction in Pearl, Miss.

    “We are confident that our new working relationship with AMS is going to provide real dividends for our auction,” , John Rea, the auction’s managing partner. 

    The main focus of AMS is to provide strategic business development services, with an emphasis on processes, profitability and exposure that aid in the growth and success of the client/partners.   “It is our intent to keep our clients on the forefront of the automotive remarketing industry by maintaining a comprehensive and competitive suite of services”, Curtis said.

    AMS recently announced the addition of two additions to their staff.   

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    More recently, Shelly Frank came on board. Frank birngs more than 25 years of experience in the auto finance and wholesale auto auction industry. 

    Frank previously served as loss mitigation operation manager of Fireside Bank, and as vice president of business development with North Bay Auto Auction. She continues to work with North Bay on projects as a consultant.

    Frank has also been active in the Western Chapter of the National Auto Auction Association.


    “Both of these women bring years of experience, a wealth of industry knowledge, and contribute diverse areas of expertise to the team, allowing AMS to provide all manners of service to our partners”, Stewart said.

    “AMS looks forward to many successful years of working with our clients and providing services to, and for, the entire industry.”


Copart Expands Facility

Copart Expands Facility

Copart Inc. expanded its New Orleans facility.The auction is located at 14600 Old Gentilly Road. The New Orleans expansion marks the twelfth Copart expansion announced this calendar year.



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