Auto Remarketing Honors Women in Remarketing with Special Feature, Luncheon

March 11, 2009

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CARY, N.C. — Auto Remarketing welcomes you to our inaugural Women in Remarketing feature, where we've highlighted 12 ladies who consistently go above and beyond.

For this article, we asked executives throughout the nation to nominate women they believe have dedicated themselves to furthering the industry, whether through philanthropy, education, breakthrough strategies or other initiatives. We received an amazing amount of nominations and want to thank each and every one of you who participated.

We found it extremely difficult to narrow the list down to just 12 women; however, due to space constraints, it was necessary. Our publishers and top executives, including myself, selected ladies we felt best represented the many facets of the industry.

For those ladies who did not receive the nod this year, please nominate them again next year, as we want to recognize as many of these women as possible in our regular annual series. Please stay tuned to our e-newsletters and publications to learn when this opportunity will arise again. Also, please keep a lookout as we will offer other nomination opportunities throughout the year.

We invite you to join us at our iRemarketing conference April 28 to 30, at the scenic Wigwam Golf Resort & Spa, where we and our sponsors will host a special luncheon in these ladies' honor. The women professionals will take to the stage for recognition and to discuss their various achievements and for a Q&A session, which will be hosted by Grace Appleton, who just accepted a position as remarketing sales director for SmartAuction.

Joining her on stage will be:

—Renee Dusek-Higgins, Davis-Moore Auto Group

—Jennifer Johnson, Jennifer's Auto Sales

—Carol McDavid, Semperian (for GMAC)

—Jane Morgan, ADESA

—Berta Phelps, Manheim

—Karen Tanner-Smith, CitiFinancial Auto

—Allison Weller, Chrysler Financial

—Lynn Wolver, Chase Auto Finance

More of our honorees may be added to this list as they confirm attendance. To learn more details or register for iRemarketing and this luncheon, visit www.autoremarketingconferences.com.

Now, without further ado, please join me, Jennifer Reed, Auto Group Editor, in congratulating our 2009 Women in Remarketing (in alphabetical order):

Carolyn Crafts

Cars.com

Like a huge number of people around the world, Carolyn Crafts pays more attention to the Super Bowl ads on TV than the big game itself.

It's not that she dislikes football. It's just that those ads are her passion. As vice president of marketing for Cars.com since 2005, Crafts has been one of the masterminds behind the company's foray into Super Bowl advertising.

According to nominator Mitch Golub, president of Cars.com, it's Crafts' responsibility to lead Cars.com's "national and local efforts to raise consumer awareness of the vehicle listings" by dealers and manufacturers on not only Cars.com but also other related third-party Web sites.

Crafts and her team fashioned a campaign focused on helping consumers make "smart buying decisions." She then took this consumer-confidence message to the national stage in 2008 with two 30-second spots during Super Bowl 42 that attracted more than 90 million viewers. And this past February, she returned Cars.com to the big game with a 60-second spot that was designed to underscore how Cars.com can "help buyers decide what to buy, where to buy and how much to pay for their next car," Golub noted.

In nominating Crafts for the Women in Remarketing recognition, Golub pointed to the success of Crafts' efforts.

"Results from the 2008 spots were dramatic and immediate as tens of thousands of car buyers visited Cars.com — many for the first time — to research an upcoming vehicle purchase," Golub explained.

"More importantly, the campaign continues to drive traffic and sales for our advertising dealers and manufacturers," he added.

"As dealers and manufacturers look for new ways to drive showroom traffic, they're getting an invaluable assist from Carolyn Crafts," Golub also noted.

Crafts joined Cars.com after more than 10 years with the Chicago Tribune and Tribune Interactive & Classified, where she served in many capacities ranging from marketing analyst to director of strategic planning. She led efforts for print and online classified products across Tribune Company newspapers.

Renee Dusek-Higgins

Davis-Moore Auto Group

Renee Dusek-Higgins enjoys letting her hands and fingers do her work.

Dusek-Higgins has been with the Davis-Moore Auto Group in Wichita, Kan., for the past eight-plus years, directing its Internet department and business development center the entire time.

According to Sean Hudspeth, director of human resources and risk management for the auto group, the group has seven new-car locations and an Internet team to help meet the needs of their growing customer base.

Dusek-Higgins' staff has expanded from one additional part-time person to five full-time employees, plus herself.

Hudspeth pointed out that she has taken a department that was "put together on a shoestring budget" and developed it into the "thriving profit center it is today in these tough and challenging economic times."

Dusek-Higgins is known for coming in early and staying late, being on call when dealership staff and managers need her, all the while handling responsibilities at home.

Hudspeth said her husband has served in the military and was stationed overseas for several tours, requiring that Dusek-Higgins be able to run her household and take care of their five children, all the while keeping up with her responsibilities at work.

In 2007, Dusek-Higgins was included in Wichita Business Journal's annual recognition of 40 business professionals under the age of 40 who are "making great strides" in their careers and lives.

That same year, she was named the Leukemia and Lymphoma Society's Woman of the Year. She ran in her first race and raised countless dollars for LLS. In fact, Hudspeth said she raised more money for the charity than any other female had ever done in the past.

In nominating Dusek-Higgins for the Women in Remarketing recognition, Hudspeth said, "Renee is a valuable employee, mother, friend, co-worker, sister and mentor. It is her drive, determination and caring personality that make her what she is today."

Sean Tarbell, vice president and general sales manager, said he "would admit that it was one of the best hires he made."

Joan Horst

BMW of North America

Joan Horst recognizes the growing importance of building a strong certified pre-owned brand, one of the few bright spots for 2008 in an overall abysmal sales year throughout the auto industry.

For the past three years, Horst has served as pre-owned manager of marketing for BMW of North America. She is part of a CPO team that has worked aggressively with its dealers, and the results show.

In 2008, BMW dealers sold 104,500 certified units, a 16.4-percent increase from a year ago. What's more, when the economy and the industry were at their weakest, the automaker wrapped up 2008 by moving 11,719 CPO models, its strongest month of the year and a 23.4-percent improvement from the same period of 2007.[tc1]

Horst came to the CPO side after managing BMW Motorcycle Riders Gear & Lifestyle for six years. Prior to that, she worked as event manager for Alem International Management, responsible for BMW Motorcycle events. From 1995 to 1997, Horst was marketing manager for Edelweiss Bike Travel for BMW of North America. And for the previous eight years, the graduate from the University of Phoenix was marketing manager for Gerber Scientific within the apparel and fashion industry.

Several nominations for the Women in Remarketing recognition came in on Horst's behalf.

Frank Smychnsky, BMW brand manager for AutoTrader.com National Accounts, said of Horst: "Joan has always taken the time to treat AutoTrader.com as a partner rather than just a vendor. This special relationship allows for our brand team to gain insight on her successes, challenges and needs, which allows us to bring solutions that help her to reach her goals."

Also expressing a ringing endorsement was John Amthor, a national accounts sales manager for AutoTrader.com. He said: "What sets her apart, in my opinion, is not only her strong commitment and passion toward servicing her dealers, but how fair and clear she communicates with her business partners such as us at AutoTrader.com. Her tremendous pride regarding the BMW certified program continuously shines through and makes you want to work harder for her and her team."

Jennifer Johnson

Jennifer's Auto Sales

Not only is Jennifer Johnson admired throughout eastern Washington and western Idaho as one of the area's top used-car dealers, but she's also highly applauded by customers for her famous cookies and other baked goods.

Going out of her way to make her dealership feel like a home, Johnson had a complete kitchen built into her new store in Spokane Valley, Wash. At least three times a week, Johnson is baking cookies and treats to share with her customers.

A lifelong resident of Liberty Lake, Wash., Johnson's automotive career began in 1977. She was first a sales associate at Buchanan Chevrolet. Then she went on to manage at both Appleway Automotive and Camp Automotive.

But Johnson always dreamed about owning her own dealership. That aspiration was realized in 1997 when she opened Jennifer's Greenacres Auto Sales.

As sales and customers increased, Johnson moved into her new location in November 2007. It's five times larger than her previous location. Not only is she able to display about 50 more vehicles, but she also has a full auto service center and storage facility for boats and RVs.

For the past four years, the dealership has been recognized among Spokane's "Best Used Car Dealers." At the same time, Spokane/Coeur D'Alene Living magazine awarded its "Best Service Department" distinction to Johnson's dealership.

Johnson sponsors various community events. Late last year, she held a blanket drive with the Spokane Valley Fire Department, during which more than 500 blankets were collected and delivered to local shelters.

She has served as president of the Washington State Independent Automobile Dealer Association in 2003 and 2004.

In nominating Johnson for the Women in Remarketing honor, Mary Kae Repp, owner of Genesis Marketing in Spokane Valley, observed: "On many occasions, auto dealers in the area call her for advice because her dealership leads the market in sales, loyal repeat customers and long-term employees. The honest truth is many local dealers, new and used, want to be like her and wished their dealerships ran as efficiently as hers."

Melanie Kovach

AutoMart.com/AutoExtra.com

With more and more car shoppers researching vehicles online before ever stepping foot onto a dealership lot, Melanie Kovach fully understands the power of the Internet and the significance of an engaging Web site.

As general manager of AutoMart.com and AutoExtra.com, which recently came under the umbrella of AutoTrader.com, Kovach oversees their daily operations as well as marketing and product development.

She has 10 years of print and online publishing experience and previously worked as the business development manager for AutoMart magazine, focusing on increasing distribution through circulation initiatives, retail agreements, partnerships and sponsorships. Prior to joining Cox Enterprises in 2002, Kovach was the circulation director for Alternative Press magazine.

According to officials, Kovach in 2008 spearheaded the redesign of the AutoMart.com Web site to enhance its user-friendliness. She also introduced mobile capability to the site and led the launch of a new site, CarShopSmart.com.

Joe George, general manager and vice president of AutoTrader.com, pointed out that under Kovach's leadership, "AutoMart.com and AutoExtra.com exist as two of the most competitive automotive Web sites where consumers can buy, sell or research a vehicle."

Kovach is also cited for her commitment to community. While balancing her general manager duties, she served as president of the Cox AutoTrader and AutoMart Community Involvement Committee. According to George, employees across the U.S. donated nearly 5,000 hours of community services to numerous nonprofit and charitable organizations in their local communities in 2008.

At the same time, Kovach is an active member of the International Association of Business Communicators and a recipient of the Great Lake District "Excellence in Circulation" award. She received a bachelor of arts degree in communication from Ohio State University.

"Melanie is an exceptional business leader and marketing professional," stated George.

"In sum, she is an extremely gifted professional who is deserving of this honor," George added in nominating Kovach for the Women in Remarketing recognition.

Carol McDavid

Semperian

Carol McDavid has grown rather fond of saying goodbye — to aging inventory, that is.

McDavid serves as executive vice president of remarketing and account servicing at Semperian, the backbone subsidiary of GMAC's automotive finance service operations. For the past 15 years, she has helped spearhead one of the industry's largest remarketing operations.

According to Semperian president Evan Noulas, who nominated McDavid for the Women in Remarketing recognition, she is a 24-year employee of GMAC and is based at Semperian's headquarters in Southfield, Mich. Today, she is responsible for both account servicing activities and remarketing efforts.

Noulas credited McDavid for enabling Semperian to not only navigate through a challenging year in the remarketing industry, but also for improving company performance while setting the stage for future growth.

And that's where her "goodbye skills" have come in handy. Noulas said that under McDavid's leadership, the company "significantly reduced" aged inventory for all product lines while also implementing a "quality assurance program to ensure proper account handling."

Noulas added that McDavid was also instrumental in the completion of Semperian's online grounding process for vehicles in 2008 across thousands of U.S. dealerships. He went on to say that the "successful completion" of this project has led to "dramatic reductions, if not the eventual elimination, of costly notification delays" that can disrupt the remarketing process for GMAC.

In fact, according to Noulas, "working with dealerships to utilize the new hardware and software has not only contributed to greater customer satisfaction, but also increased returns by getting the grounded vehicles into the remarketing process faster."

"Carol is a critical member of our leadership team at Semperian," Noulas stated.

"Her personal attention to detail and ability to see the big picture is transforming our operations through the implementation of quality controls and advanced analytics to make sure we are the best in the business," he added.

Jane Morgan

ADESA

As one who relishes every chance to enjoy the outdoors, whether taking a long weekend motorcycle ride with her husband or traveling extensively in her RV, Jane Morgan is well acquainted with the worth of specialty sales to the auction industry.

So much so, Morgan was tapped in 2008 to become president of ADESA's specialty sales division.

Morgan is an auction veteran with more than two decades of industry experience. A registered certified public accountant, she began her career as a controller at Dallas Auto Auction.

From there, she became assistant general manager at ADESA Dallas. Morgan then moved to North Carolina, where she was general manager of ADESA Charlotte for nearly 10 years. Next, she was named a regional manager, overseeing the company's eastern region. In 2007, she was promoted to regional vice president.

Outside of her ADESA responsibilities, Morgan is active within the National Auto Auction Association, serving on its board of directors. She co-chairs the national dealer affairs/institutional sellers committee and is a member of this group's legislative committee.

In nominating her for the Women in Remarketing distinction, Bob Rauschenberg, ADESA's executive vice president of sales and marketing, said: "It's more than Jane's impressive career path or various accomplishments that make her worthy of this recognition. She possesses a true entrepreneurial spirit combined with a servant attitude. Jane has a ‘do whatever it takes' approach to work and life. She does it all with passion, and most importantly, a smile on her face."

Appleton lauded Morgan as an instructive and gracious mentor.

Appleton recounts: "I wanted to learn more about fleet/lease operations at our auctions, so Jane invited me down to spend a few weeks at her auction. As busy as she was as GM, she always found time at the end of each day to review what I had learned and understand how that would relate to my new role and customers. Jane is still someone I can reach out to anytime and is always happy to lend whatever needed support."

Berta Phelps

Manheim

Berta Phelps' career with Manheim spanned nearly 40 years before she retired at the end of 2008. Not only was she commended by company executives as a "driving force" within Manheim, but she's often been extolled as a committed leader within the remarketing industry who worked tirelessly and with aplomb.

In fact, Chuck Stepter, general counsel for the National Auto Auction Association, once quipped, "Berta doesn't work for just Manheim, she works for the entire industry."

Moving from Germany to the United States in 1964, Phelps joined Manheim in 1970 as office manager at the Atlanta Auto Auction. She worked her way up to assistant general manager.
In 1991, Phelps became vice president of business operations and moved to Manheim's corporate office. Six years later, she was promoted to regional vice president of operations.

Phelps took on the role of vice president of best practices in 2001 before being named vice president of strategic operations in 2007.

Looking to champion the greater industry, Phelps was active in NAAA, the International Association of Auto Theft Investigators and the National Odometer and Title Fraud Enforcement Association.

Moreover, Phelps is a member of both the Industry Advisory Board to the American Association of Motor Vehicle Administrators and the National Motor Vehicle Boards and Commissions. Also, Phelps currently chairs the NAAA's legislative committee.

Additionally, she has worked with the Federal Trade Commission on its Lemon Law Committee, as well as with the governor of Georgia's Ad Hoc Committee, which designed the state's salvage laws.

Recognizing her multiple contributions, the NAAA inducted Phelps into its Hall of Fame in 2004. She was also touted as one of the 100 Leading Women in the North American Auto Industry by Automotive News in 2005.

In nominating Phelps for the Women in Remarketing honor, Mike Broe, vice president of strategic operations for Manheim, said: "Berta has been a strong leader, team player and most importantly, a passionate advocate dedicated to improving the automotive remarketing industry. Her people skills, willingness to mentor others and her solid operational expertise have set an example for others to follow."

Shirlie Slack

Shirlie Slack Mitsubishi

More than 40 years ago, Shirlie Slack got her start in the auto industry as a wholesaler at the Fredericksburg (Va.) Auto Auction. That eventually led to Slack opening up her own used-car operation.

Today, even while overseeing 40 employees and keeping up with a new franchise, Slack still loves to go to the auction, now known as Manheim Fredericksburg, and represent her 50 to 60 cars every Thursday.

As a young mother whose youngest child had entered school, Slack needed and wanted a part-time job with flexible hours, some challenge and a little responsibility. She was hired by B.C. Bumgardner, owner of Orrison Motors.

Bumgardner encouraged her to get a license. So she did. Her job was to coordinate the store's wholesale operation, doing whatever it took to get his cars front-line ready for auction.

And that led her to launch Shirlie Slack Auto Center, a family owned and operated retail store. She was joined by her husband, Stan, and later by other family. Son Richard died in 1992, and Stan passed away in 1994. Daughters Laurie and Patti, now officers of the corporation, have made the business their own careers. As service manager, son Kirk designed and oversaw the construction of their new building, which they moved into last August. The Mitsubishi franchise was added in 2008.

Slack has been active within the Virginia Independent Automobile Dealers Association, elected as president and holding all posts leading up to that office. She's been a State Quality Dealer. In addition, Slack has served on the national scene - as secretary and vice president within NIADA.

According to VIADA, Slack was the first person in her area to hire a Hispanic employee. Sal Sauceda was a vegetable picker from Mexico when they met. After being taught English, he became a lot attendant, then worked in the dealership's recon shop. Today he's one of the store's top sales associates.

Pete Lukasiak, one of the principals of the Aardvark Auto Resource Group, said of Slack: "She is a real pioneer in the business. She's a quality person, very community-oriented and has supported dealer association activities personally and financially."

Karen Tanner-Smith

CitiFinancial Auto

Denver, aka the Mile High City right in the thick of the Rocky Mountains, seems to be the perfect locale for Karen Tanner-Smith to help take the remarketing program for CitiFinancial Auto to greater heights.

Tanner-Smith has been with the company's remarketing group in Denver for the past eight years. She is a graduate of the University of North Texas and previously worked as a senior manager at PricewaterhouseCoopers.

According to officials, Tanner-Smith is senior vice president for CitiFinancial Auto-Default Operations. She also serves as site president for its building in Denver.

Lane Weber, vice president for national remarketing at CitiFinancial Auto, pointed out that the remarketing group, under Tanner-Smith's tenure, has been able to implement and trademark a used-vehicle certification program that has become "a standard for the industry."

One of Tanner-Smith's primary responsibilities, Weber said, has been to improve net returns and to push one of the industry's "most extensive" reconditioning programs. As a result, he noted that the remarketing group has been cited internally as "a center of excellence" within the company.

Keeping a strong focus on the used-car market, Tanner-Smith regularly visits auctions, conducts audits and attends industry events. And when volume increased at CitiFinancial Auto, she filled in as a sales representative on a monthly basis.

"Under Karen's leadership, CitiFinancial Auto has flourished," noted Weber.

Also submitting Tanner-Smith's name for the Women in Remarketing recognition was Dianna Grimmett, national account manager for Mountain State Auto Auction and Capital City Auto Auction.

"We nominate Karen for her hard work in remarketing and her strong ability to keep the audit procedure for CitiFinancial as the tightest in the industry, thus being fair to both CitiFinancial and to the auctions," Grimmett said.

Tanner-Smith has also contributed to the welfare of different charitable organizations in the Denver area. In 2008, her team raised more than $100,000 for charity from events organized through the Denver site. At the same time, she serves on the local board of directors for Junior Achievement.

Allison Weller

Chrysler Financial

Because so many vehicles are now being sold via diverse online channels long before they get to a physical auction, considered downstream in the wholesale process, Allison Weller is at the forefront of that endeavor for Chrysler Financial.

Weller was appointed senior manager for mid- and post-term remarketing for Chrysler Financial in July 2007. Prior to taking on that position, she was project manager for remarketing at DaimlerChrysler Financial Services.

And Weller, who has a finance degree from Miami University and an MBA from The American Graduate School of International Management, previously served as operations manager for the West Business Center for Mercedes-Benz Financial. She joined the company as an energy candidate in June 2003.

As technology has advanced and influenced the way automakers and their captive finance arms do business, Weller focuses her current attention on all upstream sales. These include alternative channels, Internet sales and auction sales for Chrysler Financial's off-lease vehicles.

In nominating Weller for the Women in Remarketing recognition, Eckart Klumpp, vice president of remarketing for Chrysler Financial, looked beyond all of the success she's achieved and alluded to issues of character.

"Weller is an active mentor, a champion for women's issues and a member of the inclusion forum at Chrysler Financial. She is also a member of the customer advisory board for ADESA," Klumpp said.

"She believes if you prove yourself in the job, you will earn respect. She is guided by the leadership behaviors of honesty, integrity, forward thinking and competence, and it is these strengths that have helped her to excel in her current role," he added.

"Her desire is to continuously learn, improve and challenge herself in the job. She enjoys the complexity of the work in remarketing and the ability to balance the needs and concerns of different stakeholders including the dealers, customers and Chrysler LLC," Klumpp continued.

"Allison finds it important to ask the right questions, get the right people involved and anticipate and address stakeholder concerns up front," he concluded. "She believes everyone has the capacity to improve; the challenge is asking for feedback and embracing it."

Lynn Wolver

Chase Auto Finance

E-commerce is no longer on the outer fringe of the remarketing world. It's now mainstream. Somebody who knows that firsthand is Lynn Wolver, first vice president of national vehicle remarketing for Chase Auto Finance.

In that position, Wolver directs the Lease End Consulting unit, which manages all lease-end activities, and the Asset Remarketing department, which disposes of the bank's loan, lease, RV and marine assets acquired through turn-in or repossession.

As a result of the merger between Chase and Bank One, Wolver became responsible for the remarketing operations of the combined organization. Prior to joining Bank One in 1997, she had more than 10 years of experience in collections and call center management with previous management positions at U.S. Bank's auto collection division and May Department Stores' card collection operation.

Someone familiar with Wolver's career and accomplishments is Brent Huisman, vice president/director of remarketing for HSBC. He was formerly employed by Wolver and has been a peer for nearly 10 years.

"Lynn's original background was in collections before getting promoted to vice president at Bank One, where the bank tried to put people back into their leases. She implemented several key strategies from 2000 through 2003 that changed that process," Huisman said in his nomination for Wolver.

"First, Lynn helped lead the way to subvent interest rates to keep the consumer's payment lower, which drove our sales to unprecedented levels. She also implemented several strategies that created more touch points to keep the consumer in the lease," he explained.

"When Lynn was promoted to first vice president of asset recovery, she led the way in e-commerce to sell not only her leases but repossessions online. She is open to selling her assets through the highest retention channels," Huisman added.

"Lynn's goal is to sell her units for the most money with the fastest cycle times and is truly brand agnostic. Lynn is a person of her word, loyal to Chase and loyal to her employees. I would trust her with any worldly possession of mine, even my kids," he concluded.