In this week's episode, Cherokee Media Group director of meetings and events Marilu McQuilkin stops by to share some important updates on Used Car Week, including registration and agenda information.
Plus, get a sneak peek at the conference's sweet digs in Palm Springs, Calif.
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I’m a fan of an underrated comedy, and one that I’ll stop and watch almost any time it’s on cable is “This is 40.”
Part of why the movie works is because its two co-stars, Leslie Mann and Paul Rudd, are seemingly “ordinary” folks.
Each of them seem like the next-door type, both in this movie and in others.
But the approachable, affable characters these two always seem to play overshadows what’s really going on: Mann and Rudd are hilarious and incredibly talented comedic actors with depth and range.
The fact that they often play the average Joe/Jane, “ordinary” character makes us forget the fact that they’re, in fact, extraordinary.
The same goes for the corporate world.
You know the folks you say hello to every day in the office hallway, see regularly at conferences or correspond with over email?
While the interaction itself and some of the day-to-day grind of work may seem “ordinary,” what many of them (and YOU!) are doing is, in fact, extraordinary.
And unlike Mann’s and Rudd’s characters in “This is 40,” many of these folks are actually 39 or younger.
Which brings us to an upcoming edition of Auto Remarketing: our third annual “Remarketing & Used-Car Industry’s 40 Under 40.”
This is a chance for us to spotlight the many young professionals under the age of 40 who are taking leadership roles in the auto industry and impacting the remarketing and used-car business.
In a special section of the Sept. 1 issue of AR, we will be bringing you their stories and the paths to success they forged at such young ages.
This issue will showcase the current- and next-generation leaders of the business who are making big differences in the industry and at their companies.
So take a minute and brainstorm: who are the extraordinary young people you see in the office, at conferences and working their craft in the used-car business?
Once you’ve done that, go to the website below and nominate them for this honor:
https://www.usedcarweek.biz/auto-remarketing-40-under-40-nomination.
The deadline to submit nominations is July 28.
So, don’t delay too long.
And as a side note, I know that in an industry full of them, this may seem like just another award.
But consider some of the reaction we received when we notified the honorees in our inaugural edition two years ago.
That day, I pressed “send” on the email to our recipients.
It wasn’t even five minutes later that I got the first response back. Then another. And another, and another. It went on like that for a while.
As a magazine editor, this was awesome; folks in my line of work love quick responses. But that wasn’t the best part.
See, it wasn’t that people responded, it was how they responded to earning 40 Under 40 recognition.
Just a few examples:
- “Wow! Thank you!”
- “This is quite an honor, and I’ll be honest, I’m shocked.”
- “ … wow this is amazing, thank you!”
- “Thank you for such great news!
It was touching to know that this award is meaningful and impactful to some of the very people who are making a significant impact in the industry.
Their reactions made an ordinary task extraordinarily humbling.
Rebranding can be a scary proposition.
As anyone who has changed their style can attest, it’s risky yet potentially rewarding.
I’ll give you two personal examples:
Spring 2000: A 17-year-old during Eminem mania, I bleached my already strawberry blonde hair.
At a lifeguard meeting soon after, the manager of the pool where I was working joked (but not really) that no other employees should go for this look.
Fake Slim Shady, please sit down.
Summer 2008: During a visit to, ironically, that same pool, my then-girlfriend, who is now my wife, told me she liked my unshaven look and that I should consider growing a beard.
Done and done.
Not shaving during a swampy August in North Carolina was no fun, but the beard has, ahem, grown on me.
Aside from a brief hiatus or two, I’ve now had the beard for the better part of a decade.
And it’s become like a favorite pair of sunglasses, baseball hat or blue jeans. Just can’t go without it. What’s more, I don’t think a lot of folks would recognize me without it.
We’re changing our look a bit at Used Car Week, too. And in terms of the new looks described above, we think it’s going to have the impact of the latter rather than the former.
Most importantly, we have a new format.
Our conference team analyzed data from post-event surveys and chatted with participants one-on-one.
What that uncovered was a need to expand the auto finance and repossessions topics, and adjust the certified pre-owned conference into a more comprehensive look at the entire retail used-car market.
So, we adjusted the format for Used Car Week.
The conference will now consist of two blocks. The first will consist of the Pre-Owned Con, the Auto Fin Con and the Repo Con. The second will be National Remarketing Conference and NAAA Convention.
As far as logistics, we will continue to provide more details as Used Car Week draws closer. But the gist of it is, attendees will have the opportunity to attend either Block 1, Block 2 or both.
And within each block, it’s “choose your own adventure.” If you are a Block 1 attendee and want to attend Pre-Owned Con workshop in the morning and an Auto Fin Con in the afternoon, go for it.
More details on those blocks below:
Block 1: Monday through Wednesday
- Pre-Owned Con: Sessions in this conference will focus on analytics, data and big-picture vision, strategies and technologies that are impacting the overall retail used-car market. (Again, beyond just certified pre-owned).
- Auto Fin Con: Sessions in this conference will focus on the full-spectrum of auto financing in the used-car market, from subprime to prime.
- Repo Con: Sessions in this conference will focus on solving pain point issues within this critical segment of the auto finance space that manages repossessions, recoveries and regulations.
These three topic-specific conferences will be held concurrently and will offer workshops, panel discussions and keynote presentations specific to each conference.
Block 2: Tuesday through Friday
- The National Remarketing Conference/NAAA Convention
- The NRC/NAAA agenda will feature the traditional NAAA Convention schedule and social events in combination with NRC’s curated educational sessions addressing the most pressing issues impacting the industry.
To reflect these changes, we also have a new Used Car Week logo. It was designed to reflect the circular nature of the overall used-car industry and weave in elements of the four topic-specific conferences and the NAAA Convention.
In my next editor’s column, I’ll share some of the specific upgrades we are making to the content of each conference.
For now, just know we’ve got a brand new look and we don’t take this change lightly.
Unlike the decision to bleach my hair, there was a lot of thought, analysis and discussion put into this change.
Although there’s one thing the future of Used Car Week does share with the platinum haircut of my youth: it’s bright.
In Episode 2 of the Auto Remarketing Podcast, co-host Nick Zulovich joins Joe Overby to chat about his three trips in five weeks to cover automotive finance and compliance events.
Plus, Nick and Joe talk Carvana, used-car standalone stores and the “political theater” of the CFPB.
Also, if you would be so kind, please complete our audience survey.
It helps us learn more about you and what you like most about this show (and what we needs improvement!).
Download and subsribe to the Auto Remarketing Podcast on iTunes or on Google Play.
You can also listen to the latest episode in the window below.
Cherokee Media Group, publishers of Auto Remarketing and other auto industry trade publications, has launched the Auto Remarketing Podcast.
This weekly dose of auto industry news and conversation will go deeper into the stories you read in our print and daily online publications.
Episodes will be hosted by Auto Remarketing senior editor Joe Overby and/or SubPrime Auto Finance News senior editor Nick Zulovich.
We’ll chat with auto industry execs and newsmakers, and dissect the latest headlines in the used-car business.
The debut episode includes a mid-March interview with the leadership of DRIVIN, which was acquired by KAR Auction Services in a $43 million deal.
We hope you enjoy the debut episode of the Auto Remarketing Podcast, available now on iTunes and in the window below. Coming soon to Google Play.
Below is a Q&A with Linda Paton, office manager at Greater Rockford Auto Auction and a 2017 Women in Remarketing honoree.
Auto Remarketing: What was your path to the automotive industry, and what do you enjoy most about working in the car business?
Linda Paton: My path to the automotive industry began in 1963, while in high school. I accepted a job as title clerk working for my uncle's car dealership. In 1987, after being promoted to office manager of the Greater Rockford Auto Auction — a sister business of the car lot — I fell in love with the excitement of the Wednesday auction. That thrill, anchored by the great relationships that I've formed with the dealers and the rest of the team, remains 30 years later.
AR: How is the remarketing/used-car segment of the business most different from when you first started out?
LP: The remarketing industry has changed so much in the past three decades. Long gone are the days of handwritten lane sheets, block tickets and typewriters. I remember our first computer system that we implemented in 1993 — that was a very overwhelming day for all of us. We are now operating in a paperless environment, and our dealers love the ease and efficiency.
AR: How would you describe your leadership style and approach to problem-solving?
LP: The key to leadership for me is to listen to my team. I've found that allowing them to share openly and honestly has created a productive environment in which we all succeed.
AR: What have been some of the top keys to your success in the car business?
LP: The auction business is controlled chaos and can be very overwhelming. The key to my success is simple: smile, never let them see you sweat and provide the best customer service in the business. My team and I share the same customer service convictions, and we are proud to see our dealer base come back each week.
AR: Who are some folks, whether in the auto industry or not, that you admire professionally, and why?
LP: I most admire my late Uncle "Swede" who was one of the most forward-thinking operators in the business, and his charisma was contagious. Every Sunday, during the afternoon movie, he would buy all of the commercial time and broadcast infomercials of his used-car offering.
Later, when his focus turned to the auction business, he treated every dealer as if they were his closest friend and invited them to breakfast, lunch or just for a chat in his office. The key to my success is simple: smile, never let them see you sweat and provide the best customer service in the business.
He made everyone feel special and made certain that they didn't feel like "just a number."
AR: When you are able to get away from the office or work, what do you enjoy? What are your hobbies, interests, etc.?
LP: I'm lucky enough to have my 95-year-old mother in my life, and I thoroughly enjoy our Saturday morning coffee dates. I'm also an avid reader and love to escape into a mystery novel. Mostly, I enjoy spending time with my family, whether in Florida or on Lake Michigan during the summer months.
Read about all of this year's Women in Remarketing honorees in the April 1 issue of Auto Remarketing.
Below is a Q&A with Kathi Mehall, vice president of technology in auto at Equifax and a 2017 Women in Remarketing honoree.
Auto Remarketing: What was your path to the automotive industry, and what do you enjoy most about working in the car business?
Kathi Mehall: You could say my entire path has been the automotive industry! With the exception of my first year-and-a-half after graduating from Penn State with a degree in computer science, I have always been in the automotive industry.
I joined a startup that installed the first in-house computer in a dealership in northern Virginia.
Prior to that time, dealers used online services to manage their business and often had to send away their documents to be key-punched and returned.
I know I am dating myself with that memory; however, I have watched so much happen in automotive that it is almost as if the only thing you can truly count on is change!
My current role with Equifax is one of the most exciting to date, as I am leveraging all my previous experience to develop products and services that incorporate Equifax’s extensive data assets to inform decisions and verifications in the automotive ecosystem.
Equifax insights are transforming automotive finance and marketing, and the expanding breadth of data available, both directly and through partnerships, is one of the many exciting developments I have seen through the years.
How could I possibly choose what I enjoy the most? My career has taken me through every aspect of the auto ecosystem, always leveraging my technical background. I spent 13 years in dealerships with ADP Dealer Services (now CDK). I was then recruited to join General Motors to bring retail technical knowledge to the manufacturer and worked directly for the CIO, Ralph Szygenda.
Ralph is a person I respect and admire, a man who taught me many things and gave me the opportunities of a lifetime to travel the globe and watch every part of the automotive manufacturing, distribution, sales and service processes. I joined GMAC when it was spun off from GM and learned automotive financial services at every level.
AR: How is the remarketing/used-car segment of the business most different from when you first started out?
KM: It would probably be easier to comment on what isn’t different, as so much has changed and evolved! When I first started out, the used-car business was much maligned and not really taken seriously, kind of the stepchild to the new-car franchise. The remarketing/used-car segment has grown to be a true force in the industry. It has become a well-respected, mature business that demands attention and respect. The value to the consumer and the importance of the segment are well-recognized by all.
Technology has transformed this industry, starting with the auction lanes, easing distribution, the shift from newspaper to digital advertising, confidence instilled by vehicle history availability and the vast access enabled by online search.
AR: How would you describe your leadership style and approach to problem-solving?
KM: My leadership style is very collaborative. I enjoy being part of a team and have always found that if you help people grow and learn, then they will enjoy what they are doing and become a high-functioning, loyal team that can solve any challenge. Problem-solving to me is gathering the facts and asking questions. I have no problem admitting I don’t know an answer and encourage open, honest dialogue.
AR: What have been some of the top keys to your success in the car business?
KM: Listening, learning and applying technology to help solve business issues and improve efficiency. Adapting to change and embracing the future. Surrounding myself with intelligent, hard-working individuals who love the car business as much as I do, so much so that it becomes a part of your DNA!
AR: Who are some folks, whether in the auto industry or not, that you admire professionally, and why?
KM: Mary Barra — watching her rise to the top at GM was amazing. The fact that she is also an engineer and a woman makes me proud to have been a colleague. Being an agent of change in such a demanding business takes courage, intelligence and tenancy, which are all attributes I aspire to.
I also admire my older brother, who built an engineering consulting business from the ground up through tremendous hard work. He takes great care of his family and his employees, and has a fabulous sense of humor, helping us all put life, and its trials, into perspective!
AR: When you are able to get away from the office or work, what do you enjoy? What are your hobbies, interests, etc.?
KM: I enjoy spending time with my family and friends whenever I can. My husband is an avid golfer and I enjoy accompanying him to all the golf courses; I just don’t fare so well playing the game!
I love to read and enjoy decorating and traveling/sightseeing.
I grew up in Pennsylvania, and the auto industry planted me in Detroit, so visiting family requires planning and time. My husband and I are both in the automotive industry and travel a great deal for work, so just enjoying a nice dinner out together is a treat!
Read about all of this year's Women in Remarketing honorees in the April 1 issue of Auto Remarketing.
Below is a Q&A with Jeanene O'Brien, senior vice president of global marketing at Insurance Auto Auctions and a 2017 Women in Remarketing honoroee.
Auto Remarketing: What was your path to the automotive industry, and what do you enjoy most about working in the car business?
Jeanene O'Brien: I was a month away from graduating with my master's degree from Loyola University Quinlan School of Business when I was having brunch at a sorority sister's house. Her mother happened to be an executive recruiter, and also enjoying brunch was the vice president of human resources from CCC Information Services, Inc. A conversation ensued, and needless to say, my master's degree got put to work a month later.
CCC was going through an amazing transformation at the time that I joined — shifting from DOS-based collision-estimating technology to Microsoft-based. Learning about the automotive claims industry was simultaneously interesting and challenging.
The industry was experiencing dramatic changes, including consolidation of body shops and shifts in direct repair programs, so it was somewhat like learning from a fire hose. The collision estimating and total loss valuation offerings at that time were fragmented, which was consistent with an industry that had three large and several smaller players. The importance of establishing a brand and leadership position for the company in this dynamic industry was critical and I found this strategic marketing work to be both challenging and rewarding.
After nearly 10 years with CCC, I made the transition to IAA in 2008 through the support and encouragement of a colleague. She was someone who had supported me during my entire career at CCC, and was pivotal in me joining IAA — when she was called by the hiring manager from IAA as a reference, her direct words were, "You will never have to push her forward, but you may have to hold her back."
IAA was a completely different company than CCC. While the industries had many similarities and even shared some of the same customers, the business, the product and the service offering were completely different. Similar to CCC, the automotive auction business was consolidating when I joined. So I joined a company and business that was also evolving — and the changes haven't stopped. Currently, at IAA I am again focused on maintaining a leadership position for a brand and company in a dynamic and very competitive market. I truly enjoy studying and understanding the drivers of the industry, including what makes a seller sell and a buyer buy. I am driven to make the customers' experiences with the brand truly best-in-class every day.
AR: How is the remarketing/used-car segment of the business most different from when you first started out?
JO: When I joined IAA, the company had recently completed the merger with ADESA and AFC, which created KAR Auction Services (NYSE: KAR). At that time we were truly seen as just a salvage auction company. Today, as part of the KAR Auction Services family of companies, we are far more. We provide a total loss solution and remarketing portfolio of products to our sellers and the most bidding and purchasing platforms to our buyers. This means we think beyond the running of a vehicle through a sale.
We consider the start of our service offering with insurance companies for example, at the time of the accident. Today we approach products and services from an entire process perspective rather than from "just selling a car."
This new approach is carried out through marketing and that keeps my job consistently challenging and rewarding. This is a competitive market. Anyone can tow a car to a facility and sell it — the real game changers in our industry are listening to the customers and transforming the process.
AR: How would you describe your leadership style and approach to problem-solving?
JO: In terms of leadership style, I believe in giving people the skills necessary to be successful and accountable. I also feel that with a leadership position comes the responsibility to be a springboard, to encourage and motivate people to reach higher every day. As a leader, I have always thrived when I have a diverse team of people who can celebrate and challenge one another every day — and I certainly have that at IAA.
We work in a fast-paced environment — but when problem solving, I think it's important to understand and consider all the variables to arrive at solutions. It's easy to get distracted by a new technology or a seemingly better solution, but without asking all the questions, a poor decision can be made. My team is my go-to, and of the ultimate importance as we approach problem solving. I have some great "questioners" and very vocal teammates.
Getting a problem out on the table and encouraging different viewpoints can help a resolution come to light. I have a longtime colleague who is often my best debater but, after we have a good, healthy conversation, we always have a better solution. I also believe in challenging others when decision-making because it will either solidify the solution or produce a better one.
AR: What have been some of the top keys to your success in the car business?
JO: In order to be successful in any business, you really have to be a student of the industry.
I've come into IAA with the experience of working at CCC. Therefore, I understand the drivers of the insurance company's decision to send a total loss vehicle to auction. I have also worked to understand what makes the auction tick, what motivates the buyer to bid and ultimately purchase a vehicle, and strived to listen to what the seller values in the services offered. The key to success in my career is rooted deeply in understanding the dynamics of the industry and the value delivered to the clients.
AR: Who are some folks, whether in the auto industry or not, that you admire professionally, and why?
JO: I certainly would not be where I am without my parents. I was born and raised in Lexington, Kentucky. My folks divorced when I was very young. My mom was an assistant to a thoroughbred racer, which meant my sister and I got to sit a time or two in the box seats at Keeneland Race Track. My mom taught me tenacity and perseverance. Even today, when I don't think I can, my mom reminds me how strong and capable I am. My dad was a dentist at the University of Kentucky and worked for the World Health Organization. My dad consistently encouraged me to do more, to reach further and above all else to remember that life is short, so take the time to enjoy it.
My dad died 15 years ago, which was tremendously hard, but he lives on in my desire to see everyone take that next step, and to remember to be happy in the short time we all have here on earth. I have a teammate who had not completed her bachelor's degree. I've encouraged and supported her, and she will be graduating in July. I couldn't be more thrilled for her. She is extremely capable and watching her believe in herself and achieve her goals has been inspirational to see.
AR: When you are able to get away from the office or work, what do you enjoy? What are your hobbies, interests, etc.?
JO: I have two amazing kids, a daughter who is weeks away from 13 and a son who is 16. They make me unbelievably proud every day. They are, in fact, my greatest accomplishments. Both of my kids are academically strong and play AAU sports. My daughter plays volleyball and my son plays basketball. This makes for many upcoming road trips to different states, as well as some nail-biting experiences, as my son flying cross-country solo.
My job is to give them wings to fly. Watching them begin that flight and journey is exciting. If I'm not watching or coaching my daughter power-overhand serving a volleyball or my son sink a 3-pointer, you'll find me moving about the amazing city of Chicago, the city I call home. You can usually fi nd me having dinner at a favorite city restaurant, enjoying a Cubs game, sitting on my front stoop with a glass of wine talking to my neighbors or out for a run to hit my 15-20 miles for the week. Unless it's during March Madness — then all bets are off and this Big Blue-blooded Kentucky girl is screaming "Go Cats!"
Read about all of this year's Women in Remarketing honorees in the April 1 issue of Auto Remarketing.
Below is a Q&A with Melinda Perry, assistant vice president of internal operations in Remarketing Solutions at GM Financial and a 2017 Women in Remarketing honoree.
Auto Remarketing: What was your path to the automotive industry, and what do you enjoy most about working in the car business?
Melinda Perry: I began working in the automotive industry in 2002 as a collections representative with GM Financial, which was then AmeriCredit. Initially, I found it discomforting calling customers on delinquent accounts, but quickly became successful by leveraging my inherent need to help others.
I continued progressing in collections for nine years, promoting to a team lead position and later managing the transition of a newly acquired portfolio.
In 2010, I was able to attend a “mock” auction event hosted by Dan Heinrich, SVP of Remarketing Solutions.
While I was passionate about my career in collections and had goals to continue my career there, I found remarketing to be exhilarating and full of energy. At that time, there were only three team lead positions in remarketing. As if it were meant to be, a position became available a few months later. I quickly applied and joined the remarketing team. Ultimately, my journey has lead me here, as Remarketing Solutions’ Assistant Vice President of Internal Operations at GM Financial.
AR: How is the remarketing/used-car segment of the business most different from when you first started out?
MP: In 2011, when I first began in remarketing, we were selling “well-loved”, subprime, APR repossessions solely by running them through the lanes at physical auctions. Our remarketing department consisted of approximately 45 employees.
Today, as GM’s captive lender, GM Financial’s Remarketing Solutions department has transformed the way we remarket our vehicles. With, a team of 136 employees in remarketing (and growing), we now offer low-mileage, well-maintained, off-lease vehicles, GM company cars and rentals, as well as repossessions. We spent countless hours developing our private label website, GMFDealerSource.com and .ca, allowing us the ability to offer our off-lease and GM company car inventory online, upstream to our franchise dealers followed by midstream to all registered dealers. Processes we were previously able to perform manually, now require technology and automation to manage the volume and numerous requirements.
AR: How would you describe your leadership style and approach to problem-solving?
MP: I most definitely consider myself a servant leader. I am passionate and committed in everything I do, including developing my team. I would never expect my team to do anything I am not willing to do myself. My goal from the moment I accepted a leadership position was to positively influence the lives of others. While I have high expectations of my team members, they always know I not only care about the success of the business, I care about helping them reach their professional goals.
I invest time in my staff and make it a priority to be available to support them. I am a strong believer in if you put your people first, the rest will take care of itself. I make it simple for my team. My expectation is, “Always do what is right.” You can be one of the most intelligent leaders in an organization, but if you lack integrity, others will not follow you.
AR: What have been some of the top keys to your success in the car business?
MP: Building relationships, being genuine and having a strong work ethic are the keys to my success. As soon as I joined Remarketing, I knew it was a perfect fit. We are always trying something new. During our less busy times of the year we didn’t slow down and relax. We took advantage of the time and tested new processes. Although we necessarily do not have “slow” times in today’s world, we continue to encourage new ideas and change. We are constantly looking at ways technology can be used to drive efficiencies. We understand there are always better, faster, more efficient ways of doing business and we continuously explore those opportunities. This mentality is key in today’s competitive market.
AR: Who are some folks, whether in the auto industry or not, that you admire professionally, and why?
MP: Not only was I drawn to the excitement of the remarketing industry, the culture within our Remarketing Solutions department is unlike any I had ever experienced. It was and still is a true team atmosphere. Everyone is busy, everyone works hard. I remember walking down a hallway with my SVP, Dan Heinrich; as we passed by someone external to Remarketing, Dan greeted the gentleman by his name and even inquired about the family, recalling the names of his wife and child. Dan continues to do that today, even after Remarketing’s headcount has tripled. He takes time to personally meet each and every team member.
There was once an occasion where we were in jeopardy of missing our mail deadline for the day and team members throughout the entire department were pitching in, stuffing envelopes and typing certified receipts. Dan came out of his office, walked over, grabbed a stack of envelopes and was ready to help. While we all have our individual roles and responsibilities, we all work together for one common goal. Dan’s thoughtfulness and dedication inspires me to be a better leader. Everything he does is intentional. His vision for the future of Remarketing has allowed us to continue to be successful throughout this explosive growth and change. I am honored to work in this environment filled with trust, integrity and commitment.
AR: When you are able to get away from the office or work, what do you enjoy? What are your hobbies, interests, etc.?
MP: Growing up, my parents always had time for me. They never missed any of my sporting events, even during the winter when I had to play on the boy’s high school soccer team and rarely played more than 20 minutes a game. They taught me the value of family. Fortunately, I’ve been blessed to marry a man whose family shares the same values. When I am not in the office, I enjoy being surrounded by my family and a few close friends. I love hosting casual dinners and social events at my home. I often entertain my guests with a friendly game of Texas hold ’em or a cornhole tournament.
Read about all of this year's Women in Remarketing honorees in the April 1 issue of Auto Remarketing.
Below is a Q&A with Janelle Jones, AVP/senior operations consultant/remarketing with Bank of America and a 2017 Women in Remarketing honoree.
Auto Remarketing: What was your path to the automotive industry, and what do you enjoy most about working in the car business?
Janelle Jones: Being new to Seattle, I took a taxi to work on my first day (no Uber back then). The driver couldn’t find the location and I showed up late for work on my first day! Turns out I was assigned to a low-profile facility nicknamed the “Repo Depot” where Seafirst Bank sold their repossessions and lease returns to the public. The rest is history.
I’ve done just about every job related to remarketing that could exist at a bank repo depot, ranging from titles to condition reports to end-of-term lease collections/negotiated residuals to auction/wholesale/retail disposal channels.
After ending up managing the facility, I helped relocate the functions to Brea, Calif., and closed the office. Throughout the consolidation, I transitioned my career into becoming an auction remarketing representative. It’s been a good fit, and I’ll celebrate 25 years with the bank this year.
I feel fortunate to have met the people I have, and traveled to the places I’ve been — basically to sell cars, trucks and specialty toys. There are some folks who have left the car business that I now consider my good friends. I’ve enjoyed sharing recipes, celebrating birthdays, and keeping up with kids/family events after meeting auction staff (and van drivers!) over the years.
When I look back and think about all the different experiences I’ve had and the opportunity to do the fun things I’ve done, it’s surprising that it all happened as a part of my career. I consider myself lucky.
AR: How is the remarketing/used-car segment of the business most different from when you first started out?
JJ: Back in the day, it was called “liquidations” and we built files for each car sold that contained every detail from start to finish of the life of that transaction. We never ran out of paper for our fax and copy machines.
Technology has improved the operations and execution of remarketing. It has simplified and allowed the industry to manage a larger volume of transactions with better historical data and tracking.
AR: How would you describe your leadership style and approach to problem-solving?
JJ: I guess you could call both a balance of passion and practicality. I love what I do and I still get a rush from doing a sale. I have developed a unique skill set, being a “banker” in the automotive industry. I never know what will show up at auction and I hold myself accountable to my firm and my customer to do the best job when it comes time to sell.
I also know that once we’ve gathered all of our facts, done our due diligence and weighed out the wins, we can identify a resolution that best fits the problem.
AR: What have been some of the top keys to your success in the car business?
JJ: Approaching our business with a risk-based mindset has helped me ensure our process is effective and consistently executed.
Just when you think you’ve got things figured out, the market changes. You’ve got to be able to adapt and continue to study and learn.
Embrace change. Remember when we moved from handwritten to electronic condition reports?
Listen to the customer. Sometimes they are saying more than we can really do anything about at that given time, but there’s insight to be gained if you’re actively engaged.
AR: Who are some folks, whether in the auto industry or not, that you admire professionally, and why?
JJ: Early on in my career, I met Lori Pidgeon (the former AGM) at Portland Auto Auction. I witnessed firsthand how she got the job done through empowering her people. She was compassionate and holistic in her approach to leadership and she had a knack for creating a positive client experience. Whether she knows it or not, she had a huge influence on my career in the car business, at a time when there were not many women reps on the block.
AR: When you are able to get away from the office or work, what do you enjoy? What are your hobbies, interests, etc.?
JJ: Being from Hawaii, I was raised camping and fishing. I continue to enjoy doing this with my family and friends. My team knows I take a week off from work in the summer to “get off the grid”.
Bass fishing is my favorite … the weather’s warm and the fish are feisty — if you time it right. I also like to fish for salmon or steelhead in colder months, where we often enjoy a fresh catch for dinner.
I love good music and there’s nothing like seeing a band play live. My husband and I have easily seen over 100 bands and been to many concerts where we were up close and personal.
