Vehicle remarketing is a relative newcomer to the automotive scene — born less than 75 years ago when J.M. Rawls held the first auto auction in Leesville, S.C., but it has rapidly matured with a cadre of professionals who specialize in the field and have transformed it into an important part of the automotive and fleet market with the use of both brick-and-mortar auctions and the Internet to remarket vehicles to a mass audience. While highly competitive, the remarketing industry is also very collegial as industry organizations such as the International Automotive Remarketers Alliance (IARA) and the National Association of Automotive Auctions (NAAA), and others attest.
Below are 23 of the remarketing industry’s notable consignors who have had a hand in shaping and guiding the evolution of the commercial fleet remarketing industry.
● Wheels, Inc.
● Assistant Vice President of Vehicle Remarketing
Aiken has been in the automotive industry for more than 25 years. In 1989, he began working for Wheels, Inc., launching his remarketing career. He was promoted to director of remarketing in 1997 and to assistant vice president of vehicle remarketing in 1999.
Aiken is a member of the International Automotive Remarketers Alliance (IARA), the Used Truck Association, and the National Association of Fleet Resale Dealers (NAFRD). He also serves on the Manheim Client Advisory Board and the ADESA Advisory Board, and has taught remarketing courses for the NAFA Fleet Management Association (NAFA).
● Emkay, Inc.
● Assistant Vice President (retired)
Brehm was with Emkay from 1969 until retiring in 2003 as assistant vice president. He started as the fleet maintenance manager and was promoted shortly thereafter to the fleet remarketing department.
Brehm’s primary goal was to quickly merchandise a potential off-lease unit prior to the lease-end and the delivery of the replacement vehicle. To quickly offer the off-lease unit for sale, Brehm used both wholesalers and auctions throughout the area to secure the unit and ready it for sale in the shortest time possible.
● Union Leasing
● Director, Fleet Operations
Carson is the director of fleet operations for Chicago-based Union Leasing. Carson has been serving the fleet industry in various capacities dating back to 1987. He established fleet service programs for several national leasing companies, and developed direct repair networks for the accident management and insurance business segments.
● PHH Arval
● Vice President, North American Remarketing
Cieslak is responsible for PHH Arval’s remarketing operations for cars, light, and heavy trucks, as well as managing PHH’s network of new vehicle dealers. Cieslak joined PHH Arval in 1986 when PHH acquired Avis Leasing Corp., and has been a driving force behind the consistent excellence of PHH Arval’s remarketing results.
He is a recognized industry expert in the marketing of used vehicles, residual forecasting/realization, and supplier management.
● Merchants Leasing
● Director of Fleet Operations
Crocker joined Merchants Leasing with more than 15 years of experience in the automotive industry within the operations realm. His Merchants’ tenure began in 2009 in the maintenance management department where he developed an in-house team to manage clients’ maintenance needs. Following that position, Crocker managed Merchants’ Fleet Services, which included telematics, roadside assistance, and more.
Currently, he is director of fleet operations, overseeing purchasing, remarketing, and logistics. Crocker helped develop and implement a multichannel method to remarket off-lease vehicles, which has allowed Merchants to determine the best avenue to remarket vehicles based on a multitude of factors.
● PHH Arval
● Vice President, Used-Vehicle Sales (retired)
Davis was vice president of PHH Arval’s used-vehicle sales department from 1983 until his retirement in 2005. During his tenure in this position, the department broke new ground in used-vehicle sales channels and performance and became a leading used-vehicle remarketer in the fleet industry. Davis joined PHH in 1974. He moved into used-car sales in 1978 and was promoted to vice president in 1983.
● Motorlease Corporation
● Vice President (retired)
Ferraresso joined Motorlease Corporation in 1963 in the company’s maintenance department, and was promoted to maintenance manager, operations manager, and vice president before retiring in 2006 after 44 years with the company. He was instrumental in making the full maintenance offering successful with clients. As operations manager, he took on the automotive remarketing role.
He led the company’s efforts as it began to aggressively remarket to its own lessees — with attractive financing, used-car warranties, and pricing close to wholesale as well as working directly with auction facilities. Subsequently, Ferraresso helped Motorlease set up the company’s retail used-car lot for premier used cars as well. Later, the Internet afforded Motorlease, along with other leasing companies, entirely new opportunities for remarketing, and doing business in general.
● ARI – Automotive Resources International
● Vice President, Vehicle Remarketing
Graham joined ARI – Automotive Resources International in 1973. He began in the new-vehicle ordering area, moved to the maintenance management department, then to vehicle remarketing where he became manager, director, and then vice president in 2010.
He is a former officer and director with the National Association of Fleet Resale Dealers (NAFRD) and was honored as its Fleet Person of the Year for 1990-1991.
Graham has also been actively involved in the International Automotive Remarketers Alliance (IARA) for the last several years, serving as director, vice president, and president of the Alliance.
He also serves on the Manheim and ADESA Auctions Client Advisory Boards.
● ARI – Automotive Resources International
● Vice President, Vehicle Remarketing (retired)
Grochal, former vice president of vehicle remarketing, ARI – Automotive Resources International, retired from the company in 2005 after a successful career spanning six decades. His tenure at ARI began after graduating high school, starting as a clerk and working his way up to vice president of vehicle remarketing.
Grochal was one of the first industry professionals honored by the National Auto Auction Association (NAAA). In 1983, he was inducted into its Hall of Fame.
In 2003, Grochal was recognized for his 50-year milestone of service to ARI and the automotive industry. He was singled out by the NAAA and National Association of Fleet Resale Dealers (NAFRD) organizations and presented with special awards, including the Lifetime Achievement Award from NAFRD.
● American Leasing Corp.
Lewis started his career more than 50 years ago remarketing off-lease vehicles for American Leasing at N.A.D.E. (now Manheim New Jersey), which was the sister auction to Manheim, Pa. These were the two original Manheim auctions.
The general manager, Warren Young, was considered an “icon” in the auction industry, and mentored Lewis, who quickly learned that the proper reconditioning of vehicles was essential.
Lewis continued remarketing off-lease vehicles from American Leasing, in addition to purchasing vehicles from large fleets, other lease companies, rental companies, dealers, etc. to re-wholesale as well as export.
In recent years, with his son Daniel on board as vice president, the company has transitioned to the era of Internet remarketing, allowing it to reach buyers worldwide.
Les Lynott, CAR
● Emkay, Inc.
● Currently: Director Strategic Account Management
● Previously: Manager of Vehicle Remarketing
Lynott was formerly manager of vehicle remarketing and fleet analytics for Emkay, Inc. His career at Emkay began managing the license and title department before transitioning to a territory manager position in vehicle remarketing under the leadership of Jeff Bescher.
Lynott’s other mentor, Dave Nagy, helped him to better understand the entire fleet leasing business. He knew that selling cars quickly and for the most money was the maxim in remarketing. Nagy suggested providing maintenance history free of charge to the dealers, which reduced days to sale by five days and increased retention by 4 percent.
Lynott serves on committees including American Automotive Leasing Association (AALA)’s State Tax and License & Title Committee; the IARA’s Education, Standards and Membership Committees; as well as ADESA and Manheim’s Client Advisory Boards.
● LeasePlan USA
● Currently: Senior Vice President, Operations
● Previously: Director, Remarketing
Martin is responsible for all of LeasePlan’s operations. He joined LeasePlan in August 2005 as director, remarketing, and was later promoted to vice president, Atlanta operations. He has more than two decades of automotive experience, including Saab Cars USA, Inc., Saab Financial Services Corp., Mercedes-Benz Credit Corp., and General Motors Acceptance Corp.
Martin was named to Auto Remarketing magazine’s “Who’s Who: Top Fleet Lease and Rental Executives.” He is a member of several industry organizations, including National Auto Auction Association (NAAA), Conference of Automotive Remarketing (CAR), and the International Automotive Remarketers Alliance (IARA). He also serves on the Manheim and ADESA Auctions Client Advisory Boards.
● LeasePlan USA
● Director, Remarketing
McCoy serves as director of remarketing for LeasePlan and is responsible for directing end-of-lease vehicle sales via upstream and auction sales channels and through reDrive.
McCoy also contributes to the development of LeasePlan’s automated remarketing system and its integration with AutoIMS.
He developed remarketing training modules to provide the client services team with a detailed understanding of remarketing processes, and was instrumental in streamlining procedures and in the creation of a dedicated call center to assist with the driver purchase program.
McCoy is a member of the National Auto Auction Association (NAAA) and is currently serving as vice president of the International Automotive Remarketers Alliance (IARA).
● Fleet Street Remarketing
● President and Owner
McGrath’s career started as a retail car salesman at a mega-dealer in St. Petersburg, Fla. Within two years, he advanced into the finance department and then to wholesale buying.
McGrath’s responsibilities were to travel the state buying cars from other dealers that were front-line ready to be sold at its facilities. After meeting Bob McDevitt who had just retired from Avis and moved to Florida, they entered a partnership that has evolved from RAM Auto leasing to Eastern Fleet Remarketing and now Fleet Street Remarketing.
● Currently: President/CEO
● Previously: Director of Remarketing, Donlen
Meadows started in the automotive industry as a mechanic for a franchise dealer, owning his own garage, which he sold in 1984. Hired into Donlen’s Fleet Management Group, Meadows advanced into remarketing, and was mentored by Don Rappeport.
Meadows worked in remarketing until 1998. He focused on training clients about the value of vehicle selection and proper depreciation techniques. He spent two years designing and implementing the next generation of an inventory management system for remarketing.
In 1997, after an industry conference keynote by Darryl Ceccoli sparked the idea, Meadows drew up a plan and landed the position that led to AutoIMS.com.
● Formerly with Mike Albert Fleet Solutions
● Vice President (retired)
Miller joined Mike Albert Leasing on a part-time basis in 1958. In 1959, he became a full-time employee, and, with Bob Betagole, began developing a leased-vehicle portfolio with a goal to establish a steady influx of good “used cars” to sell in future years.
As vehicles started coming off lease, Miller assumed the responsibility of selling these vehicles to other dealers and wholesalers and stocking the Mike Albert Resale Centers.
At the end of 2003, after 45 years of sales and remarketing leadership, Miller retired from full-time responsibilities.
● Wheels, Inc.
● Senior Vice President (retired)
In 1967, Palmer entered the fleet business as a maintenance manager for Lend Lease Transportation Co. His more than three-decade career took him from maintenance manager to senior vice president. Palmer implemented a variety of computerized benchmarking, reporting, and forecasting methods now standard remarketing industry practice.
When National Car Rental was sold in 1986, Palmer was hired by Wheels, Inc., where he served as an assistant to the VP of remarketing, Lou Fischer, before being elevated to the VP position himself in late 1987. His role was expanded approximately eight years later when he was named senior vice president of vehicle operations, where, in addition to overseeing the company’s remarketing operations, he also led its purchasing, licensing, titling, and registration efforts.
Palmer was active in industry associations such as the Automotive Fleet & Leasing Association (AFLA), and was a presenter at NAFA conferences on topics related to remarketing. He was inducted into the National Association of Fleet Resale Dealers (NAFRD) Hall of Fame in 1995.
● Emkay, Inc.
● VP, Vehicle Remarketing
Rennels began his career in the fleet industry in 1975 and joined Emkayin 1990. He has served in a variety of executive positions within Emkay including sales, client service and operations. He moved into his current remarketing role in 2011.
During 2011, due to the Canadian acquisition of JPL, Rennels established Emkay’s Canadian remarketing network as well as integrating a guidebook pricing benchmark.
Rennels has been a member of NAFA for over 20 years, a member of AFLA and served on its Board of Directors for two years. He serves on the Board of the International Automotive Remarketers Alliance (IARA) and is a member of the Adesa Client Advisory Board in the US and Canada.
● Mike Albert Fleet Solutions
● Vice President, Remarketing & Manufacturer Relations
Ryan joined the industry 20 years ago. During that time, leasing companies have evolved to fleet management companies, auctions have transitioned from family-owned small facilities to professionally managed businesses offering a full line of services, and the Internet has moved from an unknown tool to a powerful force in the remarketing process.
Currently, Ryan oversees the remarketing area, in addition to the rental, structure, manufacturer relations, and the residual management areas of Mike Albert.
● GE Capital Fleet Services
● Vice President of Asset Remarketing
Seger has spent the majority of his 30-year professional career with GE Capital Fleet Services. His positions within the Fleet Services and Consumer Finance vehicle remarketing divisions include roles as territory sales manager, senior risk manager, and vice president of customer service.
He is the recipient of the 2010 Warren Young Fellow Award from the National Auto Auction Association (NAAA) and is a member of the NAAA planning committee.
Initiatives GE introduced under Seger’s leadership include a GE Mega Promotion Event Sales market strategy at auctions that has resulted in 2.3 million vehicles sold since launch; coordination and leadership of the fleet industry in adapting the Commercial Black Book vehicle sales market guide which has become an industry standard; leading the industry as the first commercial fleet company to provide vehicle maintenance records through CarFax; and launching Remarketing by GE third-party service product to banks, auto lenders, and credit unions.
● Flexco Fleet Services
● Founder & President
In 1983, Shoemaker started his career in the automotive industry with a focus on remarketing vehicles for corporations, financial institutions, and leasing companies.
In 1992, he incorporated Fleet Lease Exchange Co., and branded it Flexco Fleet Services. Flexco created a customized online solution, but recognized that many of the employees needed vehicle loans to acquire these assets. Shoemaker helped launch Innovative Funding Services (IFS) to help meet the financing needs of these employees.
He created eFleet Direct to meet the changing remarketing needs, including a top-tier inspection report of the vehicle, detailed photographs, and a detailing/reconditioning process that makes each vehicle front-line ready.
● Wheels, Inc.
● Senior Regional Sales Manager, Remarketing
Winstin’s automotive career spans more than 45 years. In 1965, he began as a retail salesman at a suburban Chicagoland Chevrolet dealership. In 1967, he joined Wheels, Inc. as an account executive and serviced the daily account needs of car and truck fleets.
Winstin joined the Wheels remarketing department in 1972. Over the past 39 years, he has overseen dealer and auction sales of turned-in vehicles of all types and uses in virtually every region of the United States, as well as Canada and Puerto Rico.
In the past 15 years, Winstin’s role has expanded to include vehicle residual value forecasting for the company’s account management teams.
Gus Xamplas, CAR
● Vice President, Remarketing
As vice president of remarketing at Donlen, Gus Xamplas is responsible for all facets of the remarketing process including auction sales, valuation of vehicles, and review of residuals.
An industry veteran with more than 35 years of experience in auto finance and leasing, Xamplas utilizes his deep industry knowledge to create solutions that benefit Donlen’s customers during the remarketing process. Most recently, Xamplas was instrumental in the development of Donlen’s employee sales website, shopcompanycars.com, increasing available channels to help customers receive the best return on their investment.
Xamplas holds the designation Certified Automotive Remarketer (CAR) from the International Automotive Remarketers Alliance (IARA) where he also sits on the board of directors. Prior to Donlen, Xamplas was vice president of credit risk management for Wells Fargo Financial, former senior vice president of consumer leasing at Bank of America, and senior vice president of retail credit at First of America.
Originally posted on Automotive Fleet