AD SPACE PER INSERTION FULL PAGE $2,200

2/3 PAGE $1,950 HALF PAGE $1,600 1/3 PAGE $1,150

PRODUCTS & SERVICES GUIDE CLASSIFIED RATES

• CLASSIFIED RATES ARE NON COMMISSIONABLE

• BLACK AND WHITE DISPLAY CLASSIFIEDS ONLY (NO LINERS)

USED CAR DEALER DISPLAY ADVERTISING RATESALL RATES ARE PER INSERTION

INFORMATION Rates shown are full color display ad rates

COVER POSITIONS Add 15% to the rates shown 12-time rates

(must purchase all 12 months)

PAGES 3, 5, 9 Add 10% to the rates shown 12-time rates

(must purchase all 12 months)

BELLYBAND WRAPS$4,500

BHPH DEALER MAGAZINE WWW.BHPHDEALERMAG.COM

• BHPH DEALER is the official bi-monthly publication targeted specifically for BHPH

dealers nationwide.

• BHPH DEALER is a bi-monthly magazine, published on the even months of the year.

• BHPH DEALER is distributed to over 12,000 verified BHPH specific dealers & subscribers.

• BHPH DEALER MAGAZINE CONTENT provides used vehicle professionals with

timely, informative industry news, analysis and expert advice empowering BHPH dealers with the knowledge and expertise necessary to operate their businesses more profitably and efficiently.

NAAA ON THE BLOCK MAGAZINE

NIADA 'S 2020 ADVERTISING • MARKETING • SPONSORSHIP OPPORTUNITIES

4

NIADA 'S 2020 ADVERTISING • MARKETING • SPONSORSHIP OPPORTUNITIES

5

BHPH

DEALER MAGAZIN

E / ON

THE BLO

CK MAGAZIN

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NIADA/NAAA AUCTION DIRECTORY LISTING PACKAGESNAAA & NIADA have teamed up to provide all NAAA member auctions a huge discount on Used Car Dealer magazine’s monthly auction directory listings.The calendar year auction directory listing packages include the following exposures:• Listings printed monthly

in the printed version of Used Car Dealer Magazine (distributed to all NIADA dealer members and all NAAA members nationwide).

• Online at www.niada.com along with a free hyperlink to your auction website.

• On NAAA’s website at www.naaa.com.

• Within the online version of the magazine at www.usedcardealermagazine.com.

Option A $840 Yearly(paid upfront for the year by November 18, 2020 - $70/month)• Full contact info• Up to five employee lines• All sale dates and times• Unlimited consignor notations• Up to three color logos

+ NAAA logo• Contract year is January

1 - December 31. All new listings falling between those dates wil be pro-rated for the balance of the year.

• Full payment for year is due in advance of directory listing being published.

Option B $695 Yearly(paid upfront for the year by November 18, 2020 - less than $58/month)• Full contact info• Up to three employee lines• All sale dates and times• Up to 10 consignor

notations• One color logo + NAAA logo

SIZE SQUARE $200 $150 $100 1.75 X 1.75 RECTANGLE $300 $250 $175 1.75 X 2.5 RECTANGLE $400 $325 $250 3.5 X 2.5

BLACK & WHITE

small

large

1x 6x 12x

FULL PAGE $3,585 $3,440 $3,360 $3,100 2/3 PAGE $2,910 $2,830 $2,760 $2,600 1/2 PAGE $2,650 $2,590 $2,480 $2,355 1/3 PAGE $2,130 $2,085 $2,035 $1,870 1/6 PAGE $1,815 $1,775 $1,680 $1,605

COLOR1x 3x 12x6x

M A G A Z I N EPOWERED BY

T H E O F F I C I A L N I A D A P R E M I E R S U B P R I M E A U T O R E S O U R C E • J U N E 2 0 1 9

BENCHMARKISSUE

SPECIAL

| PAGES 16 - 22 |

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SEE US AT

BOOTH# 626

NIADA.Corner.Ad.indd 1 4/25/19 4:32 PM

JUNE 2019 ← BHPH DEALER 17

2018

2018

2017

2017

2016

2016

Advertising Bank Charges Contributions Depreciation Dues and Subscriptions Insurance Legal and Accounting Outside Services Office Expense Rent Repairs and Maintenance Salaries (Non-Owners) Taxes - General Other Operating Expense Taxes - Payroll Utilities and Telephone Travel / Training TOTAL OPERATING EXPENSE

LOSS STATISTICS 2016-2018 (STATISTICS SUPPLIED BY SUBPRIME ANALYTICS)

TOTAL OPERATING EXPENSE

WHAT’S AHEAD FOR 2019?Although 2018 was a challenging and competitive year,

new profit opportunities are ahead for independents in

2019 as follows:1) Although capital availability for subprime auto remains

challenging, competition from finance companies and

captives will decline as they shift to higher credit

quality customers. This creates an excellent

opportunity for independents to regain market

share if they have capital available to fund the growth.

2) New car prices coupled with higher interest rates

make new vehicles unaffordable to many customers.

This should result in an increase in used

car sales for 2019.3) Cash efficient business models continue to provide

higher returns on portfolio investments and reduce

portfolio risk and the need for additional capital.

4) Customer relationships are needed to regain and to

retain the best subprime customers. Operators who

proactively use social media to connect and collect

with subprime customers will do better. Subprime

operators can no longer rely on tax refund business to

regain lost market share.5) In order to control operating costs, implementing new

technology to improve efficiencies is recommended.

The biggest historical BHPH “game changers” have

been pay portals (ACH, debit cards, etc.), GPS that

improves recoveries and collections, and the use of

related finance companies to reduce federal income

taxes on “phantom income”. Texting and the increased

evolution of social media are the best prospects for the

future.6) As congress enacts changes at the CFPB, compliance

remains very important. The state attorneys general

have become the new enforcers as the CFPB transfers

its enforcement power to them.7) Competition for the best subprime customers has

diluted their overall credit quality. Therefore, a better

matching of customer income with the cost of the

vehicle and its operating expense is needed to keep the

subprime vehicles sold.8) While used car values remained relatively stable in

2018, further declines should be expected in later

model inventory as off lease and off rental vehicles

remain in abundant supply.9) The subprime leasing model has merit in states where

compliance rules favor it. However, very limited

capital availability, differing state compliance, limited

software options, and the lack of secondary markets

continue to limit leasing opportunities. Our metrics

indicate higher recoveries are possible with the leasing

business model. Operators must educate themselves on new market

developments and market changes, the latest technology,

enforcement actions, and capital market availability to

prosper on the opportunities ahead. The best way to

“accelerate your success” is to attend the NIADA/NABD

Convention and Expo in Las Vegas on June 17-20, 2019.

KEN SHILSON (KEN@KENSHILSON.COM) IS PRESIDENT

OF SUBPRIME ANALYTICS (WWW.SUBANALYTICS.COM)

AND NABD (WWW.BHPHINFO.COM).

COST OF VEHICLE SALES 2016-2018 Cost of Vehicles Reconditioning Costs

Other TOTAL COST OF VEHICLE SALES

% OF VEHICLE SALES

COST OF GOODS SOLD AND

OPERATING EXPENSE DETAIL

THE ABOVE REFERENCED LOSS DATA WAS DETERMINED BY ELECTRONICALLY ANALYZING APPROXIMATELY 1.7 MILLION LOANS,

AGGREGATING APPROXIMATELY $15 BILLION, TO IDENTIFY LOSS RATES AND TO UNDERSTAND WHY THEY OCCURRED.

(FINANCIAL STATISTICS SUPPLIED BY SGC CERTIFIED PUBLIC ACCOUNTANTS)

Average Gross Dollar Loss (Before Recoveries)Average Net Dollar Loss (After Recoveries)

Average Default Rate (% of Loans Written Off)

Average Gross Dollar Loss Rate (% of Principal)

Average Net Dollar Loss Rate (% of Principal)

Average Recovery (% of Principal Charged off)

Highest Cumulative Default (Month After Origination)

Highest Frequency of Default (Month After Origination)

Worst Periodic Loss (Month After Origination)

3.74 % 0.17 % 0.03 % 0.49 % 0.15 % 0.31 % 0.24 % 0.79 % 0.79 % 2.28 % 0.15 % 11.97 % 0.09 % 0.16 % 0.51 % 0.59 % 0.33 % 22.79 %

BHPH BENCHMARKS

49.24 % 8.39 % 3.13 % 60.76 %

$ 7,771 $ 5,916 33.96 % 38.76 % 28.42 % 23.87 %22nd Month7th MonthFebruary

3.53 % 0.17 % 0.03 % 0.43 % 0.21 % 0.39 % 0.22 % 0.46 % 0.76 % 2.09 % 0.31 % 11.00 % 0.12 % 0.06 % 0.50 % 0.41 % 0.31 % 21.00 %

BHPH BENCHMARKS

49.47 % 7.87 % 2.66 % 60.00 %

$ 9,175$ 7,034 34.97 % 40.66 % 29.29 % 23.33 %22nd Month7th MonthFebruary

3.29 % 0.23 % 0.02 % 0.34 % 0.19 % 0.38 % 0.48 % 0.24 % 0.77 % 2.13 % 0.27 % 10.11 % 0.10 % 0.05 % 0.72 % 0.39 % 0.29 % 20.00 %

49.81 % 8.53 % 2.66 % 61.00 %

BHPH BENCHMARKS LHPH BENCHMARKS $ 8,910$ 7,033 35.58 % 39.56 % 27.34 % 21.07 %22nd Month8th MonthFebruary

$ 10,555$ 6,197 32.87 % 32.72 % 22.20 % 41.29 %22nd Month5th MonthFebruary

20162017

20182018

2 0 1 8 Y E A R I N R E V I E W | 2018 BHPH INDUSTRY BENCHMARKS | BY KENNETH SHILSON

BHPH_0619.indd 17

5/17/19 11:45 AM

• BHPH DEALER will include real strategies, market analysis and tools to

help the BHPH dealer community maximize the performance and profitability of their dealerships.

• BHPH DEALER focuses on the financial interests of used vehicle dealers, both

franchised and independent. Our magazine has a special focus on the BHPH, subprime and specialty finance segments of a $345 billion a year industry.

• NAAA’S ON THE BLOCK MAGAZINE is the official bi-monthly publication of the

National Auto Auction Association targeted to the remarketing and auto auction communities nationwide.

• ON THE BLOCK is a bi-monthly supplement of Used Car Dealer magazine, published on

the odd months of the year.

• ON THE BLOCK is distributed to all 16,000+ dealer members of NIADA, and

all 1,400+ members of the National Auto Auction Association.

BHPH CORNER COVER PACKAGE: $4,000 includes exclusive corner cover ad, full page ad & adjoining full page advertorial/editorial column. (750-800 words)

• ON THE BLOCK provides NAAA members updates on association news and events,

local auction news, as well as auction safety and arbitration education, legal briefs, and remarketing articles from experts and vendor partners throughout the auction industry.

• ON THE BLOCK also takes great pride in recognizing and promoting local auction

community service programs nationwide. In the spirit of celebration, ON THE BLOCK also promotes the many scholarship award winners and achievements of their fellow auction members, staff and families.

2020 NAAA ON THE BLOCK MAGAZINE AND BHPH DEALER MAGAZINE DISPLAY AD RATES

NAAA OTB MAGAZINE can also be viewed online at www.niada.com/naaa_on_the_block_magazine.php ➢BHPH DEALER MAGAZINE can also be viewed online at WWW.BHPHDEALERMAG.COM

2020 AD SPACE RESERVATION & ARTWORK DEADLINES

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