Used Car News

Steve Wallerstein finished his last day at Subaru of America Sept. 30, retiring after nearly three decades in remarketing.

Wallerstein spent two-thirds of that career at Subaru, following a seven-year stint at Hertz.
He’s enjoyed the experience of visiting auctions throughout the country during his career.
“I traveled coast-to-coast every week for 21 years,” Wallerstein said.
Wallerstein said technology has changed the attitude among remarketers in recent years.
“Some people think they can sit at their computers and work like air traffic controllers,” he said.
Wallerstein believes
remarketing is a face-to-face job that can’t be done from a desk.
Meeting with dealers and finding out their needs and concerns is
vital to success in remarketing.
“The main thing is
consistency,” Wallerstein said. “Our dealers want consistency.”
Dealers coming to auction need to know what to expect at each sale and the consignor has to deliver, he said.
“If you were a buying dealer, you knew what to expect,” said Greg Beck, general manager of ADESA Golden Gate.
“He didn’t deviate from his plan. The price was the price.”
Beck said Wallerstein basically covered the country by himself and traveled as much as
anyone.
“He probably has more frequent flyer miles than the U.S. president,” Beck said.
Wallerstein said it’s hard to understand the dealer’s wants if you’re not in the lanes.
“You get a better feel of the market if you attend the auction,” he said.
Although dealers are grumbling about prices, that’s a good sign, he said.
“If prices are up at auction,” Wallerstein said, “it means business is good.”
Subaru benefited over the years by having a line-up of all-wheel drive vehicles, which were in high demand from the Snow Belt.
Wallerstein said he took a buy-out package and looks forward to spending time with his family, especially his daughter who is a junior in high school.
John Manchin will
replace Wallerstein.