Return to Home Page 1997 Remarketing by Paul Herbig Abstract Remarketing is the rebuilding or remanufacturing of used equipment to the state-of-the-art condition. It could be said that remarketing is the 90's way of doing business. This manuscript examines the phenomenon of remarketing and its future potential. Introduction Remarketing is the rebuilding or remanufacturing of used equipment to the state-of-the-art condition. It could be said that remarketing is the 90's way of doing business. Companies are now looking for ways to do business with a remarketing plan. For instance, despite the sometimes higher costs, industries are using recyclable products as a means of being environmentally conscious. Customers are interested in getting the end product cleaner and safer. For this process it takes time not only for the people to accept it but also distributors to accept it as well. The goal of remarketing is to rebuild products so their life span can be extended. By extending the useful life of finished goods, this delays the permanent disposal of these products. According to Jim Osment, President of Arrow Automotive Industries, remarketing is defined as “thoroughness and sophistication of the process used to collect cores, tear them down, test and clean components, and reassemble on a mass production basis” (Cannon, February 1992). The result of this process is a product that is equal or better than new. The opportunity for remarketing is expanding. Many reasons exist why remarketing can be a prosperous way of doing business. Remarketing definitely benefits our society, environment, capital and labor. It helps out our environment in that the resources that are processed for manufacturing continuously reduces our raw supplies, while energy sources are used in the remarketing process. The pollution level is greatly reduced too because remanufacturing has the potential to operate at low levels of pollution. For instance, capital equipment, health, and safety conditions are often improved when firms purchase remanufactured products. It is difficult for some industries to purchase new equipment to meet with safety standards because they do not have the capital to do so. Another benefit that remanufacturing has is that it is time efficient. It takes less time for the remanufactured parts to be delivered because they usually stock up on parts and replace them for your damaged ones. This helps reduce the amount of times the industries’ machines are turned off because they are not in working conditions and they have to be out of service until they are fixed. Consumers would like to know that even though they are purchasing remanufactured products they are still getting a quality product. This is why it is important when the company prices the product. You do not want to sell the product too cheap otherwise the consumers are less likely to purchase the remanufactured product. This can only lead to a bad image of any remarketable product. Consumers will think that remanufactured parts are not as good or effective as new parts. They can also see it as “second hand goods” and this could really hurt their image. A way that can help enforce the product to consumers, the company can provide remanufactured parts a warranty just like they do for new products because their performance should be just as good. It is not a good idea to make drastic reductions on the price of these type of goods. The remarketing of these improved products is very important to the marketing industry. ‘This detailed remanufacturing process consists of several steps. First, the product is disassembled and every part, material, or structure is examined. Those components that are important to the performance of the products may be replaced with superior components in order to create a higher level of performance. Other parts are replaced, if necessary, and all retained components are cleaned and refurbished. The engineers make sure to design their remanufactured components to perform in a worn environment because parts tend to wear faster in older vehicles. This process creates improved products for the market place. The remarketing of these products has to be carefully done. It is crucial that the company provides a warranty for the remanufactured products otherwise this can completely damage the image and reputation of remanufactured parts. The consumer should feel that the warranty is just as valid as if they had purchased a new product. If they don’t it is most likely that the products will not survive in the market place. This will also provide no incentive for the consumers to purchase these products when competitors are selling the same product only new. Most consumers would perhaps restrict themselves from purchasing these kinds of products. The consumer must feel that they are getting a good quality product when purchasing remanufactured parts. Remanufacturing also offers several benefits to participants and society. For instance, It reduces the cost of the suppliers to remanufacture these products. It is less expensive to remanufacture a product than to produce it from scratch. Failed parts that can be manufactured often can be turned in for credit. The price of remanufactured parts is lower than that of a new part so society can benefit from this. Remanufacturing companies sell their equipment for around half the cost of retail products (Anonymous). The reason for that is that the cost of the goods are lowered therefore, they can be competitive with the new manufactured parts. The way that businesses can recapture lost market share is if remanufacturing expands and its demand increases. We could then have some serious income among these parts. There are a number of other benefits that remarketing also offers in terms of labor and capital. Since remanufacturing is labor intensive it requires semi-skilled or even unskilled workers. This opens up opportunities and creates more jobs for those who are unemployed due to the lack of education. Remanufacturing creates jobs for unskilled workers. The capital equipment needed for remanufacturing is reduced because of most of the equipment needed which consists of hands, tools, jigs, and fixtures. Conserving resources has an economic impact on businesses. “The percentages of remanufactured parts used is predicted to increase and their quality will likely continue to improve” (Cannon, April 1992). This is definitely going to bring an impact in the business market not only can it help companies expand their businesses but it can also help improve technology. The companies also have a dramatic cost savings and great potential for profits. The environment has been a bug concern over the past years, and it is the main concern of any company now a days. Consumers are more aware of and take part in recycling to help clean up our planet. It has become a very important issue throughout our world. This method of remanufacturing is going to be widely accepted because company’s are reusing better yet they are recycling old material and making it new again. It has many positive effects in our society. Consumers like to be a part of the clean and safe environment. The way they can also contribute their help is by purchasing remanufactured parts but like everything else there is always the negative side of remarketing. There are approximately 600 companies in the United States that take part in remanufacturing. Computers, telephone equipment, robots, machine tools, and many more industries have been a part of this method. Some of the (OEM’s) original equipment manufacturers regard manufacturing as threatening and customer ignorance. They fear on the competition between the new equipment and the remanufactured equipment that is less expensive. Other OEM’s simply see the opportunity in using remanufacturing operations as a way to balance demands if the company’s are having a hard time getting back into the business cycle. There is a lot to be said about the middlemen because remarketing of remanufactured goods can highly depend on their availability. OEM’s sometimes has problems with distributions because there are some distributors who are not willing to sell remanufactured items. This creates problems for both OEM’s and suppliers. “There are three perceptual issues that are thought to determine the availability of remarketing. The first issue involves the degree to which a product is perceived to have “high viability.” These visible goods are often repurchased to keep a high image to customers and employees. Remanufacturability has o include modernization because if equipment is not kept up-to-date during the remanufacturing process the image wanted to be obtained would not be lost. A second issue involves the rate of technological change. People would hesitate to pay a large amount for equipment that could quickly become obsolete. The third issue involves the life expectancy of the product. A customer must perceive that the extension of life expectancy is possible. The shorter the life of a remanufactured product was, the more likely it is to rebuild the product to a condition at least as good as new (Anonymous). These are very important issues that can determine if the method of remarketing will be accepted. This can also be seen as barriers towards consumers. The companies have to have strong images and reputations among consumer. The consumer is more likely to trust a reputable name than they are for a company that has had a lot of problems in the past. It is difficult to determine how fast remarketing and remanufacturing strategies will be taken on by everyone. It is based on the principles of diffusion innovation theory. This theory is important because for a concept to diffuse rapidly it should not be too technologically complex to grasp. It should be compatible with existing beliefs and offer a recognizable advantage over other alternatives. It should also be highly visible and communicable and have an element of easy trial. The remarketing concepts meets these criteria to a certain degree. The technological complexity is not difficult since remanufacturing is basically disassembled and reassembled. Reassembling of equipment should be easy to OEM who originally assemble the product. Compatibility with existing beliefs is a problem for OEM’s because remanufacturing may be inconsistent with company objectives. The resistance to change may slow the diffusion of remarketing to conservative or risk averse organization. Lack of high visibility is a drawback to remarketing (Anonymous). Even though remarketing has been around for a while and it has societal advantages that can easily be seen, it still has not been widely accepted. It is believed that its acceptance increases over time because it has more to offer that it has to loose. The goal of remarketing is to rebuild products so their life span can be extended. With these concepts the products that are remanufactured provide a warranty of the product to make consumers feel that companies are selling good quality products. Image is everything when a product is out on the competitive market. It is just a matter of time before consumers truly realize that they are getting just as good quality as if they were buying brand new parts. Not only does remanufacturing offer warranties but they also have many benefits. They include savings in labor, materials, and energy costs, shorter lead times in production lines with the savings in the business cycle, a positive, societal concerned image, and new market development opportunities. Just like there are many benefits remanufacturing also has its downfalls like customer objections and perceptions of quality, finding distributors, communicating the right image to the public and customers, and internal coordinating with R and D and manufacturing operations. The reason why it has not been widely accepted is because remarketing has not been accepted is because remarketing has not been advertised properly to consumers. It is believed that this will all change someday and that the level of acceptance will increase dramatically. Remanufacturing is already a large operation for certain areas of the market place. This is all about making the right moves at the right time, and with the right companies in order for remanufacturing to get a good image among society. SCAN REMARKETING PROGRAM Shared Check Authorization Network known as SCAN is a remarketing program that is being offered to small retailers through remarketing channels such as financial institutions and authorization networks. It is a check authorization program. “The procedure for check authorization is very similar to a credit authorization. The retailer enters a number into the terminal and the terminal dials out to access the SCAN database, which then transmits back an accept or decline message” (Robinson, April 1995). These remarketing channels have expanded their check authorization program because before only the nation’s largest food, drug, and general merchandise chains were the only ones who used it. The ones who had this program were large stores such as Target, JC Penny, Sears, CVS, Kmart, Wal-Mart, Safeway, and Nordstorm companies who have annual sales below $50 million. However, SCAN today offers check database to small retailers. For years thousands of dollars were lost annually due to bounced checks. Company’s and retailers were losing money. In 1985 SCAN began to provide a service to stop bad checks from passing. “The way it works is that a computer provides a comprehensive and continually updated file that members can use in their check authorization process. They search either by check number, and if there is a match the check being tendered is declined” (Robinson, April 1995). There is no certainty that just because the check passed through and was approved by the SCAN program that the check is good. The reason for this is because checks or driver’s license numbers that have been entered before from large retailers are always on the SCAN database. Since this program had not been offered to small retailers the database does not have a large amount of names. Even first time bad checks writers or those that have been passed outside the SCAN network will not be flagged by the system (Robinson, April 1995). There are of course penalties for those checks that ended up passing through the program but later bounced, Scan has a collection agency service at no additional charge. This program is presently being offered through the merchant processing divisions of First National Bank of Omaha, US Bank and Sea First Bank. “ First National Bank of Omaha was the first remarketer to sign on to the program, which was announced in the fall. The bank sees it as a way to strengthen relations with its 45,000 merchants, by providing a one-stop solution for payment services. Merchants on the program will receive a consolidation statement of both credit and check authorization transactions” (Robinson, April 1995). The Bank states that this program for check authorization is a lot like the credit authorization program because both programs have to dial certain numbers into the database which will then give them a message of whether or not they should accept or deny the check. The program for check authorization charges are from 20 cents to 25 cents for each transaction. “Remarketing program also makes the collection agencies responsible for reporting the bad checks data on behalf of the small retailer. This ensures that information is transmitted into SCAN in a controlled and reliable fashion, and relieves the retailer from the burden of reporting bad checks data into SCAN” (Robinson, April 1995). The merchant does not get the returned check instead the remarketing program gives their bank the authorization to send the bad check back to the collection agency. This program has a lot to offer and has the potential to expand its SCAN program even further. More and More retailing companies are taking part in this program. It is a way to help ensure less fraud among check writers. Not only does SCAN provide bad check data it also has a database that provides data on stolen checks and checking accounts that have been “closed for cause”. SCAN has been a complete success and because it is growing its value is increasing because there is more information on bad-check writers. You do not have to worry about your business loosing money on bad checks anymore, if you are signed onto the SCAN remarketing program. T H E R E M A R K E T I N G O F A U T O S The difference between marketing and remarketing should be analyzed more deeply since remarketing and the changes in the distribution channels that facilitate remarketing have become of great concern in the last years. Remarketing has increased in importance in the auto distribution channels. Since cars companies such as General Motors began having trouble in selling new cars, they had to find out another technique to make profits. And, what these car manufacturers did in order to solve some of their economic problems was to fleet sales essentially to rental auto companies. This great number of used vehicles were called “program cars” and it is from here where an auto distribution revolution begins changing the traditional ways of marketing cars. It is important to state that remarketing of autos has lately become the most important activity in the auto industry. A synonym for remarketing could be exchange of activities, that is why, remarketing refers to the exchange that ease second time ownership and use of a product (Blackwell, 1994). Remarketing is a process which has existed forever for a great number of different kinds of products. Some examples are pawn shops, garage sales and used car dealers. Some reasons why remarketing has been called a revolutionary process are the tragic changes occurred in already existing channels of distribution, the rising of different institutions to enhance the efficiency of remarketing distribution channels, and the need for original auto manufacturers to include remarketing in their entire marketing planning. As well as the remarketing of autos, there are also some other products such as clothing and high specialized medical equipment that make use of remarketing strategies to increase profits and lower losses. Nowadays, there are some video stores accepting video tapes that are still usable specializing in the remarketing of such tapes. In some cities of the United States, there are also some remarketing malls which have specially remarketing stores competing directly with other malls containing only outlet stores. The reason for studying automobiles as a specialized product is because autos play an essential role in the economy of the United States. Some experts in the car industry have said that “some major automakers are facing extinction by the end of the decade because of too much production for too few buyers” (The Columbus Dispatch, 1991). Auto manufacturers have begun selling their cars primarily to rental cars companies as a solution to the problem of over-capacity. However, by selling cars exclusively to rental car companies does not solve the problem entirely. “Remarketing channels developed in such a way that manufacturers typically sold or leased new cars to rental fleets which some months later would be remarketed to other buyers by the manufacturer” (Blackwell, 1994). It is amazing to know that since the last five years almost one million of “nearly new” cars have been sold to consumers every year. Automobiles manufacturer consider auto auctions and the remarketing process to be key elements to automotive distribution. Manufacturers depend on remarketing channels for a higher share of “nearly new” cars sold to American consumers who previously would have bought cars that in fact were new. AUCTION’S ROLE IN AUTO DISTRIBUTION Since World War II, new car dealers in America have sold more used cars than new cars” (Blackwell, 1994). Remarketing has become more important than original sales auto marketing in the way in which units sold through new car dealers are measured. The statistics taken from NADA show that about forty-seven percent of used cars are obtained from new car trade-ins, but that twenty-four percent of all used cars sold by new car dealers are obtained from auctions (Automotive News, 1991 a). Manufacturers have learned effectively the task of buying back the cars and their following remarketing. This ability of auto manufacturers have rely essentially on the emergence and growth of auto auctions which constitute the most specialized marketing institutions. Even though automotive auctions have existed from long time ago, it is now when they have started increasing in importance. Auto auctions exist for the fact that they are able to serve car dealers more efficiently than manufacturers were themselves in the past. Today, the standard auto auction contains from fifty to seventy-five acres of cars with some others having as much as one hundred and twenty acres of cars. In the past, auctions used to be held just once a week; today, many automotive auctions operate various days per week. The cars of a certain manufacturer, dealer, trade-ins, high line sales, classic cars, trucks, salvage cars and on are segmented by day and sold on different days. It is important to mentions that major corporations are now investing in auctions because they have become organizations with highly computerized systems to serve the customer. FUNCTIONAL SHIFTABILITY IN THE AUTOMOBILE REDISTRIBUTION In order to understand better the changes in channels of distribution, the concept of functional shiftability should be fully understood when analyzing automobile remarketing. “Functional shiftability is the process in a channel of distribution whereby marketing functions are shifted to institutions that perform basic functions more efficiently than existing institutions” (Blackwell, 1994). It is evident that the growth that auctions have experienced in the last years is because they have been able to perform activities and functions in a very efficient way. PRICE EFFICIENCY All different types of auctions try to bring buyers and sellers together who are willing to make a deal at a very low price. In the last years, auctions have expended their number of functions such as information, financing, transportation, storage, as well as service improvements including body repair and reconditioning. STORAGE AND FINANCE COSTS Few years ago, dealers used to keep automobiles in inventory for more than ninety days. Today, dealers try to keep cars in inventory for less than forty-five days. In some cases when a dealer has cars in inventory that can not be sold because they do not fulfill sales requirements, or because the dealer does not have the adequate cars able to generate rapid sales, an auction gives a quick remedy to that problem. MARKET INFORMATION The auctions provide customers with enough market information on a timely basis. Some books such as Black Book, and Blue Book, report information about auctions sales. The services provided by auctions include process for cars, trucks and vans which can be classified in four different categories that are extra clean , clean, average and rough. LOGISTICS FUNCTIONS Logistics and transportation are two functions that are also carried out by automobile auctions. A great number of auctions perform the service of pick-up and delivery to dealers more efficiently than dealers can individually achieve. PRODUCT IMPROVEMENT Auctions devote too much effort to improve a car’s conditions which are sold to dealers who then ultimately sell them to consumers. Auctions have been able to improve the services of repair, interior, clean-up and detailing. In the last ten year, auctions have invested about one billion dollars especially areas of computer software and other highly sophisticated systems in order to offer a more reliable product. Some auctions have computerized systems able to observe the paint of an auto, choose the right paint and mix it accurately to match the car, perhaps in a more efficient way than can manufacturers. Now, buyers have the opportunity to test the car by driving it and get more information about the car. Although auctions do not assure the quality of automobiles, they inform the buyer the special conditions that a car might have. For example, they have assumed the responsibility to tell the buyer about a car that has been operated by someone working in the police department. REMARKETING, A PROCESS INCREASING IN IMPORTANCE There are some reasons that have contributed o the growth in importance of remarketing autos in the United States. There are in fact some reasons that are meaningful and that have caused a big revolution in the manufacture and in the sale of vehicles in the United States. QUALITY OF CARS An important reason for the rise in remarketing of autos is because of the vehicles’ increased life. A great number of American manufacturers have been paying extremely attention to the quality of the vehicles since foreign competition is becoming very aggressive. “A decade ago, cars with 75,000 to 85,000 miles were considered “high mileage” cars. Today, it is increasingly common to find cars with mileage well in excess of 100,000 miles, that still look good and perform well” (Blackwell, 1994). This is very convenient for remarketing activities which will continue growing in importance if the length of life for a car continues increasing as well. STRUGGLING DEALERSHIP In the last few years, some businesses have experienced bankruptcies, consolidations, and abandonment of franchises because the sale of cars manufactured by Americans has been declining over the years. It is a sad situation that even those remaining strongest dealerships have gotten very low profit margins. This fact caused anxiety to dealers that they started looking at used cars as a possibility to generate more profits. Used cars represent an additional advantage that makes them very attractive for new car dealers. Today, consumers are able to find out what the invoice cost to the dealer is and then negotiate the price for the used car close enough to that amount. Most of the successful car dealers concluded that “not only were remarketed cars more attractively priced to consumers, but were also likely to be the subject of less intense price negotiation” (Blackwell, 1994). One of the strongest reasons of why new car dealers are selling more used cars than new cars is because the most powerful dealers have already understood that the used car department and program cars are the ones providing most of the profits. Car experts assume that in the near future, there will be very few people able to buy their first new car. On the other hand, imports have become very strong that are taking a large share of those remaining. American car manufacturers should look for new sources in order to generate more profits and survive in this competitive environment which is becoming more difficult to undertake. And this new source of profits is the remarketing of autos. OLD CONSUMERS Insurance companies have demonstrated that the aged drive more carefully than do the youth. It is also evident that older consumers drive their cars for longer time because they drive them very slowly. That is why, when older consumers decide to buy a new car, remarketers are more attracted by these used cars that the ones coming from younger people. AMERICAN INDUSTRY OVER CAPACITY It has been estimated that American car manufacturers have the capability to produce nearly nineteen millions cars a year. The bad side of this is that the current demand for new cars is less than what manufacturers are able to produce. A great number of plant closings, consolidation of firms, and manufacturing restructuring have been registered in the last few years as a consequence of the American car overcapacity. There exists the possibility that three of the US auto manufacturers will not survive. As a case in point we have Toyota which experienced a decline in profits in 1994. Some other powerful car companies such as Fiat and Porshe have as well experienced sales problems. Some experts assure that firms such as Porshe and Mercedes will merge in the future. Manufacturers infer that if they are not able to generate sufficient profits from the marketing of new cars, they will sell the same cars more than once for several years. That is why, manufacturers are investing more money in trying to analyze deeply the remarketing of autos. ENVIRONMENTAL CONCERNS Environmental concerns as well as the green movement represent another need for the remarketing programs. The green movement includes those consumers who are willing to use their car longer in order to preserve the natural resources of the world. It is possible that Americans will be limited in the number of cars that they own or operate in today’s “clogged” highways. Some countries such as Japan have already taken this technique. For example, in Singapore people driving their cars on freeways require a permit in order to do it, and it is not common to see old cars being operated in Singapore because of the existence of prescribed limits. These old cars are recycled to other countries with less restrictions. More Americans are becoming aware of the environment problems and their fatal consequences, so it is possible that there will be more support for solutions requiring a reduction in the number of cars that annually produced, and instead emphasize on the remarketing of the same cars for a number of years. IMPLICATIONS OF THE AUTO REVOLUTION The demand for new cars has decreased considerably because of the reasons for remarketing that have been explained earlier. However, solutions can be found for any problem at the levels of macro and micromarketing that will be described below. MACROMARKETING IMPLICATIONS The remarked cars are replacing in importance the new cars. As a consequence, the marketing institutions and the people working for American firms are being changed. With the increasing in remarketing, the service businesses will increase in importance. As mentioned before, the services are substituting the sales of new cars and this switch has meant a primary source of profit for new car dealers. This fact also means that employees that were used to work in manufacturing plants are going to be shifted to intermediary institutions. MICROMARKETING IMPLICATIONS It is possible that some US and foreign automobile firms are going to disappear if they continue operation in the way that the are doing it now. Remarketing of autos is greatly succeeding in industrialized countries because the need to produce new cars in these societies has decreased too much in the last years. This means that some firms will have to modify their actual strategies or create new ones in order to survive in this type of business. As a case in point, we have General Motors and Ford that have already been involved in buy-back programs. FUTURE OF REMARKETING The auto industry have dramatically changed in the last years. It is presently facing a very challenging environment. A limited number of problems and solutions have been explained earlier involving the remarketing of automobiles. Auto auctions represent one of the most important developments in the remarketing institutions. Auto auctions are growing at a very fast pace because they are able to accomplish a great number of the remarketing functions at an efficient and sophisticated level. The process if remarketing of cars should be analyzed and studied in order to determine what is going to happen to those institutions that are fighting to continue existing in the car industry. When conducting this research, people engaged in the auto industry should pay careful attention to the demand and behavior of the consumer at that time. Also, they should analyze the effects of consumer preferences that may arise on how basic marketing functions shift among manufacturers, retailers, and intermediaries. M A R K E T I N G I M P L I C A T I O N S Today, the remarketing approach is used in many industries, including automobiles, aircraft, telephone equipment, computers, mall, robots, locomotives, and many more. Remarketing should be considered as a long term process because of a number of reasons. First, we have the one related to the environment. When following the remarketing approach, firms reuse parts that help the condition of our environment. As stated earlier, the level of pollution is significantly reduced because remanufacturing operates with low levels of pollution forms. This is a strong reason of why remarketing will succeed in the future. As you may know, people living in today’s world are more concerned about the environment, and they are willing to do what is necessary in order to preserve our natural resources. And, remarketing is a process that offers this type of benefits. Another reason for why remarketing will have a great impact on consumers in the near future is because now there are far fewer people available to buy completely new products. For example, the auto industry has begun following the remarketing approach because the marketing of new vehicles has greatly decreased in the last years. So, they had to start looking for another sources of profits or fail to survive. And remarketing has proved to be a good way to generate more profits. The remarketing of automobiles has become very important because the demand for new cars has considerably decreased in the last years. Some firms such as the automobile industry will have to start modifying their actual strategies or create new ones if they want to survive in this environment. As mentioned before, they will have to start switching from the marketing of products to the remarketing of them. C O N C L U S I O N Remarketing is the process where capital equipment is renovated or rebuild to a certain condition as good as new. The primary goal of remarketing is to remade products in order to extend their life. The warranty of these products is essential to preserve the image of the manufactured parts. The process of remarketing offers to the consumer several benefits. First, the costs are reduced significantly when the products are manufactured. This reduction in cost production permits the buyers to get such products at a lower price. Manufacturing in turn, reduces the cost of labor and capital equipment required to produce these products. What is more, by using the remarketing process we are also helping the environment because the raw materials are reused causing a reduction in the pollution level. Middlemen play a very important role in remarketing because sometimes it is hard to find distributors willing to sell remanufactured products. Companies that are making use of the remarketing process should try to keep positive since remanufactured products are perceived as “second hand goods.” It is possible that the remarketing industry will not succeed in the future if the reaction of the consumer is negative. Remarketing is a concept that has been used since the 1900's. It provides a great number of advantages to the society and to business firms. However, some disadvantages are also encountered when using this process. People have not been well informed about the remarketing process; that is why, they are not too comfortable with such process. Experts assume that remanufactured goods will increase in the near future if the quality of these products is improved. B I B L I O G R A P H Y Blackwell, Roger D. “Remarketing of Autos.” Consumer Marketing 1994: 4-16 Bullard, Stan. “Completer Remarketing To Move As Growth Spurts.” Crain Cleveland Business March 1990: 3 Cannon, Bill. “Remanufactured Parts: Better Than New? (Part 2).” Motor Age April 1992 Cannon, Bill. “Remanufactured Parts: Better Than New?(Part 1).” Motor Age April 1992 Cockerham, Paul W. “Homart Revives Virginia Mall With Renovation And Remarketing.” Stores Oct. 1995:47-48 McConocha, Diane and Thomas Speh. “Remarketing: Commercialization of Remanufacturing Technology.” Business Marketing Management, Winter Spring 1991:23-27 Moore, Walt. “Three Ideas For Saving Time, Money, and Trouble.”Construction Equipment November, 1989:76-79 Robins, Gary. “Scan.” Stores April 1995: 55-56 Anonymous, “Remarketing.” Unknown July 29 1996: 1-6