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Cher Johnny Depp Celine Dion Pietro Ferrari Derek Fisher Craig Jackson Anna Kournikova Demi Moore The Rock Arnold Schwarzenegger Donald Trump Catherine Zeta-Jones Jeff Zucker Derek Jeter Lisa Marie Presley Nicole Kidman Sting Faith Hill Sean "P. Diddy" Combs Leonardo Dicaprio A Rare Visionary By Winston Good fellow Market prophets of any type are a godsend to investors and collectors. The ability to predict what will be “hot” in the future is as rare as someone who can actually read a crystal ball. Yet, as the world of collector cars demonstrates with Craig Jackson, these rare individuals exist. “I can’t think of anyone who comes even close to [Jackson] in being able to determine what will be hot six to nine months out,” says Keith Martin of Sports Car Market, a monthly magazine that covers car auctions. Jackson’s ability guarantees that he will have a blockbuster sale at his company’s most famous venue: the Barrett-Jackson Classic Car Auction & Exposition. Held annually every January in the Phoenix suburb of Scottsdale, this year’s four-day venue was successful in finding 90 percent of its 760 cars new homes. Total sales volume approached $29 million. Such success makes it all the more surprising to learn that when Jackson took over the famed collector-car auction in 1995, many of the market’s experienced players snickered at his chances for long-term success. The auction, first held in 1971, was organized by Jackson’s father Russ and the larger-than-life Tom Barrett. Over the following two decades, the two men turned a simple auction into the spectacle it would eventually become: The widely acknowledged “bell weather” sale for the year. Barrett-Jackson’s highpoint came in the late 1980s and early 1990s when the auction specialized in big-dollar transactions. In 1990, $37.3 million in cars changed hands, with Ferraris, Duesenbergs and Bugattis selling for high six- and seven-figure price tags by the dozens. Then, the frothy, speculator-driven collector car market went into a steep decline over the next several years when the entire carauction circuit lost its luster. Market sales were hammered in the process while Barrett-Jackson languished. Craig Jackson took over when the downward spiral seemed to reach its nadir. One person who paid no attention to the grapevine snickers was car-wax impresario Barry Meguiar. “When he took the reins,” Meguiar says, “we immediately went to [Jackson] and said we wanted to up our involvement and become a sponsor.” Meguiar was drawn to Jackson’s energy, knowledge and strong determination. Not only had Craig Jackson been raised around cars, but he also had bought, sold and restored them himself. From this hands-on learning experience came a wide range of industry contacts. More important, Jackson discovered a good understanding of what made a car “right.” Immediately upon assuming the helm, Jackson worked hard to surround himself with equally dedicated and driven people. And he actively chased companies he viewed as beneficial sponsors, including Daimler Chrysler, the Speed Channel and Meguiar’s wax company. Jackson has now been in the driver’s seat for eight years and, as this January once again proved, the naysayers were wrong. What makes this ascension all the more remarkable is that Craig Jackson is trying his best to run a clean sale in what many feel can be a somewhat shady industry. People may call them “collector car sales,” but such lofty names cannot overlook this simple fact: These are unregulated markets in which the commodity being bought and sold happens to be interesting cars. There is no governing body, such as the SEC overseeing the validity of every transaction, and no organization that does its best to guarantee that every Ferrari Spider is, indeed, the real thing or the Plymouth “Hemi” Cuda crossing the block was originally built with its mighty, 426- cubic inch, 425-horsepower engine. When Jackson took over the reins of the floundering company, he was well aware of such shortcomings and the affect such perceived skullduggery had on the overall market’s health. “There was a lot of inbreeding, where this guy sells it to that guy who sells it to that guy,” Jackson told the author back in 1995. “It is like trading paper amongst brokers,” meaning cars went from dealer to dealer without actually going to end-users, thus distorting the market in general. He also felt the unrealistic “reserves” people set on their cars was detrimental. Because sellers put too high of a minimum price on the car, it was a waste of everyone’s time to put on an auction if nothing was actually going to go to a new home.

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