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Ally All Ears Podcast | used car bubble

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This content was paid for by an advertiser and produced by the Automotive News Content Studio.
June 15, 2022 08:00 AM
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    Automotive News Special Reports · All Ears Podcast | Successfully navigating the used-car bubble

    Today, we catch up with Todd Sanders, Executive Director of Remarketing Services, at Ally Financial, to discuss how dealers can successfully navigate the used-car bubble amid ongoing pandemic conditions and continued supply chain and microchip shortages.

    Though the inventory crunch seems to be lessening, dealerships are still working to cope with lower-than-typical sales figures and scarce inventory.

    ___________________________________________________________________

    Transcript:

    Advertisement: It is time to take your dealership from 0 to 100 from dedicated underwriter and account executive teams to comprehensive training courses, Ally has the resources needed to help take your business to the next level. Contact your local account executive today.

    Jackie Charniga, Automotive News: Hi, everyone. This is Jackie Charniga with Automotive News and welcome to the All Ears podcast. This podcast is sponsored by Ally Financial and is produced by the Automotive News Content Studio. In each episode, we delve into topics important to executives in automotive retailing. We tap Ally leaders to offer actionable solutions for dealers and others to successfully navigate transformational changes in the industry. Today, we catch up with Todd Sanders, executive director of Remarketing Services at Ally Financial, to discuss how dealers can successfully navigate the used car bubble amid ongoing pandemic conditions and continued supply change and microchip shortages. Though the inventory crunch seems to be lessening, dealerships are still working to cope with lower than typical sales figures and scarce inventory. Hi, Todd. Thank you so much for taking the time.

    Todd Sanders, Ally: Hi, Jackie. I thank you for letting me come on.

    JC: Let's jump right in. Although there are some signs that conditions are improving, the continued supply chain in chip shortages affecting automakers new car production also continue to affect the used vehicle market. What's the latest you're seeing and hearing in terms of wholesale and retail prices and the consumer demand for used vehicles?

    TS: Well, Jackie, sourcing inventory remains a priority and a challenge for dealers. While you said most dealers are experiencing a slight increase in new vehicle inventory, there's just not enough trade-ins or off leased vehicles to meet demand for the used car customer. In addition, there are still nontraditional used car buyers out there, like rental car companies who are still competing with dealers to help them supplement their fleets. Because of these factors, we're still seeing wholesale prices and retail prices remaining high and a lot higher than normal and we anticipate that happening for the remainder of the year.

    JC: Todd, are you seeing the used vehicle marketplace improving and are dealers finding used vehicles to sell?

    TS: Well, it really depends on what you mean by improving. Consumer demand is still very high and strong, and the retail strength of the consumer is still very healthy. Those things are improving and doing well. As far as inventory, there's still inventory to be found. You just need to be more diligent when looking for it. Many dealers have put a lot of new programs into place like one thing they are doing concerted effort into sourcing vehicles directly from the consumer. It is helping them pick up some vehicles. But what we are hearing from our customer is its very time consuming and it's very competitive. So, if a dealer is calling customers and saying hey, would you want me to sell your car to me or would you like me to buy your vehicle? They are getting customers to respond, but when they're responding, they're finding that they've already got four or five offers on that vehicle and it is becoming a little more expensive to them to source, as well as they're having to contact more and more customers to get a few people to come in and sell their vehicles. But, the closing ratios are low, but they are helping them find vehicles. That is the one nice thing about online auctions like SmartAuction. We have thousands of vehicles at your fingertips every day. In fact, this morning, we have 31,800 vehicles on our site at 6 a.m., and that number will generally increase over the next couple of hours as consignors continue to add vehicles on the auction. So, when you can go to one place and look at that many vehicles, I mean, that is a pretty easy way to find the type of vehicle that you're looking for to fill your needs.

    JK: Digital auctions were already growing in popularity before the pandemic hit. And in the past two years, we have seen a huge increase in dealers shopping for used inventory and digital auctions, including Ally’s SmartAuction platform. Is there a way you can offer a few tips or best practices for dealers as they use these online auctions to source used vehicles?

    TS: My first tip I would make is make sure you are on every day. As I stated just a few seconds ago, we had over 31,800 vehicles on the site this morning. The good thing about that is 13,900 of them were day one vehicles and what that means is today the first day those vehicles have been on the site. Every day we have thousands of new vehicle postings so if you miss a day, there is a good chance you may miss the vehicle that you're looking for that you need on your lot. The next thing I would say is to set save searches. If there are certain vehicles or a certain vehicle type that you are looking for all the time, like a four-wheel drive or midsize SUVs, you can set up save searches so when you log on to the site, you can pull those cars up that are more important to you and then spend less time searching for those vehicles and looking at the right vehicles that you need for your dealership. And then last but not least if you see the car that you like, but you do not see it for the price you're looking for. Maybe you are using the V-auto, maybe you're using some other tool to kind of determine what price to buy it. Even if you find a car that has an opening bid or opening price that is more than you're willing to pay for it you can make an offer on those cars. We saw a good percentage of our cars via offer. So, let us say you see that car out there and they want $22,000 but you are willing to pay $21,300 go ahead and make an offer on it. A good a good portion of the time, those deals will either come back, either agreeing to that price or countering and then you can settle on a price that is good for both of you.

    JC: That's excellent advice. What are some of the benefits of using online auctions for dealers today?

    TS: The most important benefit is that you do not have to leave the dealership. Everyone is extremely busy these days and you really do not have the time to take one or two days out of your week to go to an offsite location to look at cars. This way you can stay in the dealership, and you can focus on other important items like servicing your customers. That in addition to like platforms, auction online platforms like SmartAuction are typically open twenty-four seven. We have two live auctions a day that one runs from 9 a.m. to 2:30 p.m. and the second runs from 4 to 8. But outside of those two live auctions, we are open twenty-four seven. A lot of our vehicles have what they call buy it now prices so if you see a car that you like and you like the price, you can go ahead and hit it and you can hit it seven days a week. So, it is very convenient for you to then be able to use it and when you are free and available that you can actually get on the site and locate the cars that you need. And then again it is a great way to sell your inventory as well. Every dealership has mismatched inventory or aged inventory or has a trade that just does not fit what they need. This is an easy way for you to put the vehicle on sale while it is still on your lot while you may be trying to still retail it and if you got a great price for it on SmartAuction, then you can look at selling it and then you do not lose any time. I guess those would be some of the benefits that any online auction would do. And then last but not least online auctions survive by providing the inventory you are looking for and then the customer service that you need in order to be comfortable and make sure that that transaction is painless and easy. At SmartAuction we have a sales team and a customer service team there to help you in any way to help you buy or sell. And we have an arbitration team that works very hard to handle any arbitration quickly and fairly. And the key to getting people to stay online is to make sure that they think that they are getting a good deal and they're getting the car that's represented like their what they're seeing. We work hard for that every day to to make sure that the buying experience and the selling experience is simple and works the way it is supposed to.

    JC: That's it for this episode of the All Ears podcast. A big thank you to Todd and on behalf of Ally and the Automotive News Content Studio, thanks for listening.

    Advertisement:Want to run laps around your previous business goals. Ally has the resources and tools to help your dealership succeed with dedicated underwriter and account executive teams, customized F&I solutions and comprehensive training courses, Ally can help your business crush every lap. Ready to get started? Contact your local Ally account executive today.

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        • Allstate: The ABCs of maximum F&I effectiveness
        • Ally All Ears Podcast Episode | The next evolution in virtual F&I
        • Ally All Ears Podcast | How F&I is driving dealership profits
        • Ally All Ears Podcast | building customer loyalty during challenging times
        • Ally All Ears Podcast | reducing friction in the purchase process
        • Ally: All Ears Podcast | Building trust to attract and retain customers
        • Ally: All Ears Podcast | Staying competitive with vehicle acquisition
        • Ally: All Ears Podcast | Used Car Bubble
        • Ally: All Ears Podcast | practices you may incorporate into your F&I department
        • Ally: All Ears Podcast: Building a culture of inclusion at your dealership
        • Ally: All Ears podcast Does your dealership have a talent management strategy?
        • Ally: All Ears podcast | Does your dealership have a talent management strategy?
        • Ally: All Ears podcast | Tips to refresh your F&I practices in 2023
        • Ally: All Ears podcast| The used-car bubble is bursting. What’s next?
        • Ally: Tips to refresh your F&I practices in 2023
        • Amazon Ads: Marketing tips for electric cars and alternative-fuel auto advertisers
        • Ansira: Building a multi-pronged marketing program at your dealership
        • Big Ass Fans: Reducing risk and productivity loss with Big Ass Fans & evaporative coolers
        • CDK Global: Shoppers make clear the service features they want
        • Capgemini: Unlocking the next turn in the mobility roadmap
        • Capital One Auto: Auto dealers are here to stay. Here’s the next step in their evolution
        • Capital One Auto: The future of car buying
        • Champ: The history of titling and the cost of human error
        • Concentrix: How can customer data drive a better automotive CX?
        • Cox: Automation and the future of automotive retail
        • Cox: Boost sales and profit by adopting tactics of forward-thinking dealers
        • Cox: Transformation toward eCommerce in automotive retailing
        • Cox: Transforming F&I for Automotive eCommerce
        • Deloitte: ACCELERATING DIVERSITY, EQUITY AND INCLUSION
        • Easycare: Reinventing the service contract for EVs
        • Easycare: The importance of benchmarking your reinsurance performance
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        • HAIG: BUY-SELL Q&A | Valuing dealerships In uncertain times
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        • Kerrigan Advisors: Interview with Baxter Auto Group
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        • LUXOFT: How are software-defined vehicles disrupting the automotive industry?
        • NEXTEER AUTOMOTIVE AND ETAS INC: Software-defined vehicles will transform auto industry
        • OEC: How to understand what customers are saying when they’re not saying it
        • PACE: Electrification Technology: Once the supply chain gets over the shock, EVs offer opportunities
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        • Swiss Re: Insurers and car manufacturers: how to unlock the potential of true collaboration
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        • Trimble: The future of autonomous vehicles speeds ahead
        • Truist: Capitalize on the changing structure of auto retailing
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        • URBAN SCIENCE: Parts & Service: Building the Service Operation of the Future
        • Urban Science: Promoting dealer-consumer alignment across continued industry evolution
        • Walbridge: Video | Walbridge Chairman on how automotive companies are navigating the electrification boom
        • Western Digital: To Meet Consumer Demand, Automakers Must Double Down on Agile Development
        • Wipro: How to address safety and security for software-defined vehicles
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        • Notarize: What to expect for the future of auto sales
        • Seagate: Unlocking value from connected-car data
        • Amazon Web Services: AI-powered supply chain decision-making
        • Epic Games: Five ways in-car designs will change in the next five years
        • Haig Partners: How are dealerships being valued today?
        • Haig Partners: Dealership consolidation trends
        • Haig Partners: Dealership valuation trends
        • Haig Partners: Dealership succession planning
        • Ally: Navigating the future of automotive retailing
        • Google: How a century-old brand is transforming the auto industry
        • Car Wars: Is a Rise in Service Leading to Poor Customer Satisfaction?
        • Solera | DealerSocket: Four real-time integrations that can save your dealership time
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        • Kerrigan Advisors: Blue Sky Update Q4 2021
        • Qualcomm: Trading multi-year design cycles for on-demand features and experiences
        • Twitter: EV adoption is happening...in an unexpected place
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