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E.N.G. Vehicle Remarketing 2016
The digital transformation: Used car retail
performance management 2.0
Jörg Höhner
Global Managing Director INDICATA, Autorola Group
Amsterdam – January 26, 2016
NO TRIVIAL CHANGE
Major trends changing consumer buying patterns
The internet empowers
consumers
Smartphones and tablets
are game changers
Consumers take their
homework seriously
Targeted research
results influence buying
decisions
WWW
The digital transformation: Used car retail performance management 2.0
In a time where
supply and demand
changes faster than
ever, data-driven
insights are vital to
drive your used
vehicle business to
growth.
Actionable
Metrics &
Insights
DATA-DRIVEN INSIGHTS
Monitor real-time data to improve used car performance
OEM
• Improve market
transparancy
• Monitor and optimise
dealer network
performance
• Protect and increase
residual values
• Analyse, manage and
reduce risks
DEALER
• Improve market
transparancy
• Optimize used car
operations
• Increase stock turn
• Analyse, manage and
reduce risks
FLEET
• Improve market
transparancy
• Live Portfolio Value
Analysis
• Predict future residual
values
• Analyse, manage and
reduce risks
DATA-DRIVEN INSIGHTS
Real-time data to improve performance
MARKET DAYS
SUPPLY
PRICE TO
MARKET
INVENTORY
AGE
PRICING
STRATEGY
STOCK
TURN
DATA-DRIVEN INSIGHTS
KPIs to guide used vehicle operations success
SHARE OVER
FIRST PRICE/
MARKET
MARKET DAYS SUPPLY
Measures the relationship between supply and demand today
120
Supply
Total number of vehicles currently available
Demand
Average number of vehicles sold per day
60
MARKET DAYS SUPPLY
How can Market Days Supply help protect residual values?
Volume
Distribution
Pricing
Strategy
105 % 5% above Price to Market
100 % Average Price to Market
95 % 5 % below Price to Market
Nøgletal
PRICE TO MARKET
Assess the price position of your inventory
Price/
Market
MDS
97 50
100 74
101 150
99 217
Price/
Market
MDS
101 60
98 60
95 60
- -
Days in
stock
1-30
31-60
61-90
91+
Typical Ideal
Inventory overview
PRICING STRATEGY
Know when Market Days Supply is in your favour
Attractive cars
priced too low
Identify network dealers who
consistently price below the
market
Identify network dealers
without “rational” pricing
strategy
Know when Market Days
Supply is in your favour
„Discount“ dealers
Fresh inventory
priced lower than old
Attractive cars priced
too low
PRICING STRATEGY
Top 3 dealer pricing strategies undermining profitabilty
GERMAN PREMIUM
MANUFACTURER
JAPANESE VOLUME
MANUFACTURER
EUROPEAN VOLUME
MANUFACTURER
1- 30 days
31- 60 days
61- 90 days
91+ days
INVENTORY AGE
Minimize the profit harming effects of increased market volatility
24%
13%
13%
50%
28%
15%
12%
45%
29%
18%
13%
40%
STOCK TURN
Careful stock control to improve operational performance
4,6
5,9
0,0
2,0
4,0
6,0
8,0
10,0
Nov. 2014 Nov. 2015
Profit Impact:
€ 25.164
Small Dealer
5,8
6,7
0,0
2,0
4,0
6,0
8,0
10,0
Nov. 2014 Nov. 2015
Profit Impact:
€ 150.685
Mid-size Dealer
6,3
7,1
0,0
2,0
4,0
6,0
8,0
10,0
Nov. 2014 Nov. 2015
Profit Impact:
€ 983.933
Large Dealer Group
SHARE OVER FIRST PRICE TO MARKET
Identify and manage deprecation risk of your inventory
Avrg.
Price/Market
102%
Total Inventory
Value
€ 8.426.359
Share Over First
Price/Market
37%
Value @ Retail Asking Price € 3.754.629
Depreciation Risk Next Month € 56.319
CASE STUDY
Premium Brand Dealership
“Average stock
days reduced
by
15%
95%
Gross Margin
per unit up by
Used car sales
grew
113%
YOY
2,1 to
3,7
Stock turn
increased from
CASE STUDY
Asian OEM
Apr. 2015 Nov. 2015 Change %
Over aged (>90 days in inventory) 2.348 1.747 -26%
Slow market (MDS >120 days) 1.982 1.564 -21%
Over first price to market 2.218 1.723 -22%
Price not changed recently (>60
days)
2.869 2.135 -29%
Too few pictures (<3 pictures) 846 474 -44%
In a time where
supply and demand
changes faster than
ever, INDICATA
drives your used
vehicle business to
growth.
IMPROVE YOUR USED VEHICLE OPERATIONS
NOW
Request a demo or get started
with a free trial.
info@indicata.com
+49 (0)40 180 370-0
www.indicata.com

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The digital transformation: Used car retail performance management 2.0

  • 1. E.N.G. Vehicle Remarketing 2016 The digital transformation: Used car retail performance management 2.0 Jörg Höhner Global Managing Director INDICATA, Autorola Group Amsterdam – January 26, 2016
  • 2. NO TRIVIAL CHANGE Major trends changing consumer buying patterns The internet empowers consumers Smartphones and tablets are game changers Consumers take their homework seriously Targeted research results influence buying decisions WWW
  • 4. In a time where supply and demand changes faster than ever, data-driven insights are vital to drive your used vehicle business to growth.
  • 5. Actionable Metrics & Insights DATA-DRIVEN INSIGHTS Monitor real-time data to improve used car performance
  • 6. OEM • Improve market transparancy • Monitor and optimise dealer network performance • Protect and increase residual values • Analyse, manage and reduce risks DEALER • Improve market transparancy • Optimize used car operations • Increase stock turn • Analyse, manage and reduce risks FLEET • Improve market transparancy • Live Portfolio Value Analysis • Predict future residual values • Analyse, manage and reduce risks DATA-DRIVEN INSIGHTS Real-time data to improve performance
  • 7. MARKET DAYS SUPPLY PRICE TO MARKET INVENTORY AGE PRICING STRATEGY STOCK TURN DATA-DRIVEN INSIGHTS KPIs to guide used vehicle operations success SHARE OVER FIRST PRICE/ MARKET
  • 8. MARKET DAYS SUPPLY Measures the relationship between supply and demand today 120 Supply Total number of vehicles currently available Demand Average number of vehicles sold per day 60
  • 9. MARKET DAYS SUPPLY How can Market Days Supply help protect residual values? Volume Distribution Pricing Strategy
  • 10. 105 % 5% above Price to Market 100 % Average Price to Market 95 % 5 % below Price to Market Nøgletal PRICE TO MARKET Assess the price position of your inventory
  • 11. Price/ Market MDS 97 50 100 74 101 150 99 217 Price/ Market MDS 101 60 98 60 95 60 - - Days in stock 1-30 31-60 61-90 91+ Typical Ideal Inventory overview PRICING STRATEGY Know when Market Days Supply is in your favour
  • 12. Attractive cars priced too low Identify network dealers who consistently price below the market Identify network dealers without “rational” pricing strategy Know when Market Days Supply is in your favour „Discount“ dealers Fresh inventory priced lower than old Attractive cars priced too low PRICING STRATEGY Top 3 dealer pricing strategies undermining profitabilty
  • 13. GERMAN PREMIUM MANUFACTURER JAPANESE VOLUME MANUFACTURER EUROPEAN VOLUME MANUFACTURER 1- 30 days 31- 60 days 61- 90 days 91+ days INVENTORY AGE Minimize the profit harming effects of increased market volatility 24% 13% 13% 50% 28% 15% 12% 45% 29% 18% 13% 40%
  • 14. STOCK TURN Careful stock control to improve operational performance 4,6 5,9 0,0 2,0 4,0 6,0 8,0 10,0 Nov. 2014 Nov. 2015 Profit Impact: € 25.164 Small Dealer 5,8 6,7 0,0 2,0 4,0 6,0 8,0 10,0 Nov. 2014 Nov. 2015 Profit Impact: € 150.685 Mid-size Dealer 6,3 7,1 0,0 2,0 4,0 6,0 8,0 10,0 Nov. 2014 Nov. 2015 Profit Impact: € 983.933 Large Dealer Group
  • 15. SHARE OVER FIRST PRICE TO MARKET Identify and manage deprecation risk of your inventory Avrg. Price/Market 102% Total Inventory Value € 8.426.359 Share Over First Price/Market 37% Value @ Retail Asking Price € 3.754.629 Depreciation Risk Next Month € 56.319
  • 16. CASE STUDY Premium Brand Dealership “Average stock days reduced by 15% 95% Gross Margin per unit up by Used car sales grew 113% YOY 2,1 to 3,7 Stock turn increased from
  • 17. CASE STUDY Asian OEM Apr. 2015 Nov. 2015 Change % Over aged (>90 days in inventory) 2.348 1.747 -26% Slow market (MDS >120 days) 1.982 1.564 -21% Over first price to market 2.218 1.723 -22% Price not changed recently (>60 days) 2.869 2.135 -29% Too few pictures (<3 pictures) 846 474 -44%
  • 18. In a time where supply and demand changes faster than ever, INDICATA drives your used vehicle business to growth.
  • 19. IMPROVE YOUR USED VEHICLE OPERATIONS NOW Request a demo or get started with a free trial. info@indicata.com +49 (0)40 180 370-0 www.indicata.com