ACV Auctions Competitive Advantage & Threats
Former Director at ACV Auctions
inpractise.com/articles/acv-auctions-competitive-advantage-and-threats
Former Director at ACV Auctions
The executive has 40 years automotive experience, previously running large franchise dealerships, founding a private dealership, and eventually spending nearly 4 years running sales at ACV.
Interview Transcript
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Why is that a big benefit for the dealers?
The first thing would be contracts in transit, CIT, turning the cash over as quickly as possible. For example, in the traditional auto industry, the average CIT is three to six days from the time they sell the car to the time the bank pays them. The way I presented the product when I was with ACV is that I would ask some open-ended questions or questions I knew the answer to such as, what's your CIT? Six days. Did you know that anywhere between 17% and 22% of your entire CIT is actually in the trade? Because you valued for the trade, you gave them money for it but now that piece of metal is sitting back in your lap there. Wouldn't it be really cool if you can actually have the money for the trade-in even before you get the money from the bank?
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Is that just because ACV pays quicker? I'm not sure that I understand why it is so much faster?
Let's say you're a dealer, you had a great weekend. You have a bunch of vehicles that you took in for trade. You would call ACV, Monday afternoon, they would shoot the cars, they'd launch them, they'd have the cars sold. If you have the title in hand, you just send the title to ACV and they would ACH your money back within 24 hours. Meanwhile, they're probably still waiting for the cash from the bank on the original deal, so I'm actually facilitating that part of the car deal a lot faster for them, and all they've done is set an appointment for ACV to show up. That's all they had to do. That and their title clerk putting the title in that envelope and sending it to us or sending it to ACV. Efficiency, speed and high speed, low drag.
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