Strategic leadership role designed to strengthen operations, reconditioning processes to meet growth in the emerging fleet and mobility sectors 

ATLANTA, GA. (June 10, 2019) – Manheim has named Tony Markese vice president, Reconditioning, where he will be responsible for setting the company’s strategic direction for its reconditioning services.  Markese’ move supports Manheim’s goal of growing its quality reconditioning operations to prepare for emerging growth in the digital and mobility sectors

“Reconditioning is a significant part of our business and is growing fast as the mobility landscape shifts and new entrants come onto the scene,” said Fredrick Standfield, senior vice president, Assurance and Reconditioning, at Manheim. “With the fast-paced transformation of the automotive marketplace, Tony’s exceptional ability to manage change and help his teams and clients envision the big picture make him the ideal person to lead this growing area of our business.”

Markese brings deep operations experience and industry knowledge to the role. He joined the company in 1998 as controller at Manheim Orlando and went on to serve as general manager at several Manheim operating locations in Florida before his promotion to vice president, Operational Excellence, in 2012. In that role, he helped to lead large, transformational projects, including the $400 million initiative to modernize Manheim’s operating locations.

In this role, Markese will be tasked with ensuring the company attracts and retains top automotive technicians across its nationwide network. With the industry facing a projected shortage of qualified technicians, this will be no small feat. But with the company’s partnership with the TechForce Foundation, along with a forthcoming apprentice program for new and aspiring technicians, Markese is confident in Manheim’s future technician workforce.

“We know what bright futures automotive technicians can have, especially at a company like Manheim, which offers training, support and opportunities for career growth,” Markese commented. “Between our internal programs and external partnerships, we are doing everything we can to promote this important career path and highlight the role that it will play in the future of mobility.”

Manheim continually invests in its reconditioning shops, people, processes and technology to meet growing industry demand. In addition to reconditioning services that support the vehicles within the Manheim marketplace, over half of Manheim’s physical locations now offer reconditioning services that help dealers get their vehicles in front-line condition—enabling the company to produce over 100,000 retail-ready vehicles since 2015.

About Manheim (www.manheim.com)
Manheim® is North America's leading provider of end-to-end wholesale solutions that help dealer and commercial clients increase profits in their used vehicle operations. Through its physical, mobile and digital sales network, Manheim offers services for inventory management, buying and selling, floor planning, logistics, assurance and reconditioning. With its omni-channel approach, Manheim Marketplace enables wholesale vehicle clients more efficient ways to connect and transact business how and when they want. Approximately 17,000 team members help Manheim offer 7 million used vehicles annually, facilitating transactions representing nearly $61 billion in value. Headquartered in Atlanta, Manheim North America is a Cox Automotive™ brand. For more information, visit http://press.manheim.com.

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Manheim Tucson Becomes Company’s First 100 Percent Digital Site

To drive greater efficiencies for clients while helping to create a safer auction experience, Manheim debuted its first all-digital auction with a ribbon-cutting on Wednesday, May 22, at its Manheim Tucson location. The new four lane format is a live auction where vehicles remain parked in designated spots and are offered for sale digitally by an auctioneer via oversized monitors featuring enhanced images, barcode price scanning capability and condition report information.

This innovative auction experience provides a digitally advanced, comfortable setting where buyers and sellers can bid in person or online using Manheim Simulcast. The inaugural sale included more than 300 online and in-lane bidders and achieved an approximate 76% sales conversion rate.

“Bringing the excitement of the auction to clients in a live, all-digital format is a key move in our broader digital strategy,” said Grace Huang, president of Manheim. “With advanced vehicle information and imaging, we are able to deliver digital solutions that create greater confidence and efficiencies while delivering a safer auction experience for everyone.”   

Manheim’s first all-digital auction is a natural evolution of its digital strategy. While Manheim Tucson is the first site to implement this new technology for an all-digital auction, Manheim has been adopting digital lanes at sites across the U.S. with more than 100 already in place.

Manheim Tucson predominantly handles dealer vehicles under $5,000, which can be challenging to sell through digital channels such as Manheim Simulcast. Manheim Tucson was chosen to prove that an all-digital auction could appeal to all types of buyers and work for all vehicle price points by creating a digital experience as close as possible to a physical sale.

With its first sale completed and with very positive reaction from dealers, the location is preparing for its Digital Debut Grand Celebration on Wednesday, June 5. On this day, the team will run a Total Resource Auctions sale at 9:30 a.m. and their regular sale at 10:00 a.m. Giveaways will be provided to the first 200 attending dealers along with special sale incentives.  

“I see the benefits and efficiency of digital lanes. No emissions in the lanes, and the increased safety that comes with moving to a digital auction help prevent accidents from happening in physical lanes,” said Vinnie Da Cruz of Simply Sell it Now, located in Tempe. “In an industry such as the reselling of automobiles, to not accept technological growth is almost certain death.”

The location’s all-digital launch supports Manheim’s goal to offer clients greater choice, tools and convenience when doing business in the Manheim Marketplace. The company’s mobile app, Manheim Express, also serves as a digital tool where dealers can access the largest wholesale marketplace to buy or list vehicles directly from their smartphones. Both solutions were created to address the increased demand from Manheim’s clients to conduct more transactions digitally. Nearly half of all vehicles sold by Manheim in 2018 were through digital channels, a trend that is expected to increase this year.

“Our team was so excited to be part of creating a new chapter in our company’s history,” said John Duplanty, general manager, Manheim Tucson. “Our main priority was to work closely with our clients, preparing them for the change and help them realize higher conversion and retention performance. This has been a big win for our buyers and sellers.”

While Tucson is Manheim’s first all-digital site, it could be an early indicator of the wholesale digital marketplace’s future.

“I think going with digital auctions – without driving the cars through the lanes – is a brave move the rest of the auction industry will look up to,” said Wail Abushaar, dealer principle at Pioneer Automotive, located in Tucson.

Shopping for a new car can be like going on a first date. You’re excited about the prospects of what’s ahead but anxious to get more details and find out whether things will work out long-term. Unfortunately, both experiences can leave you stressed out, instead of enjoying the process.

In the case of car shopping, high prices often spike anxiety. While consumers love all the features that a new car offers, price has become an issue, now averaging around $35,000 or $40,000 for new vehicles. As budget-minded car shoppers look for more choices, certified pre-owned (CPO) vehicles are becoming an attractive option, evidenced by the record 2.7 million CPO vehicle sales in 2018, according to Cox Automotive economists.

Dealerships can also benefit from these programs. By meeting manufacturer guidelines and touting certifications, dealerships can provide compelling alternatives to car shoppers who are suffering from sticker shock and frustrated by the car-buying experience. If the value of CPO vehicles is properly conveyed, dealerships can capitalize on the opportunity and earn more profit per vehicle than a new car sale.

Touting Your Certifications 

The emphasis on CPO programs is even more relevant with new generations of car shoppers entering the market. As more millennials begin to buy cars, dealerships need to adapt to their needs. Millennials would rather have a three or four-year-old luxury vehicle than a brand-new economy car. This means dealerships need to switch gears and meet the consumers needs.

While the term “used car” is not appealing, certified pre-owned vehicles can be separated from the crowd. They go through a rigorous inspection process from the manufacturer to be labeled as certified pre-owned. These vehicles then come with a manufacturer-backed warranty as well as a new car look and feel after reconditioning. The average person would think you just bought a new vehicle, but you’re in on the secret that it was a better price!

Dealerships need to make consumers feel comfortable by clearly stating and providing all the details of these warranties. Consumers don’t want to purchase a vehicle just outside of its warranty period and potentially be on the hook for a battery or water pipe replacement. CPO warranty programs give consumers peace of mind, backed up with a real, tangible and typically long-term coverage with lots of miles or years remaining.

Capitalizing on New Customers

If properly marketed and communicated to car shoppers, certified pre-owned programs are an excellent opportunity to get consumers onto your lot that wouldn’t normally be there. With the growing popularity of these programs, almost every type of vehicle is available.

CPO programs provide a great opportunity for dealers to help consumers overcome the challenges of rising new car prices and get into a vehicle they thought was out of their reach. After all, wouldn’t it be nice to help car shoppers get into the vehicle they had their hearts set on, along with a price that doesn’t let them down? That’s the kind of car-buying process that turns the “first-date” of the car-shopping process into a long-term commitment that leaves everyone happy.

Brian Moody is the executive editor for Autotader.

New integration enables J.D. Byrider store operators to connect more consumers with inventory online

EXTON, PA – April 10, 2019 – J.D. Byrider today announced it has partnered with HomeNet Automotive to bring SnapLot 360 technology to its store operators, delivering a more transparent online customer experience through immersive vehicle imaging.

With approximately 30 corporate stores and 120 franchise stores in the Buy Here Pay Here auto retail space, J.D. Byrider is working to reimagine what it means to shop for a car in this segment by using new digital technology that helps consumers make a connection with a vehicle online before they enter a store. Using HomeNet’s SnapLot 360 solution will enable J.D. Byrider to deliver on these objectives and help store operators improve online merchandising efforts by boosting vehicle turn and reducing time to market.

Launched earlier this year, HomeNet’s SnapLot 360 is a 360-degree image capture solution that drives increased visibility to dealers’ online sales platforms through an iOS and Android compatible application. Through the application, dealers can capture both exterior and interior 360-degree images and syndicate them to top website and listing providers in the industry, including Dealer.com and Autotrader. Additionally, the new solution enables dealers to tag specific features as hot spots, helping to increase customer engagement and provide a deeper understanding about the vehicle.

“At J.D. Byrider, we’re invested in being the consumer choice in helping people get a fresh opportunity to finance and own a quality vehicle,” said Marie Lafkiotes, chief marketing and digital officer of J.D. Byrider. “By integrating with SnapLot 360, our store operators will be able to provide an elevated online experience that will separate them from competitors and enable customers to easily shop our inventory from anywhere on any device. This is a key component of our digital transformation.”

A pilot of the SnapLot 360 integration will take place in approximately 12 J.D. Byrider stores, split between corporate and franchise locations. The integration with HomeNet’s flexible inventory platform will enable inventory photos to be housed online and automatically populate on J.D. Byrider website listings. Store operators will also have the ability to display pricing specifics — key to driving a more transparent experience for consumers. HomeNet’s photo backgrounding, a turnkey image enhancement offering, will also be available to enable dealers to change the background of vehicles to save time on staging, ensure consistency and ease integration with third-party sites.

“Bringing SnapLot 360 to J.D. Byrider is a significant milestone that will help drive greater transparency and engagement in the Buy Here Pay Here shopping experience,” said John Hensman, vice president and general manager of HomeNet. “With SnapLot 360, we’re helping dealers increase trust and enabling consumers to make more informed buying decisions.”

For more information about SnapLot 360, visit: https://www.homenetauto.com/products/snaplot-360.asp.

About HomeNet

HomeNet Automotive gets inventory out of your systems and in front of online shoppers. Today’s car shoppers are researching, locating and evaluating cars online before they ever set foot in a physical dealership. Yet, dealers struggle to ensure inventory is consistently updated and distributed to all online destinations with speed, accuracy and quality. At HomeNet, we help dealers and industry partners merchandise and distribute their inventory from one unified platform and seamlessly push this information to their own website and all their third-party advertising sources. Based in Exton, PA, with offices across the U.S., HomeNet is a wholly-owned subsidiary of Cox Automotive.

About J.D. Byrider 

J.D. Byrider is the Indianapolis-based leading used car sales and finance business consisting of over 140 franchised and company-owned dealerships in over 30 states.