August 2008, Automotive Fleet - Feature

How Technology Will Change Traditional Fleet Remarketing

By Jim Hallett

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Moving Forward

In 2002, the new terminology of “upstream selling” was introduced. Toyota wanted to offer lease terminations to franchise dealers at the grounding site prior to auctions. ADESA was awarded the contract to build a custom site for Toyota Upstream.

Honda and Ford previously pursued similar programs with outside providers who were beginning to service the industry’s Internet demands.

Manheim offered its inventory management tool to the industry through the newly created Auto Auction Services Corp. (AASC). Manheim backed up Darryl Ceccoli’s speech by delivering this system to the industry to preserve our collective business interest and provide the best possible service to our mutual customers.

Manheim retained Cyberlots as its online selling platform and created Manheim Online, but continued to offer this selling tool to ADESA and independent auctions.

Before long, ADT was sold to ADESA and Manheim. ADESA then created its own online selling solution and developed DealerBlock in Canada.

For a while, the independents used products called LiveLot and LiveLane that were attempts by AASC to create an online selling system. They then introduced the next evolution of technology — broadcast selling in conjunction with a live physical auction, Online Ringman.

The launch of Online Ringman achieved success at the Idaho Auto Auction in Boise, Idaho, where General Motors was achieving maximum retentions in one of the country’s more remote areas. Owner Steve Marlow brought the entire country to his auction with the power of the Internet.

Manheim and ADESA soon embraced this successful technology and created similar systems such as Simulcast and LiveBlock, respectively.

Rather than selling on a single screen in a single lane, selling occurred on split screens in multiple lanes. In addition, instead of selling at only one auction, multiple auctions viewing several lanes on a single “dashboard” was now possible.

ServNet and Independents have since abandoned LiveLot and LiveLane, and the ServNet auctions upgraded to their own proprietary system known as Auction Pipeline.

Manheim began broadcasting “Mega Sales” from one location reminiscent of AucNet’s initial business model. In December 2007, ADESA took Mega Sales to a new level with multiple commercial customers selling from multiple auction locations.

Currently, more than 25 percent of salvage units are sold and transported outside of North America.

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