Are Wholesalers Headed Toward Multi-Platform Selling?


Auto Remarketing

Auto remar­keters are keep­ing a close eye on online “multi-platform sell­ing”  for deal­ers and con­signors in the whole­sale end of the indus­try as a game-changer.

Find out more about this cur­rent indus­try “buzz” term float­ing around.

Multi-platform sell­ing: the new water-cooler topic in the remar­ket­ing busi­ness, and an issue that many in the indus­try are keep­ing a close eye on.

It’s an issue that’s been exam­ined by dif­fer­ent lead­ers of the busi­ness, includ­ing the Inter­na­tional Auto­mo­tive Remar­keters Alliance, Auto Auc­tion Ser­vices Corp., and Liq­uid Motors.

Gus Xam­plas, vice pres­i­dent of remar­ket­ing for Donlen, said recently he will be “watch­ing this issue closely,” as it is one that could cre­ate a “new sales envi­ron­ment” in the whole­sale industry.

Xam­plas — who is also the vice pres­i­dent of IARA and a pan­elist for Auto Remarketing’s upcom­ing Used Car Week con­fer­ences — addressed the future of multi-platform sell­ing in a recent arti­cle he authored on Donlen’s web­site.
Xam­plas began by explain­ing that if, or when, the mar­ket moves to “true multi-platform sell­ing,” it would in turn speed up the whole­sale buy­ing and sell­ing process for deal­ers and consignors.

Ricky Beggs, senior vice pres­i­dent and edi­to­r­ial direc­tor of Black Book, also shared with Auto Remar­ket­ing his take on the cur­rent indus­try “buzz” term.

“It (multi-platform sales) helps by sim­pli­fy­ing the list­ing of vehi­cles through var­i­ous plat­forms now join­ing together,” he said. “The main issue is to main­tain opti­mum vis­i­bil­ity across all plat­forms, and this will help the seller by get­ting more eyes on their inventory.”

Beggs also went on to coin multi-platform sell­ing as “a pro­gres­sion of help­ing facil­i­tate more online sales.”
Xam­plas gave the exam­ple of pur­chas­ing an air­line ticket through an Inter­net hub that allows you to search mul­ti­ple providers at once.

A sim­i­lar con­cept is behind the usage of multi-selling plat­forms for con­signors in the whole­sale auto busi­ness.
In the past, con­signors have had to list their units sep­a­rately on whole­sale Inter­net plat­forms, “and in order to avoid sell­ing the same vehi­cle twice, con­sign­ers have to mon­i­tor all the plat­forms and pull post­ings down from all the sites when a unit sells on one,” Xam­plas said.

Now, this time-intensive process may be about to change.

Fol­low­ing in the foot­steps of sites like Expe­dia for travel and hotel book­ings, Xam­plas con­tends, “Remar­ket­ing will fol­low suit with a sin­gle por­tal that allows com­pet­i­tive bid­ding among all the deal­ers simultaneously.