Revolutionizing fleet remarketing & the power of smart triaging

This article was originally featured in Auto Remarketing magazine.‍

Author: Ravin AI Co-founder & CEO Eliron Ekstein

In an industry where efficiency is paramount and margins are tight, the fleet remarketing process represents a critical juncture for automotive and insurance professionals.

Traditionally, this process has been akin to navigating a complex river system, where vehicles exiting leases or rental periods are channeled towards different fates based on their condition. However, a closer examination reveals that this system, often reliant on manual inspections and conventional sales channels, harbors inefficiencies that can significantly impact the bottom line.

This article delves into the nuances of remarketing triaging, exploring how technological advancements are streamlining this process, offering significant benefits to fleets, consumers, and the broader automotive industry.

The Remarketing ‘River’: Understanding the Flow

The remarketing process for fleets is a multifaceted one, where vehicles, upon completion of their leasing or rental cycle, enter a complex network of decisions and pathways. Traditionally, these vehicles are categorized broadly into three streams:

1. Those ready for immediate retail

2. Those needing minor refurbishments, and

3. Those best suited for wholesale or auction due to extensive damage or modifications.

However, a critical issue arises in the traditional approach to this triaging. Many fleets, constrained by legacy systems and processes, often treat these distinct categories similarly, directing them through a one-size-fits-all pipeline of manual inspections and standard remarketing channels.

This approach not only increases the time and resources spent on each vehicle but also often leads to suboptimal outcomes in terms of the vehicle’s sales channel and eventual price.

It’s about extracting maximum value per asset, as opposed to treating all assets in the same way.

The Limitations of Manual Inspections

Manual inspections, while thorough, come with their set of challenges. They are usually done too late in the sales process, are time-consuming, often requiring specialized staff and resources, and are subject to human error.

Additionally, the delay between inspection and sale can lead to a depreciation in the vehicle’s value, further eroding profit margins.

Moreover, the conventional channels of retail or auction, while effective for certain vehicle categories, may not always represent the best route for every vehicle.

This lack of differentiation in the sales approach can result in missed opportunities for maximizing returns.

Enter Smart Inspection Technologies

Addressing these challenges, a wave of technological innovation is sweeping across the fleet remarketing landscape. Central to this transformation is the advent of smart inspection technologies.

These systems, powered by advancements in artificial intelligence and machine learning, offer a more nuanced and efficient approach to vehicle assessment.

Moreover, there is much value in triaging the vehicle into the right ‘track’ well before the dealer receives the vehicle via a pre-return self-inspection performed by the customer.

This optimizes their condition-adjusted market value, and saves the time and cost of transportation. AI-enabled car inspection technology is reshaping how fleets manage their remarketing process.

Solutions that allow for rapid, accurate assessments of a vehicle’s condition, which can be conducted by consumers or staff with minimal training. This not only speeds up the inspection process but also provides a level of detail and accuracy that manual inspections struggle to match.

The Benefits of Consumer-Driven Inspections

An intriguing aspect of these smart inspection systems is their ability to involve the consumer in the inspection process. By empowering consumers to conduct pre-term inspections, these technologies provide several advantages.

Firstly, they offer consumers a transparent view of potential charges, allowing them to address issues preemptively, often through authorized dealers. This not only enhances the consumer experience but also ensures that vehicles are returned in better condition, reducing the need for extensive refurbishments.

From a fleet perspective, this consumer engagement represents a valuable touchpoint. It provides an opportunity to foster customer loyalty and trust, a crucial element in an industry where long-term relationships are key.

Real-World Impact: Case Studies from Leading Used Car Buyers

The theoretical advantages of smart inspection technologies are compelling, but their real-world impact is even more so. Leading used car buyers in the US have adopted AI car inspection solutions in assessing potential trades and triaging them to the right funnel.

One remarketing group in New York that was embarking on increasing their car purchasing efforts has implemented remote vehicle assessment technology into their purchasing & trading decisions.

By sending the seller, an individual consumer, a link to a self-inspection, the company receives over 200 images on average, arranged into a condition assessment. Combined with real market data on the vehicle value, the company can make fast decisions whether the vehicle is retail-ready, if any repairs are required, or should it be sent to auction as a wholesale unit.

By gradually automating that process, the company can correctly bid on the vehicle, optimizing margins and saving costs on professional in-house assessments, estimated at over $150,000 per year.

Streamlining the Remarketing Process

The integration of smart inspection technologies into the remarketing process represents a paradigm shift. By accurately categorizing vehicles at an early stage, fleets can direct them down the most appropriate sales channels, whether that be direct retail, minor refurbishment followed by retail, or wholesale/auction.

This targeted approach not only optimizes the revenue potential for each vehicle but also streamlines the entire remarketing process, reducing overheads and increasing operational efficiency.

Optimizing for Efficiency and Value: A New Era in Fleet Remarketing

The integration of smart inspection technologies represents more than just an operational upgrade; it heralds a new era in fleet remarketing, marked by efficiency, precision, and enhanced value.

This second half of the article explores the broader implications of this technological shift, addressing the challenges and forecasting future trends in the fleet industry.

The Impact on Sales Channels and Market Dynamics

The traditional dichotomy between retail and auction in the fleet remarketing process is being challenged by the nuanced categorization enabled by smart inspections. By accurately assessing each vehicle’s condition, fleets can make more informed decisions about the most profitable and suitable sales channels.

This approach ensures that vehicles which can command a higher price on the retail market are not hastily sent to auction, where they might fetch a lower return.

Moreover, the detailed condition reports generated by these technologies provide fleets with a powerful negotiating tool, both in retail and wholesale markets. The transparency offered by these reports can enhance trust and confidence among buyers, potentially leading to better prices and quicker sales.

Addressing the Challenges: Implementation and Adaptation

Despite the apparent benefits, the implementation of smart inspection technologies is not without its challenges. The initial investment in technology and training can be substantial.

Moreover, there is often a period of adjustment as staff adapt to new systems and processes.

However, the long-term benefits — in terms of cost savings, operational efficiency, and enhanced revenue potential — far outweigh these initial hurdles.

Furthermore, data security and privacy concerns, especially given the increasing reliance on cloud-based solutions, must be meticulously addressed. Ensuring the integrity and security of vehicle data is paramount, not just for regulatory compliance but also for maintaining consumer trust.

The Future of Fleet Remarketing: Trends and Predictions

Looking forward, the integration of smart inspection technologies in fleet remarketing is likely to set off a series of transformative trends in the industry:

1. Greater data utilization: The wealth of data generated by smart inspections will enable fleets to make more informed decisions, not just about remarketing but across their entire operational spectrum.

2. Increased consumer engagement: The role of the consumer in the inspection process is poised to grow, enhancing transparency and trust, and potentially opening up new avenues for customer loyalty programs.

3. Expansion of online sales channels: With detailed, accurate condition reports, the feasibility and attractiveness of online sales channels for fleet vehicles will increase, potentially reshaping the retail landscape.

4. Regulatory evolution: As technology plays a bigger role in remarketing, regulatory frameworks may evolve to ensure fair practices and data security, further standardizing the industry.

Conclusion: Embracing a Technology-Driven Future

The fleet remarketing industry stands at the cusp of a significant transformation, driven by technological innovation and changing market dynamics. Smart inspection technologies are not just streamlining the remarketing process; they are redefining it, creating a more efficient,
transparent, and profitable ecosystem.

For fleets, embracing this change is not just an option; it is imperative to remain competitive and relevant in a rapidly evolving market.

In conclusion, as the industry navigates this transition, those who adeptly integrate and leverage these technologies will emerge as leaders, setting new standards in efficiency, customer satisfaction, and overall market agility. The future of fleet remarketing is undeniably technology-driven, promising a landscape where precision, transparency, and value reign supreme.

Eliron Ekstein is the co-founder & CEO of Ravin AI