Digital Sales Take Off for Manheim Express in 2021

During 2021, dealer usage of Manheim’s offsite wholesale channels skyrocketed, with Manheim Express alone experiencing triple digit growth year-over-year, according to a Dec. 15 Manheim news release.

This trend of dealers increasingly wholesaling from their lots is one of the biggest changes to come out of the second year of the COVID-19 pandemic. Manheim Express is the fastest growing way for dealers to wholesale — it is a quick and easy way to get vehicles into the broader Manheim Marketplace, where dealer lots and lanes meet.

About half of offsite sellers say that selling from the lot is more important now to how they do business (more than any other channel). The same number predict all wholesale sales from dealers will eventually come from the dealership lot. Dealers said it's easy to use, saves time, and gives them the ability to retail the vehicle while listed in wholesale, helping them sell their vehicles faster.

“COVID significantly changed the wholesale industry, speeding up digital wholesale adoption by highlighting just how effective it can be,” said Connie Suozzo, vice president of Manheim Digital, in the news release. “Manheim’s offsite channels bring with them a whole new level of efficiencies, and we have been investing heavily in our offsite experience — particularly Manheim Express — to help dealers buy and sell inventory from anywhere.”

In total, Manheim offsite volumes have increased 123% year-over-year, with much of that growth being driven by Manheim Express, which increased over 200% in the same timeframe. To support this growth, Manheim more than doubled the size of the Manheim Express Concierge team, and the company continues to invest in this area. Over 15,000 unique dealers have listed with Manheim Express in 2021 alone.

One of those dealers, Artur Tovmasian, owner of Future Auto Sales, said: "We take in a lot of trades from our customers, and instead of transporting the cars to the auction and adding more costs, Manheim Express enables us to save us on transportation because they come to us. The inspector does a very accurate condition report, and when we have sold cars that way, we haven't had a single arbitration."

Launched in 2018, Manheim Express offers condition information, such as immersive 360-degree images, movable images to see depth of damage, audio and video tags to assess engine noise and undercarriage, interior imaging, and more. Dealers can choose to capture the vehicle themselves using the app or have the imaging and condition report created by a trained Manheim Express Concierge specialist. In 2021, the Manheim Express condition capture process and resulting condition report were enhanced, providing a more robust and efficient process for clients to assess a vehicle’s exact condition and make even better listing and buying decisions.

To further support digital buyer confidence, Manheim implemented a number of guarantees and policy changes, including its digital buyer protection program, the Manheim Express Inspection Guarantee, as well as continuing to provide complimentary DealShield protection on all qualifying offsite units. Manheim Express also offers the ability to list vehicles during live, auctioneer-led Simulcast sales.

To celebrate client success with Manheim Express this year, the team took the Manheim Express wrapped Dodge Viper on the road to several dealerships in Southern California to appreciate some of the loyal dealers. Concierge team members also listed inventory for sale, with plans to donate all sale fee proceeds to charities. This “Viper Voyage of Appreciation” and fundraising tour will continue into 2022 across the U.S.