In talking with Auto Remarketing after his company’s Thousand Oaks, Calif., auction location notched its third record sale this spring, the chief executive at Auctions In Motions — a Southern California company giving dealers an alternative way to buy and sell wholesale units by blending mobile and “hybrid” auction sales — boiled this hot streak down to a trio of factors.

On Thursday, AIM’s Thousand Oaks location hit a consignment of 246 vehicles and sold 179, which translated to a 72.8-percent conversion rate.  This marked the third time since April that this facility has achieved not only record consignment, but record units sold, as well.

Sharing details about the other two record sales, AIM noted that on April 12, there were 162 units consigned, with 128 vehicles sold (79-percent conversion rate). Then on May 17, there were 204 units consigned and 155 sales for a 76-percent conversion rate. In addition to these strong sales, AIM emphasized it also seen conversion rates hit 88.2 percent and 91.2 percent.

When asked why this site has seen such growth, president and chief executive officer George Pero attributed the three sales records to the expansion surrounding the facility.

“We moved to our new facility in April 2012; we set a sales record,” he said of AIM’s Thousand Oaks location.

“We went to two lanes the first week of May 2012, set a record,” Pero added, explaining that before May, all AIM sales at each of the company’s four locations had been single-lane auctions.

“And then (Thursday) … We set our third record-breaking sale for 2012 at Thousand Oaks with a consignment of 246 cars, selling 179,” he continued. “Those were the three reasons why we broke records in Thousand Oaks this year: new facility, new facility going to two lanes and then ultimately the highest in consignment.

“And I think that has a lot to do with the availability of inventory in the environment … I think that the market is starting to pick up some momentum, so naturally we positioned ourselves to be able to take advantage of that inventory, and all that business is going to come our way,” Pero added.

“And we did it at just the perfect time this year,” he continued. “But in addition, it’s also been certainly some of the media attention that we’ve been getting, and more dealers wanting to do business with us. We picked up a couple of significant accounts in May to sell with us. More buyers have been showing up; buyers that maybe we haven’t seen in a year or two that have now opted to come back.”

How AIM Operates

So how, exactly, does AIM work? Pero explained the business model in more detail.

The company currently operates in four locations throughout Southern California, blending “mobile” sales — where within a 72-hour period, AIM sets up shop on dealer property, conducts the sale and has everything packed up and out of there — with sales that are at set, free-standing locations.

The latter are known as “hybrid” sales. Though different than the traditional brick-and-mortar auction, they are designed to offer the benefits of “mobile” sales and the traditional permanent auction sites, Pero explained.

Explaining more about its locations, AIM explained that the Thousand Oaks and Santa Ana locations are both freestanding, while Ventura is a completely mobile sale, utilizing tents and trailers. When it conducts sales in Pasadena, AIM holds the sale in the service drive and facility of the hosting dealers to simulate an indoor auction environment, the company explained.

“(AIM’s business model) is designed to bring buyers and sellers together in a more neutral environment where they have an opportunity to get to know each other and establish relationships. They get to see the same buyers, same sellers week-in, week-out. And through that process, that instills a trust from buyer to seller — and sellers to the buyers — that the buyer can pay all the money for the car, and the seller is selling a good vehicle to those buyers,” he noted.

“And that’s really what the foundation of a good business relationship is about: getting a good product for a good value. The reason why we are successful at it is the neutral environment that we’re operating on is initially, when we start the sales, considered a mobile sale,” he said.

“We’re actually doing business on a dealer’s property. So these buyers are coming to a particular auto mall, a particular franchise dealer that might be located in an auto mall or close to an auto mall. Therefore, we have a critical mass of cars that are offered by a group of dealers in a particular geographic area. And the buyers are looking for those types of cars,” Pero continued, pointing out that nearly all of the vehicles involved in the sales are “fresh trades.”

He went on to explain more about what makes Auctions In Motion different.

“What we practice in our business model is the one-on-one approach. Every buyer pretty much knows every seller at most of our sales,” Pero shared.

Basically, one way to look at it, he said, is this: “The process that most used-car dealers have enjoyed in the past of having wholesalers or other car dealers – independents or franchised – come and purchase cars at the dealer’s location as a wholesale transaction, we’ve taken that process and put it on steroids by offering the auction process right on the dealer’s lot. We bring the auction to the dealers. And that’s pretty much the foundation of why our business makes so much sense to the dealers.”

With that model, he said, it can save dealers time, foster greater efficiency and save transportation costs.

AIM Names Director of Sales & Marketing

In other news from AIM, the company has brought in a new director of sales and marketing, as reported earlier this week in Auto Remarketing.

Tapped for the position is Travis Hacker, who has been in the business for more than 17 years and whose most recent post was as ADESA Los Angeles’ assistant general manager.

Stepping into the new position at AIM, Hacker will be called to manage, direct and grow new and existing business partnerships with clients and vendors. Moreover, his duties include offering marketing and strategic planning expertise.

Hacker will participate in the development, approach and implementation of strategic marketing plans,

“AIM is adding another portfolio of skills to our busy team,” stated Pero. “Travis’ appointment further strengthens our competitive position within the industry.

“His in-depth understanding of the business, details about the markets and its competitive environment raises AIM’s visibility within the organization by bringing plans and strategies to the forefront,” Pero continued. “As we look to continued growth across the industry’s vast landscapes, we are excited to have Travis aboard, navigating through its challenges.”

Hacker added: “Coming to work with a dynamic and innovative company such as AIM is truly an exciting opportunity. I look forward to leveraging my experience and passion with the outstanding service and innovative products from AIM to create a truly unique experience for all buyers and sellers in the auction environment.”

Beyond Hacker’s appointment, the company also revealed that it has launched its new website, which can be found at www.auctionsinmotion.com.