1

2

On-Line Technology

3

Instructor Bio

Rick PomeroyVP, National Client Sales Support, ManheimE: rpomeroy@auctionacademy.netP: 678.645.6335

Rick Pomeroy is a 26-year veteran in the auto auction industry. Rick currently holds the position of Vice President of National Client Sales Support at Manheim, where he focuses on aligning clients’ needs to all of the products and solutions that Manheim has to offer. Rick has spent the past five years analyzing the digital arena and how it impacts those who work within the auction industry. Before taking on his current role, Rick was asked to come to Atlanta to help build OVE.com, Manheim’s 24/7 online wholesale vehicle marketplace, and integrate the platform into the fold of Manheim’s field operations. In his role at OVE.com, he spent much of his time training, educating and collaborating with the auction location GMs and staff. Prior to joining OVE.com, Rick spent 20+ years in the field at Ohio Auto Auction, where he spent time in numerous roles, including seven years as General Manager leading a team of 300 employees and generating $30M+ in revenues. During his tenure as GM, the location experienced seven straight years of growth. Rick is from Columbus, Ohio, and is a true Ohio State Buckeye fan. Rick graduated from Franklin University in Columbus and holds a BS of Accounting. He loves to travel, watch sports, play golf and play foosball. Rick and his wife Susan love to spend time with their four children, ages 28, 26, 22 and 17.

Auction AcademyRick Pomeroy, December 1, 2012

Today’s Agenda

Introduction Homework – What’s our customers views of the digital world? Manheim is committed and values our partnership OVE.com structure OVE.com

– Pain points/Resolution– How do I leverage OVE.com– Dealer sales promotion

Q&A

5

Manheim’s Commitment

Supports and collaborates with NAAA Advocates consistent standards Values relationships Operates with integrity Invests in digital, mobile technology Strives to deliver a consistent customer experience

6

OVE.com Structure

You own the transaction You set your fees You own the margins You stand between the buyer and seller You facilitate the transaction

– Arbitration– Titles– Buyer payment– Seller payment

7

Arbitration:– Strengthen marketplace integrity– Increase buyer confidence– Achieve parity with competing online marketplaces– Buyer has 2 days from time of receipt to file an arbitration claim, not to exceed a total

of 10 days from purchase– Undisclosed damage or condition >$500 is arbitratable

Seller payment– Seller gets paid once he delivers a good title

Sellers listing their own vehicles Buyer payment/collections Resolution

Pain Points

Marketing to seller’s– Reduced transport costs– Faster turn– Guaranteed payment / cash in hand– National / international reach (M.com PowerSearch)– Closed sales– CWA’s– 3rd party inspectors

Importing– 3rd party inspectors– AutoTrader– Inventory Management Systems (vAuto)– Self listed– AutoIMS

9

How Do I Leverage OVE.com?

How Do I Leverage OVE.com?

Marketing to buyer’s– Profiling buyers– CWA’s and inspections are essential– Know the inventory– Attempt to wholesale for them– Social Media (Twitter, links, QR codes)

Work the bids… similar to if desk for inlane Live bid report Sell now Lower floor Event sales Use bid and buynow format Try different pricing; list for 1 -2 days

10

OVE Dealer Sales Promotion

11

20-29

30-3940-49

75+$100

$75$50

$25

• Retroactive: applies to all units that month• Only applies to dealer units

50-74

FREE

Questions?

Q&A

12

CONTINUING EDUCATION PROGRAM DEVELOPED BY:13

Contact Us

Randall McCathren COO, Auction Academyrmccathren@auctionacademy.net(615) 383-1930www.auctionacademy.net

Penny WannaAdministrator, Auction Academypwanna@auctionacademy.net(615) 591-4544www.auctionacademy.net