Many successful dealers use data-driven insights to optimize their buying and selling strategies, ensuring they are competitive in pricing and selection.
– Steve Kapusta
Insights on the remarketing business as Ally celebrates 25 years of SmartAuction.
Over the past 25 years remarketing has evolved in ways that helped strengthen and grow the auto retail industry. Steve Kapusta, senior vice president of Ally Remarketing Services for SmartAuction, has been with the business since its modest beginnings.
The digital auto auction has since grown to become an industry leading platform that has sold about 9 million vehicles. To mark SmartAuction’s 25th anniversary, Steve reflects on the evolution of remarketing and online auto auctions and how successful dealers are leveraging online auctions to diversify their inventory and reach new markets.
What are the hottest trends in remarketing?
Two of the biggest trends are advanced data analytics and the evolution of electric vehicle (EV) remarketing.
Historically, vehicle remarketing decisions relied on experience, market data and innate instincts, but today’s landscape is vastly transforming at a rapid pace. AI has the capability to process millions of variables simultaneously — from historical transaction data, individual VIN-level data, national and regional auction trends and overall macro-economic conditions — all of which can influence remarketing decisions for buyers and sellers alike.
According to Cox Automotive’s Kelley Blue Book, the US EV market share increased to over 8% in 2024. Both dealers and consignors are getting more confident with their remarketing process for EVs as more data surfaces around battery degradation, matching markets to retail demand and the differences in the used-vehicle EV depreciation curve compared to internal combustion engines.
How are the most successful dealers using online auctions and remarketing to help their businesses?
Many successful dealers are using more real-time data to enable better decisions on inventory optimization — both retail and wholesale. They use data-driven insights to optimize their buying and selling strategies, ensuring they are competitive in pricing and selection. By embracing technology, these dealers can react quickly to market changes and consumer demands, maintaining a strong presence in the market.
What are the biggest changes in remarketing you’ve seen over the past 25 years?
Initially, the industry was heavily reliant on physical auctions, where dealers would attend an auction at a set time on the same day of each week to buy and sell vehicles. The biggest change has been the shift to digital platforms, like SmartAuction, which have streamlined the process, making it faster and more efficient.
How did SmartAuction start? And has it grown the way you thought it would?
Ally, then GMAC, launched SmartAuction 25 years ago as an innovative solution to streamline the vehicle remarketing process and provide dealers with a more efficient way to buy its vehicles. Over the years, SmartAuction has grown beyond expectations, expanding its reach and capabilities to become a leading platform to buy and sell in the industry. Its success is a testament to the entire Ally SmartAuction team, our dealer customers, consignors and the adaptability of the platform to meet changing industry needs.
What is the future of remarketing?
As technology continues to advance, we can expect even more sophisticated tools for data analysis and vehicle assessment. Virtual reality and AI will play larger roles in the buying and selling process, making transactions even more seamless. Providing customers with the most accurate, transparent and real-time information becomes the cornerstone of maintaining dealer trust by removing ambiguity from transactions. More trust fuels higher conversion rates, better customer retention and stronger partnerships across the industry. And, as sustainability becomes a priority, remarketing will focus even more on eco-friendly vehicles, aligning with global environmental goals.
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