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    Benefits of Carvana's Differentiated Business Model

    Benefits of Carvana's Differentiated Business Model

    F5 months ago 306

    AIAI Summary

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    #Proprietarytech#Carvana#Vehiclesales#Businessstrategy
    Benefits of Carvana's Differentiated Business Model - Page 1
    1/6
    Benefits of Carvana's Differentiated Business Model - Page 2
    2/6
    OUR PURPOSE-BUILT, E-COMMERCE MODEL IS HIGHLY DIFFERENTIATED FROM THE 
TRADITIONAL BRICK-AND-MORTAR MODEL
-National vehicle acquisition strategy
-Selection optimized for single large scale inventory
-Seamless online transaction with home pickup option for consumersourced vehicles
-Local vehicle acquisition strategy 
-Selection optimized for many individual small scale dealership lots
-In-person negotiation for customer-sourced vehicles
-Large scale inspection and reconditioning centers with 
manufacturing processes backed by proprietary software
-in-sourcing of most key reconditioning functions
-Small scale reconditioning shops, limiting fixed cost leverage, labor efficiency, 
or volume discount opportunities
-Some functions outsourced to third-party providers
-National first-party fulfillment network optimized by proprietary selfdeveloped technology
-Purpose-built home delivery service in more than 300 markets
-Outsourced to regional trucking companies of variable efficiency, quality, and 
timeliness
-National advertising
-Large scale brand building drives long term gains in awareness
-Low friction to visit Carvana.com website from desktop or mobile
-Local advertising
-Small scale leads to reliance on third-party listings sites to generate leads
-Higher friction to visit a physical lot
-In-house lending platform provides automated terms, proprietary 
credit scoring and centralized underwriting for all customers
-Competitive cost of funds due to large scale platform with multiple 
monetization strategies
-Financing outsourced to third parties, leading to higher costs and outsourced 
profit margin
-Third-party lenders face higher costs, imperfect information about the 
customer and vehicle, and risk of adverse selection
-Higher upfront technology and infrastructure investment, but lower 
costs at scale 
-Small scale, site level hierarchy including high cost F&I and sales labor
-Outsourced technology turns fixed costs into variable costs
    3/6
    LEADING TO A MORE CUSTOMER-CENTRIC OFFERING 
-National vehicle acquisition strategy
-Selection optimized for single large scale inventory
-Seamless online transaction with home pickup option for consumersourced vehicles
-Best possible selection due to centralized, large, and diverse inventory pools 
connected through first-party logistics network
-Access to a national market allows Carvana to adjust pricing based on broader 
market trends rather than local supply and demand fluctuations
-Large scale inspection and reconditioning centers with 
manufacturing processes backed by proprietary software
-In-sourcing of most key reconditioning functions
-Universal standards result in consistently high quality vehicles
-150-point inspection provides transparency and peace of mind 
-Stand behind quality with 7-day return policy
-National first-party fulfillment network optimized by proprietary selfdeveloped technology
-Purpose-built home delivery service in more than 300 markets
-Convenient, fast and reliable home delivery 
-Expands available selection through ability to move cars quickly and cost 
effectively nationwide
-National advertising
-Large scale brand building drives long term gains in awareness
-Low friction to visit Carvana.com website from desktop or mobile
-A self-guided, intuitive and easy-to-navigate website design ensures that users 
can effortlessly browse, buy, or sell vehicles from any device
-Uniform experience in all geographic locations
-In-house lending platform provides automated terms, proprietary 
credit scoring and centralized underwriting for all customers
-Competitive cost of funds due to large scale platform with multiple 
monetization strategies
-Self-guided, convenient process gives customers ability to shop based on 
budget, down payment, and monthly payment 
-Nearly instantaneous financing terms on every vehicle in inventory increases 
transparency and control
-Higher upfront technology and infrastructure investment, but lower 
costs at scale 
-Savings can be passed on to the customer through lower prices 
-Technology investment creates new tools to enhance customer experience
    4/6
    AND BETTER UNIT ECONOMICS, DRIVEN BY OUR NATIONAL INVENTORY, VERTICAL 
INTEGRATION, AND SCALE
UNIT ECONOMICS BENEFITS
-National vehicle acquisition strategy
-Selection optimized for single large scale inventory
-Seamless online transaction with home pickup option for consumersourced vehicles
-Inventory model benefits from regional price discrepancies and broad 
demand for long-tail of used vehicles 
-Customer-sourcing allows better margin on retail cars acquired from 
consumers vs. other channels and enables wholesale gross profit
-Large scale inspection and reconditioning centers with 
manufacturing processes backed by proprietary software
-In-sourcing of most key reconditioning functions
-Scale allows higher capacity utilization, discounts in parts procurement, and 
lower per unit overhead costs
-Vertical integration lowers costs, internalizes third-party profit margins, 
reduces reconditioning timelines
-National first-party fulfillment network optimized by proprietary selfdeveloped technology
-Purpose-built home delivery service in more than 300 markets
-National logistics network makes inventory available to customers nationwide 
and enables additional revenue streams
-Vertical integration lowers costs, internalizes third-party profit margins, and 
reduces transport timelines
-National advertising
-Large scale brand building drives long term gains in awareness
-Low friction to visit Carvana.com website from desktop or mobile
-Scaled national advertising leads to lower costs than local advertising
-Model benefits from secular trend towards e-commerce over time
-In-house lending platform provides automated terms, proprietary 
credit scoring and centralized underwriting for all customers
-Competitive cost of funds due to large scale platform with multiple 
monetization strategies
-Vertical integration lowers costs, internalizes third-party profit margins, 
improves quality of customer and vehicle information, eliminates adverse 
selection, and allows for optimization of terms across entire inventory
-Scale improves funding efficiency 
-Higher upfront technology and infrastructure investment, but lower 
costs at scale 
-Customer self service and AI eliminates high cost functions and manual tasks
-Centralization of support functions allows for higher capacity utilization
    5/6
    ALL BACKED BY PROPRIETARY CUSTOM-BUILT TECHNOLOGY 
-National vehicle acquisition strategy
-Selection optimized for single large scale inventory
-Seamless online transaction with home pickup option for consumersourced vehicles
-AI purchasing algorithm informed by realized and expressed consumer 
demand providing near instantaneous offers
-Customers can appraise, schedule pick-up, and sell car in minutes on their 
mobile device
-Large scale inspection and reconditioning centers with 
manufacturing processes backed by proprietary software
-In-sourcing of most key reconditioning functions
-CARLI system automates integration of systemized standards for process 
flow, reconditioning standards, and parts procurement
-Patented imaging technology provides interactive interior and exterior virtual 
tour of vehicle
-National first-party fulfillment network optimized by proprietary selfdeveloped technology
-Purpose-built home delivery service in more than 300 markets
-Centralized scheduler optimizes network, hauler and labor utilization 
-Systems that standardize vehicle receiving, storing, staging and loading at all 
network locations
-National advertising
-Large scale brand building drives long term gains in awareness
-Low friction to visit Carvana.com website from desktop or mobile
-Robust testing of marketing spend over the last 10+ years
-Products that nurture customers over time
-AI to reduce transaction friction
-In-house lending platform provides automated terms, proprietary 
credit scoring and centralized underwriting for all customers
-Competitive cost of funds due to large scale platform with multiple 
monetization strategies
-Scorecard trained on data from 10+ years and over $30B of loan originations
-Digital financing interface provides terms and ability to sort by budget in a 
fraction of a second
-AI automates key underwriting tasks
-Higher upfront technology and infrastructure investment, but lower 
costs at scale 
-Integrated systems for customer service, title and registration, digital 
communication, and other functions to create a streamlined experience 
-High volume of data and technology focus enable AI leadership
    6/6

    Benefits of Carvana's Differentiated Business Model

    • 3. OUR PURPOSE-BUILT, E-COMMERCE MODEL IS HIGHLY DIFFERENTIATED FROM THE TRADITIONAL BRICK-AND-MORTAR MODEL -National vehicle acquisition strategy -Selection optimized for single large scale inventory -Seamless online transaction with home pickup option for consumersourced vehicles -Local vehicle acquisition strategy -Selection optimized for many individual small scale dealership lots -In-person negotiation for customer-sourced vehicles -Large scale inspection and reconditioning centers with manufacturing processes backed by proprietary software -in-sourcing of most key reconditioning functions -Small scale reconditioning shops, limiting fixed cost leverage, labor efficiency, or volume discount opportunities -Some functions outsourced to third-party providers -National first-party fulfillment network optimized by proprietary selfdeveloped technology -Purpose-built home delivery service in more than 300 markets -Outsourced to regional trucking companies of variable efficiency, quality, and timeliness -National advertising -Large scale brand building drives long term gains in awareness -Low friction to visit Carvana.com website from desktop or mobile -Local advertising -Small scale leads to reliance on third-party listings sites to generate leads -Higher friction to visit a physical lot -In-house lending platform provides automated terms, proprietary credit scoring and centralized underwriting for all customers -Competitive cost of funds due to large scale platform with multiple monetization strategies -Financing outsourced to third parties, leading to higher costs and outsourced profit margin -Third-party lenders face higher costs, imperfect information about the customer and vehicle, and risk of adverse selection -Higher upfront technology and infrastructure investment, but lower costs at scale -Small scale, site level hierarchy including high cost F&I and sales labor -Outsourced technology turns fixed costs into variable costs
    • 4. LEADING TO A MORE CUSTOMER-CENTRIC OFFERING -National vehicle acquisition strategy -Selection optimized for single large scale inventory -Seamless online transaction with home pickup option for consumersourced vehicles -Best possible selection due to centralized, large, and diverse inventory pools connected through first-party logistics network -Access to a national market allows Carvana to adjust pricing based on broader market trends rather than local supply and demand fluctuations -Large scale inspection and reconditioning centers with manufacturing processes backed by proprietary software -In-sourcing of most key reconditioning functions -Universal standards result in consistently high quality vehicles -150-point inspection provides transparency and peace of mind -Stand behind quality with 7-day return policy -National first-party fulfillment network optimized by proprietary selfdeveloped technology -Purpose-built home delivery service in more than 300 markets -Convenient, fast and reliable home delivery -Expands available selection through ability to move cars quickly and cost effectively nationwide -National advertising -Large scale brand building drives long term gains in awareness -Low friction to visit Carvana.com website from desktop or mobile -A self-guided, intuitive and easy-to-navigate website design ensures that users can effortlessly browse, buy, or sell vehicles from any device -Uniform experience in all geographic locations -In-house lending platform provides automated terms, proprietary credit scoring and centralized underwriting for all customers -Competitive cost of funds due to large scale platform with multiple monetization strategies -Self-guided, convenient process gives customers ability to shop based on budget, down payment, and monthly payment -Nearly instantaneous financing terms on every vehicle in inventory increases transparency and control -Higher upfront technology and infrastructure investment, but lower costs at scale -Savings can be passed on to the customer through lower prices -Technology investment creates new tools to enhance customer experience
    • 5. AND BETTER UNIT ECONOMICS, DRIVEN BY OUR NATIONAL INVENTORY, VERTICAL INTEGRATION, AND SCALE UNIT ECONOMICS BENEFITS -National vehicle acquisition strategy -Selection optimized for single large scale inventory -Seamless online transaction with home pickup option for consumersourced vehicles -Inventory model benefits from regional price discrepancies and broad demand for long-tail of used vehicles -Customer-sourcing allows better margin on retail cars acquired from consumers vs. other channels and enables wholesale gross profit -Large scale inspection and reconditioning centers with manufacturing processes backed by proprietary software -In-sourcing of most key reconditioning functions -Scale allows higher capacity utilization, discounts in parts procurement, and lower per unit overhead costs -Vertical integration lowers costs, internalizes third-party profit margins, reduces reconditioning timelines -National first-party fulfillment network optimized by proprietary selfdeveloped technology -Purpose-built home delivery service in more than 300 markets -National logistics network makes inventory available to customers nationwide and enables additional revenue streams -Vertical integration lowers costs, internalizes third-party profit margins, and reduces transport timelines -National advertising -Large scale brand building drives long term gains in awareness -Low friction to visit Carvana.com website from desktop or mobile -Scaled national advertising leads to lower costs than local advertising -Model benefits from secular trend towards e-commerce over time -In-house lending platform provides automated terms, proprietary credit scoring and centralized underwriting for all customers -Competitive cost of funds due to large scale platform with multiple monetization strategies -Vertical integration lowers costs, internalizes third-party profit margins, improves quality of customer and vehicle information, eliminates adverse selection, and allows for optimization of terms across entire inventory -Scale improves funding efficiency -Higher upfront technology and infrastructure investment, but lower costs at scale -Customer self service and AI eliminates high cost functions and manual tasks -Centralization of support functions allows for higher capacity utilization
    • 6. ALL BACKED BY PROPRIETARY CUSTOM-BUILT TECHNOLOGY -National vehicle acquisition strategy -Selection optimized for single large scale inventory -Seamless online transaction with home pickup option for consumersourced vehicles -AI purchasing algorithm informed by realized and expressed consumer demand providing near instantaneous offers -Customers can appraise, schedule pick-up, and sell car in minutes on their mobile device -Large scale inspection and reconditioning centers with manufacturing processes backed by proprietary software -In-sourcing of most key reconditioning functions -CARLI system automates integration of systemized standards for process flow, reconditioning standards, and parts procurement -Patented imaging technology provides interactive interior and exterior virtual tour of vehicle -National first-party fulfillment network optimized by proprietary selfdeveloped technology -Purpose-built home delivery service in more than 300 markets -Centralized scheduler optimizes network, hauler and labor utilization -Systems that standardize vehicle receiving, storing, staging and loading at all network locations -National advertising -Large scale brand building drives long term gains in awareness -Low friction to visit Carvana.com website from desktop or mobile -Robust testing of marketing spend over the last 10+ years -Products that nurture customers over time -AI to reduce transaction friction -In-house lending platform provides automated terms, proprietary credit scoring and centralized underwriting for all customers -Competitive cost of funds due to large scale platform with multiple monetization strategies -Scorecard trained on data from 10+ years and over $30B of loan originations -Digital financing interface provides terms and ability to sort by budget in a fraction of a second -AI automates key underwriting tasks -Higher upfront technology and infrastructure investment, but lower costs at scale -Integrated systems for customer service, title and registration, digital communication, and other functions to create a streamlined experience -High volume of data and technology focus enable AI leadership


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