Core Thesis - ACV Auctions Inc. is positioned for growth in the digital vehicle auction market, leveraging technology and innovative solutions to capture market share and improve dealer relationships [1][2][4]. Company Overview - ACV Auctions Inc. operates a digital-first marketplace for dealer-to-dealer vehicle transactions, aiming to disrupt traditional physical auctions [2]. - The company's shares were trading at $7.74 as of December 1st, with a forward P/E of 40.82 [1]. Business Performance - Despite lowering Q2 revenue and EBITDA guidance due to inventory issues among dealers, the underlying business remains strong, with marketplace listings and dealer retention meeting targets [3]. - Unit growth is adjusting for seasonal trends, indicating solid performance [3]. Market Position and Growth Potential - The dealer-to-dealer market is currently 15-20% below pre-COVID volumes but is expected to stabilize, with digital adoption at 20-30%, presenting long-term growth opportunities [4]. - ACV is well-positioned in the U.S. market, despite competitors like OPENLANE reporting higher growth due to geographic and vehicle-type differences [3][4]. Strategic Initiatives - ACV is deploying AI-powered inspection tools and a Viper drive-through solution to enhance dealer efficiency and loyalty [5]. - A commercial rollout is expected to scale from 60,000 units in 2025 to 225,000, expanding the total addressable market [5]. - Operating leverage is anticipated to improve, with incremental margins in the 35-40% range achievable as initiatives scale [5]. Valuation and Upside Potential - Trading at less than 5x projected $350 million EBITDA, ACV's strong fundamentals, technology leadership, and market expansion offer significant upside potential [6].

Financial Data and Key Metrics Changes - Adjusted EBITDA increased by 16% on a 7% increase in gross transactional value (GTV) [3][14] - Adjusted earnings per share rose by 31%, driven by higher operating income and lower net interest expense [17] - Adjusted EBITDA as a percentage of GTV expanded to 8.4%, up from 7.8% in the prior year [16] Business Line Data and Key Metrics Changes - Automotive GTV increased by 6%, driven by a 9% increase in unit volumes, partially offset by a decline in average price per vehicle sold [14] - Service revenue increased by 8% on higher GTV and a higher service revenue take rate [15] - GTV in the commercial, construction, and transportation sector increased by 9%, with a 14% increase when excluding the impact of the Yellow Corporation bankruptcy [9][15] Market Data and Key Metrics Changes - The US insurance average selling price (ASP) increased approximately 2.5% [14] - The total loss frequency across all categories rose by nearly 70 basis points to 22.6% [14] - The active buyer base expanded, indicating resilience in the platform [8] Company Strategy and Development Direction - The company announced a significant expansion of its partnership with the US General Services Administration (GSA), expecting to provide services for approximately 35,000 remarketed vehicles annually [4][5] - A new operating model was introduced to unlock sustainable growth and drive long-term value for shareholders [10][11] - The company is focused on strategic acquisitions and pruning to sharpen its focus and simplify operations [11][12] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the strategy to deepen engagement with existing partners and expand into adjacent opportunities [6][7] - The macro environment remains favorable for salvage volumes, driven by inflation gaps between vehicle repair costs and used vehicle values [14] - Full-year 2025 GTV growth is expected to range between 0% and 1%, with adjusted EBITDA guidance raised to $1.35 billion-$1.38 billion [18] Other Important Information - The company recognized approximately $10 million in restructuring charges during the quarter, primarily related to severance costs [16] - The new operating model is expected to generate over $25 million in total run rate savings by the second quarter of 2026 [13] Q&A Session Summary Question: Can you provide insights on the full-year guidance and segment performance? - Management clarified that the GTV guidance was tightened to 0%-1% and discussed the strong performance in Q3, which was in line with expectations [21][22] Question: Can you elaborate on the GSA agreement and its financial implications? - The GSA contract adds disposition services, which were not previously provided, and the ASPs will be accretive to the salvage space [24][26] Question: What are the motivations behind the recent acquisition in Western Australia? - The acquisition strengthens the geographic footprint and aligns with the broader growth strategy in the region [30][31] Question: How does the company view market share opportunities in the automotive sector? - Management emphasized focusing on performance and maintaining high service-level agreements, which they believe will enhance market share [32][33] Question: What factors led to narrowing the GTV range for Q4? - The range was narrowed to provide a more pointed guide as the company approaches the end of the year, considering the absence of significant CAT events [43][45] Question: What is the company's exposure to the used car market and subprime credit issues? - The company primarily deals with slightly damaged cars, minimizing exposure to higher-value vehicles and broader economic concerns [46][48] Question: Can you clarify the nature of the GSA contract vehicles? - The vehicles involved are primarily those with heavy usage, appealing to the buyer base, and will be a mix of different types of buyers [53][54]

Financial Data and Key Metrics Changes - Adjusted EBITDA increased by 16% on a 7% increase in gross transactional value (GTV) [3][16] - Adjusted earnings per share rose by 31%, driven by higher operating income and lower net interest expense [17] - Adjusted EBITDA as a percentage of GTV improved to 8.4%, up from 7.8% in the prior year [16] Business Line Data and Key Metrics Changes - Automotive GTV increased by 6%, supported by a 9% increase in unit volumes, despite a decline in average price per vehicle sold [13][15] - Service revenue increased by 8% due to higher GTV and an increased service revenue take rate [15] - GTV in the commercial, construction, and transportation sector grew by 9%, with a higher average price per lot sold [15] Market Data and Key Metrics Changes - The US insurance average selling price (ASP) increased by approximately 2.5% [13] - The total loss frequency across all categories rose by nearly 70 basis points to 22.6% [14] - Excluding the impact of the Yellow Corporation bankruptcy, GTV growth in the commercial, construction, and transportation sector would have been approximately 14% [15] Company Strategy and Development Direction - The company announced a significant expansion of its partnership with the US General Services Administration (GSA), providing disposition services for approximately 35,000 remarketed vehicles annually [4][5] - A new operating model was introduced to enhance efficiency and drive long-term value for shareholders, expected to generate over $25 million in total run rate savings by Q2 2026 [12][60] - The company is focused on strategic acquisitions and geographic expansion, with a recent agreement to acquire Smith Broughton Auctioneers for approximately $38 million [9][10] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the strategy to deepen engagement with existing partners while expanding into adjacent opportunities [6] - The macroeconomic environment remains complex, but the company is committed to investing in growth and enhancing operational efficiency [9] - Full-year 2025 GTV growth is expected to range between 0% and 1%, with adjusted EBITDA guidance raised to $1.35 billion-$1.38 billion [18] Other Important Information - The company divested DDI Technologies to streamline operations and focus on core capabilities [11][12] - The new operating model aims to improve clarity and focus within the organization, reducing management layers from eight to four or five [59][60] Q&A Session Summary Question: Can you provide insights on the full-year guidance and segment performance? - Management clarified that the GTV guidance was tightened to 0%-1% and highlighted strong Q3 performance aligned with expectations [21][23] Question: What are the details of the GSA agreement regarding vehicle volume and economics? - The GSA contract adds disposition services, with ASPs expected to be accretive to salvage space ASPs [25][26] Question: What is the motivation behind the recent acquisition in Western Australia? - The acquisition enhances geographic coverage and aligns with the company's growth strategy in Australia [30] Question: How does the company view market share opportunities in the automotive sector? - Management emphasized focusing on performance and operational excellence to capture market share, without disclosing specific deals [33] Question: What factors influenced the decision to narrow the Q4 guidance range? - The tightening of the range was based on a clearer outlook as the year progresses, considering the absence of significant CAT events compared to the previous year [43][44] Question: What is the company's exposure to the used car market and subprime credit issues? - The company primarily deals with slightly damaged cars, minimizing exposure to higher-value vehicles and benefiting from a repossession business [46][48]

Financial Data and Key Metrics Changes - Q3 revenue reached $200 million, growing 16% year over year, compared to a tough comparison of 44% growth in Q3 2024 [5][15] - Adjusted EBITDA was $19 million, with a margin improvement of 280 basis points year over year [15][16] - Non-GAAP net income was $11 million, also at the midpoint of guidance [16] Business Line Data and Key Metrics Changes - Auction and assurance revenue accounted for 56% of total revenue, growing 10% year over year, with auction and assurance ARPU at $508, which declined 3% quarter over quarter [16][17] - Marketplace Services revenue comprised 40% of total revenue, growing 28% year over year, driven by record revenue from ACV Transport and ACV Capital [15][17] - ACV Capital team delivered strong revenue performance with 70% growth in Q3 [11] Market Data and Key Metrics Changes - The dealer wholesale market is expected to decline in the mid-single digits in Q4, reflecting a more challenging market environment [20] - Emerging regions like Southern California and the Midwest saw unit growth exceeding 20% in Q3 [8] Company Strategy and Development Direction - The company focuses on three pillars: growth, innovation, and scale, with a strong emphasis on leveraging AI to enhance marketplace experiences [5][6] - The strategy includes enhancing field engagement models in emerging regions and launching new innovations to drive market share gains [21][22] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in recovering the dealer wholesale market despite current macro challenges, emphasizing that it is too early to assume a structural change [27][30] - The company anticipates strong adjusted EBITDA growth of over 100% while continuing to invest in long-term growth objectives [5][21] Other Important Information - The company updated its 2025 guidance to reflect ongoing macro challenges while still expecting 19% year-over-year growth [4][20] - The ACV Guarantee program saw an increase in units sold from 11% in Q2 to 18% in Q3, indicating strong buyer engagement [12] Q&A Session Summary Question: Has the dealer wholesale market changed structurally? - Management believes it is too early to assume a long-term structural change in the dealer wholesale market, which is expected to recover as macro factors stabilize [27] Question: How have competitive dynamics changed? - The company reported significant quarter-over-quarter growth, indicating strong performance against competitors despite market softness [30] Question: Can you explain the moderation in auction ARPU? - Management noted targeted regional pricing campaigns to support market share, expecting ARPU to increase sequentially in Q4 [36][40] Question: What is the outlook for the 2026 wholesale market? - Management suggests assuming a flat market for 2026 due to macro uncertainties, while aiming for mid-teen market share gains [41][45] Question: What is the status of ACV Capital? - The company is taking a cautious approach to ACV Capital, lowering revenue forecasts for Q4 while maintaining confidence in long-term growth [71][73] Question: How is the company leveraging its technology? - The company is using AI to provide accurate pricing and improve decision-making for dealers, enhancing their ability to sell vehicles effectively [102]

Q3 2025 Performance Highlights - ACV Auctions achieved revenue of $200 million in Q3 2025, representing a 16% year-over-year growth compared to $171 million in Q3 2024[13] - Marketplace units reached 218,000 in Q3 2025, up from 198,000 in Q3 2024[13] - Adjusted EBITDA was $19 million in Q3 2025, compared to $11 million in Q3 2024[13] Growth Initiatives - The company is focused on transforming the automotive market with a data-driven platform[16] - ACV Auctions is leveraging technology to expand its product suite and data services[16] - The company aims to deliver growth at scale with attractive unit economics and long-term operating leverage[16] Financial Outlook - Q4 2025 revenue is projected to be between $180 million and $184 million, representing a year-over-year growth of 13% to 15%[65] - Full year 2025 revenue is expected to be between $756 million and $760 million, a growth of approximately 19% year-over-year[65] - Adjusted EBITDA for full year 2025 is projected to be between $56 million and $58 million, with an Adjusted EBITDA margin of 7% to 8%[65] Revenue Diversification - The company has diversified revenue streams, including SaaS & Data Services, Marketplace Services, Transportation, Capital, and Auction & Assurance[54]

Financial Data and Key Metrics Changes - The company reported consolidated revenues of $498 million for Q3 2025, representing an 8% year-over-year growth [19] - Adjusted EBITDA for the quarter was $87 million, reflecting a 17% increase, with an adjusted EBITDA margin of approximately 17%, which is an expansion of 130 basis points year-over-year [19][20] - Consolidated SG&A expenses increased by 14% to $111 million, primarily due to higher performance-related incentives and targeted investments [19] Business Line Data and Key Metrics Changes - The marketplace segment processed a gross merchandise value (GMV) of $7.3 billion, a 9% increase, driven by a 19% growth in dealer category and 4% in commercial category [21] - Auction fees in the marketplace grew by 20%, primarily due to volume growth in the U.S. dealer business [22] - Adjusted EBITDA for the marketplace segment was $44 million, representing a 22% growth and an adjusted EBITDA margin of 11% [23] Market Data and Key Metrics Changes - Dealer-to-dealer volumes increased by 14% year-over-year, marking the fourth consecutive quarter of double-digit volume increases [5][35] - The U.S. market contributed significantly to the growth, with dealer volumes in the high teens year-over-year [35] - The company noted a decline in commercial vehicle volumes, but the rate of decline was less than in the previous quarter [8] Company Strategy and Development Direction - The company's strategy focuses on making wholesale easy by enhancing marketplace offerings, technology, and customer experience [6][7] - The company aims to expand its market share with North America's largest franchise dealer groups and increase dealer registrations on its platform [10][12] - The company is investing in technology and innovation, including AI-driven features to improve customer experience [11][13] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in the recovery of commercial vehicle volumes beginning in early 2026 and highlighted the ongoing shift from physical to digital channels in the wholesale industry [15][16] - The company is closely monitoring economic trends, including vehicle affordability and loan delinquencies, which could impact future performance [15] - Management revised the full-year 2025 adjusted EBITDA guidance to $328-$333 million, up from previous guidance, due to strong performance in the North American dealer business [28] Other Important Information - The company announced plans to repurchase approximately 53% of its outstanding Series A convertible preferred shares, funded through a term loan [27] - The company ended the quarter with a cash balance of $119 million and over $400 million in capacity on existing revolver facilities [27] Q&A Session Summary Question: Market growth and share gains - Management noted that dealer-to-dealer volumes were up 14%, with strong growth in the U.S. market, and emphasized the transition from physical to digital models as a key driver of growth [35][36] Question: Onboarding new customers - Management confirmed that onboarding for new customers is expected to occur in early Q1 2026, with technology ready for launch [41] Question: Cross-pollination between platforms - Management explained that independent dealers in the marketplace are increasingly utilizing AFC for financing, with a significant increase in registered dealers on the platform [51] Question: AuctionNet data and market performance - Management provided insights on AuctionNet data, indicating that dealer-to-dealer units were up about 14%, with growth driven by both existing and new dealers [54][57] Question: Competitor reactions - Management observed a stable competitive environment, with some smaller digital models exiting the market, and emphasized the company's leadership in digital platforms [65] Question: SG&A expenses - Management indicated that SG&A expenses may fluctuate quarterly but emphasized a focus on annual trends and cost synergies [73] Question: Purchased cars revenue - Management clarified that the growth in purchased cars revenue is driven by both European business and guarantees offered to buyers, although it is considered low-margin revenue [80][82] Question: Off-lease vehicle impact - Management discussed expectations for off-lease vehicles to increase in 2026, with a potential impact on gross margins and ARPU [90][94]

Summary of ACV Auctions (ACVA) 2025 Conference Call Company Overview - **Company**: ACV Auctions (ACVA) - **Industry**: Automotive auction and technology services Key Points and Arguments Product and Technology Strategy - ACV focuses on enhancing its product and technology offerings to differentiate itself in the market, particularly for franchise and independent dealers [5][6][7] - The company has broadened its product suite to include pricing tools and value-added services like ACV Transportation and ACV Capital, which assist dealers in vehicle acquisition and logistics [8][9] - The introduction of a no reserve guarantee auction has resulted in three times more bidders per car, significantly increasing auction activity [13][14][15] Market Dynamics - The wholesale market is evolving, with ACV's strategy targeting both individual dealers and larger corporate accounts [12][10] - The company is leveraging its pricing engine, which predicts vehicle prices within $300 of retail value, to help dealers compete against larger competitors like CarMax and Carvana [18][25][26] - ACV is gaining traction with three out of the top ten dealer groups in the U.S. using its pricing engine [26] Project Viper - Project Viper is a new initiative aimed at improving vehicle appraisal and inspection efficiency, utilizing advanced scanning technology to provide condition reports quickly [30][34] - The project is expected to enhance the efficiency of wholesale inspections and is currently being piloted with select dealers [36][40] Commercial Wholesale Strategy - ACV is expanding into the commercial wholesale market, which presents a total addressable market (TAM) of approximately 8 million units, with an expected addressable market of 4 to 6 million units for ACV [77][78] - The company aims to maintain an asset-light model while increasing operational efficiency through strategic location rentals [73][75] Partnership with Amazon - ACV is a data and technology partner for Amazon Autos, providing a pricing engine for trade-in evaluations, which is crucial for online vehicle retailing [82][84] - The partnership allows ACV to leverage its technology to facilitate trade-ins and wholesale opportunities for Amazon [86][89] Market Challenges and Performance - The second quarter of 2025 experienced fluctuations in conversion rates due to early consumer demand, impacting revenue guidance [59][60] - Despite challenges, ACV has seen a bounce back in conversion rates, aligning with typical seasonal trends [62][64] Brand Awareness and Market Position - There is a recognition issue within the market regarding ACV's full capabilities beyond auctions, with many dealers unaware of the additional services offered [96][99] - The company is considering rebranding to enhance recognition and awareness of its broader service offerings [95][100] Additional Important Content - The company is focused on improving dealer adoption rates, with about one-third of franchise rooftops currently transacting on the platform [42][44] - ACV's growth strategy includes engaging with C-level executives at dealerships, which has shifted from traditional sales approaches targeting used car managers [52][56] - The company is optimistic about future growth, with expectations to expand Project Viper and other initiatives in the coming years [41][39]

Core Insights - ACV has expanded its No Reserve Sale to four days a week, enhancing opportunities for dealers to sell and source inventory in $0 reserve auctions [1][2] Group 1: Auction Details - The new auction schedule includes sales every Tuesday, Wednesday, Thursday, and Saturday at 12:00 PM ET, with a new Wednesday sale added and Saturday's start time moved up for consistency [2] - The No Reserve Sale allows dealers to select vehicles from the My ACV dashboard, guaranteeing a payout and enabling sales on any of the four auction days [3][4] Group 2: Performance Metrics - 85% of vehicles sold in the No Reserve Sale exceed the guaranteed offer, with auctions attracting an average of 35+ bids and 100+ views per auction [9] - The platform provides flexibility for dealers to sell one vehicle or multiple units, resulting in fast and predictable cash flow [4] Group 3: Buyer and Seller Benefits - The No Reserve Sale has proven to increase vehicle visibility significantly, with some cars receiving triple or quadruple the views compared to traditional sales [5] - ACV aims to enhance dealer profitability and control, providing opportunities for quick inventory turnover and access to a diverse range of vehicles [7][6] Group 4: Company Mission - ACV is focused on transforming the automotive industry by creating trusted digital marketplaces and data solutions for used vehicle transactions [8]

Financial Data and Key Metrics Changes - Q2 revenue was $194 million, representing a 21% year-over-year growth, with 210,000 vehicles sold, marking a 13% increase despite market deceleration [7][19] - Adjusted EBITDA was $19 million, at the midpoint of guidance, with a margin improvement of 520 basis points year-over-year [20] - Non-GAAP net income was also at the midpoint of guidance, with a margin increase of 430 basis points year-over-year [20] Business Line Data and Key Metrics Changes - Auction and assurance revenue accounted for 57% of total revenue, growing 20% year-over-year, reflecting 13% unit growth and an average revenue per unit (ARPU) of $523, which grew 6% [20] - Marketplace services revenue comprised 39% of total revenue, growing 25% year-over-year, driven by record revenue for ACV Transport and ACV Capital [21] - SaaS and data services products made up 4% of total revenue, with revenue approximately flat year-over-year [21] Market Data and Key Metrics Changes - The company observed a 300 basis point year-over-year increase in trade retention rates, indicating dealers are keeping more vehicles for retail purposes [87] - The overall market conditions are expected to be flat to slightly down for the full year, influenced by macroeconomic factors [65][87] Company Strategy and Development Direction - The company is focused on three pillars: growth, innovation, and scale, leveraging AI across its suite of solutions to enhance dealer experiences and optimize pricing [8][14] - The company is expanding its total addressable market (TAM) and competitive moat through innovative product offerings and partnerships, including a new commercial platform [17][28] - The strategy includes maintaining adjusted EBITDA guidance while investing in long-term growth objectives, with a commitment to significant margin expansion [6][26] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving strong top-line growth of at least 20% year-over-year despite ongoing macroeconomic challenges [5][25] - The company trimmed its 2025 revenue guidance by $5 million at the midpoint, now expecting revenue in the range of $765 million to $775 million [25][102] - Management noted that conversion rates improved in July, indicating a potential recovery in market conditions [24][38] Other Important Information - The company ended Q2 with $305 million in cash and cash equivalents and marketable securities, alongside $187 million of debt [23] - The company is excited about the upcoming launch of its first greenfield location in Houston, Texas, as part of its commercial platform strategy [17][116] Q&A Session Summary Question: Clarification on unit growth headwind - Management clarified that the 500 basis point unit growth headwind was due to lower conversion rates than anticipated, not solely due to higher retention rates [31][34] Question: Competitive dynamics in the marketplace - Management indicated that the slight dip in conversion rates was consistent across the industry, with both macroeconomic factors and company initiatives contributing to the trends [37][39] Question: Progress on pricing engine and auction liquidity - Management reported significant progress in their pricing engine, with guaranteed sales accounting for 15% of units sold by the end of Q2, indicating strong auction liquidity [44][47] Question: Outlook on Amazon partnership and AI solutions - Management stated that while they are investing in partnerships and AI solutions, they do not expect material contributions to revenue this year, focusing instead on long-term benefits [55][57] Question: Organic growth rate excluding acquisitions - Management noted that the recent acquisition contributed about 1% to dealer unit growth in the quarter, with organic growth remaining strong [114] Question: Commercial opportunities and greenfield locations - Management expressed excitement about their greenfield strategy, with plans for additional locations and a focus on organic growth rather than acquisitions [116][120]

Core Insights - ACV reported record revenue and Adjusted EBITDA for Q2 2025, driven by market share gains and strong adoption of Marketplace Services despite challenging market conditions [2][3] - The dealer wholesale market experienced modest year-over-year growth, with a deceleration in growth reflecting weakening retail demand [3] - The company updated its revenue guidance to account for macroeconomic challenges while maintaining its Adjusted EBITDA guidance midpoint [3] Financial Performance - Q2 2025 revenue reached $194 million, a 21% increase year-over-year, with Marketplace and Service Revenue at $176 million, up 22% [5][6] - GAAP net loss for Q2 2025 was $7 million, compared to a loss of $17 million in Q2 2024, while non-GAAP net income was $12 million, up from $3 million [6][25] - Adjusted EBITDA for Q2 2025 was $19 million, compared to $7 million in Q2 2024 [6][30] Guidance - For Q3 2025, ACV expects total revenue between $198 million and $203 million, representing a 16% to 18% year-over-year increase [5][6] - Full-year 2025 revenue guidance is set at $765 million to $775 million, indicating a growth of 20% to 22% year-over-year [5][6] Market Metrics - Marketplace GMV for Q2 2025 was $2.7 billion, a 12% increase year-over-year, with Marketplace Units at 210,429, up 13% [6][20] - The dealer wholesale market is anticipated to be flat to modestly down year-over-year in 2025, with expected normal seasonal patterns for conversion rates and wholesale price depreciation [12]