Core Points - TrueCar, Inc. continues its DrivenToDrive initiative for 2025, partnering with wear blue: run to remember to honor military service members [1][2] - The initiative has donated 11 vehicles since its inception in 2017, supporting the mobility needs of veterans and Gold Star families [3] - Eligible applicants for the 2025 vehicle giveaway include active military members, Post-9/11 veterans, and Gold Star families, with entries open until November 3, 2025 [4] - Promotional activities for the giveaway will occur at major events and through digital marketing, with the winner announced in late November 2025 [5] Company Overview - TrueCar is a leading automotive digital marketplace that offers consumers a transparent and efficient way to buy new and used vehicles, connecting them with certified dealers [6] - The company powers auto-buying programs for over 250 brands, emphasizing truth, transparency, and fairness in the car shopping experience [6] Partner Organization - wear blue: run to remember is a national organization that honors the sacrifices of American military members, creating a living memorial through community events [7]

Financial Data and Key Metrics Changes - In 2024, Carvana became the most profitable public automotive retailer in U.S. history, achieving an adjusted EBITDA margin of 10.1% and a net income margin of 3.1% [5][14] - The company reported adjusted EBITDA of $1,380 million for the full year, with a GAAP operating income of $990 million [14][20] - For Q4, retail units sold increased by 50% year-over-year to 114,379, with revenue rising 46% to $3,547 million [16][14] - Adjusted EBITDA for Q4 was $359 million, a significant increase of $299 million year-over-year, with an adjusted EBITDA margin of 10.1% [19][14] Business Line Data and Key Metrics Changes - Non-GAAP retail GPU (Gross Profit per Unit) increased to $3,031, driven by lower retail depreciation rates and reduced reconditioning costs [17] - Non-GAAP wholesale GPU decreased to $8.57, primarily due to faster growth in retail units compared to wholesale units [17] - Non-GAAP other GPU rose to $27.28, attributed to higher spreads between origination interest rates and benchmark rates [18] Market Data and Key Metrics Changes - Carvana holds a 1% nationwide market share in a highly fragmented market, with its largest competitor holding about 2% [6][9] - The company integrated six of the 56 ADESA mega sites in 2024, with plans to open approximately 10 more in the coming year, increasing capacity significantly [7] Company Strategy and Development Direction - Carvana aims to leverage its unique business model to drive growth, focusing on improving customer experience, increasing brand awareness, and expanding inventory selection [14][13] - The company is committed to further integrating technology, including AI, to enhance customer experience and operational efficiency [30][36] - Carvana plans to continue investing in inventory to drive demand and improve customer satisfaction, believing that more inventory leads to greater conversion rates [28][29] Management's Comments on Operating Environment and Future Outlook - Management expressed confidence in achieving significant growth in both retail units sold and adjusted EBITDA in 2025, assuming a stable environment [22][21] - The company is focused on maintaining a strong balance sheet and improving credit metrics, with a net debt to adjusted EBITDA ratio of 2.8 times [21][64] - Management highlighted the importance of operational efficiency and customer experience as key drivers for future growth [81][80] Other Important Information - Carvana's SG&A expenses increased by 15% in Q4, but the company demonstrated the ability to leverage these expenses effectively due to higher retail unit sales [19] - The company raised $924 million in equity through its ATM program and retired $120 million of senior secured notes, enhancing its liquidity position [21][90] Q&A Session Summary Question: Inventory Management and Customer Experience - Management emphasized the importance of selection in driving customer satisfaction and conversion rates, indicating a preference for increasing inventory despite potential depreciation risks [25][26] Question: GPU and Margin Drivers - Management noted that there are still fundamental gains to be achieved in GPU, with plans to leverage operational efficiencies to drive margins higher [42][44] Question: Loan Sales Strategy - The company plans to maintain a diversified funding strategy for loan sales, balancing whole loan sales and securitization [56] Question: Credit Rating Improvement - Management highlighted the importance of strong financial metrics in improving credit ratings, with a focus on reducing net debt to adjusted EBITDA [63][64] Question: Market Expansion and Inventory Constraints - Management indicated that future growth will focus on taking market share and improving customer offerings rather than expanding into new markets [72][74]