Timed Sale Transformation for a Dealer-to-Dealer Marketplace

Our Client recognized the need to move beyond incremental improvements and fundamentally reimagine how dealers buy and sell inventory. This case study highlights how we partnered to define a bold, AI-enabled future for their dealer-to-dealer sales experience, creating a long-term vision that inspired internal alignment and also positioned the organization to lead the industry in innovation and customer value.

Opportunity

In the unique automotive wholesale space, the process of selling vehicles between dealers had become increasingly transactional and stagnant. Leadership recognized that while their digital tools functioned adequately, they were built for the present, not the future. There was a significant opportunity to reimagine the entire B2B experience through the lens of innovation, technology, and dealer expectations. The organization sought a long-term vision that could leapfrog the competition by fully leveraging AI and machine learning while anchoring the user experience in the real-world behaviors of dealer sales teams.

Dealers needed a better way to move inventory faster and with greater confidence. The business needed to retain loyalty and grow digital adoption in an evolving marketplace. A transformed experience could mean faster turns, higher margins, and fewer manual touchpoints.

Approach

We facilitated a high-impact strategic engagement that imagined a three- to five-year future for the company’s dealer-to-dealer sales platform. Rather than incremental changes, we guided the team through a full reimagination of the wholesale process including how vehicles are listed, priced, ranked, negotiated, and purchased. The transformation vision incorporated:

• Personalized pricing intelligence and predictive success scoring through AI/ML

• Dynamic, time-sensitive bidding experiences modeled after modern auction science

• Intelligent nudges to reduce friction and boost confidence for both buyers and sellers

• A scalable roadmap that allows for progressive rollout while maintaining current operations

To ensure alignment, we engaged cross-functional leaders from product, sales, marketing, engineering, and analytics in a collaborative design process. By facilitating working sessions, visual storytelling, and iterative feedback loops, we aligned internal stakeholders around a common future-state experience.

The organization gained clarity on what the future could look like and how to get there. This enabled smarter investment decisions, faster prioritization, and the ability to communicate a compelling story to internal teams and external partners.

Outcomes

The result was a bold, consensus-driven transformation vision that has become the North Star for the organization’s digital roadmap. The final deliverable was not just a conceptual prototype, but a strategic product vision that clearly defined how AI and automation would create meaningful value for dealers. The project served as a catalyst to align senior leadership, product teams, and dealer-facing staff on a shared mission to transform the marketplace experience.

This new North Star gave the client a blueprint for innovation grounded in customer needs, powered by intelligent systems, and tailored for measurable business outcomes. It re-energized the organization around what's possible and provided the clarity to build toward it with purpose.