How APS BidBuddy Optimiser Maximizes Your Salvage Vehicle Buys.

In this podcast episode Georgia and Chris Daglis unpack how APS’s Bid Buddy Optimiser is helping automotive recyclers make smarter, data-led salvage buying decisions. Chris explains why accurate buying is fundamental to profitability and how APS works with individual yards to tailor their Bid Buddy settings based on real sales and stock data. The episode also touches on industry events like the URG Conference and the exciting launch of APS’s AI Digital Assistant, Ari.

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Transcript

Chris  

Welcome to another episode of the Automotive Recyclers Experience Podcast. Georgia. How you doing? 

Georgia  

Hello, Chris. I'm good. 

Chris  

Thank you. Excellent. Always a pleasure having the Big G on these sessions. So you wanted to talk. You said, let's, let's do a podcast. I've got some questions for you around buying salvage, so I haven't looked at the questions you spoke to me very briefly about some of the things you wanted to cover, and it's come out of a number of discussions that you've been privy to, had or been involved in with customers and specifically around buying salvage. So absolutely, I'm going to throw it over to you. You can drive the questions. I'll try and answer them, yeah.

Georgia  

So I guess first up, can you tell me a little bit about the importance of buying the right cars as an automotive recycler, and why that's critical to business success.

Chris  

So there's look at the end of the day, the profitability starts with the buying. You know, if the buying's Right, the selling can be right. If the buying's wrong, it's pretty hard to make a bad buy good, right? So, you know, it's often been said in our industry that buying is the most important job in an auto recycling business. And it's true, buying is the most important job in any business. So your profit, ultimately, is made at that point in time you will sell parts of a car, you know, and and there's some cars that, you know, there's high demand for parts, and you know, automatically, we assume that that means we're making money because we're selling all the parts. There are other cars that you're not going to sell many parts off, but you make a lot of money at them. So it's not all one way as well, right? So we need to buy the right cars at the right value, at the right time so that we can turn those into cash?

Georgia  

Yeah, of course. And listen, we know from the market at the moment that it's, you know, buying used cars and the salvage markets are more competitive than ever. It's really important to make sure that the cars you are buying are driven by decisions based on data, and not just that gut feel, which I know a lot of our customers often talk to us about their buyers, and it's like, oh, their buyers just have a gut. They have it. They have an instinct for it, yeah? And whilst that is obviously an important part of you know, a good buyer probably does have to have some level of discretion and maybe use a gut instinct for this sort of thing, like anyone that's good at their job, we have data available to us.

Chris  

We've got data, we've got tools. It's really

Georgia  

important, right? Like, I'm not, yeah, just making that up. 

Chris  

No, you're not making it up.

Chris  

So certainly, the data is critical. And the reality is, and I say, we've got the data, we've got the tools. We've got tools like Bid Buddy right? And bid buddy is a tool that you can use so that you can make better buying decisions. Obviously, the data in the background is your information around you know your demand, your available parts in stock, parts your selling history, selling price history, number of requests and so forth. And of course, that will drive what in the bid buddy world is called a QCI score, which is basically a score that outlines there are high demand parts on this vehicle. The higher the score, the higher the demand, one of the things that's sometimes a challenge for recyclers is when they use bit buddy and they use other tools, whether it's this tool, you know, it's what I know, it's what I've always known. 

Georgia  

So Chris, people that are listening and not watching us online, Chris just pointed to his head to imply, if he had a brain, it would be in his head. Joking. You did point to your head, indicating that you can use your brain as a tool. 

Chris  

Sorry, I was, I was always thinking about being on a screen. Okay, so, yes, so we can either use our gut or our brain, you know, what we've always done, to buy a car and whether this car will produce, you know, profit, but it's critical also to understand it's not just the profit, it's what is my return on investment in this vehicle. So how much do I have to invest to get that return back to how long will it take for that to happen? So if my break even days, you know, 360, days to break even, then the profitability is less relevant depending on what the options are out there at that point in time. So part of the challenge there is you can only do that with you by using beta right? And the challenge I find with people sometimes that are using tools like bid buddy is that their back end is not set up properly. They set it up very, as we call vanilla off the shelf, yeah. Or they use, I think we should wait the engine this much, or I think we should do that. Or they look at every vehicle, whether it's a 2022, SUV or pickup truck or a 2008 Honda Civic, they use exactly the same settings in the back end of bid buddy to value both those vehicles, but they're significantly different vehicles, right? Yeah, so we need to weight the the value and the importance of different part types on each of those vehicles differently. So, yeah, we use a lot of the data out of Pinnacle or Powerlink in a couple of reports that we we get from from our customers. 

Georgia  

So you're jumping jumping ahead, you're jumping ahead now, and that's really what you're talking about. When you say you use the data that is ultimately what this when you have created a I guess, another way to optimize, it's exactly what we say. It's using Bid Buddy but it's optimizing your  Bid Buddy settings and optimizing your  Bid Buddy  to essentially buy better cars. Is that? Yeah, that correct. So what

Chris  

We're doing. We're tailoring your  Bid Buddy  settings to suit your buying and selling trends for your market and your customers for your specific so Georgia's auto parts, Georgia's Auto Parts has her data, and ultimately, you need to buy cars for Georgia's Auto Parts. So you know, we need to make those as profitable as possible for your facility. And when I say for your facility, you've got different things to consider, such as capacity. You know, how many vehicles can I produce? How many people? What overhead do I need to cover in that, you know, production process, sometimes it's a matter of saying, Well, I can produce 100 cars a week. You know, Chris, I've got to buy more than 10 cars a week to produce 100 cars a week, right? So, yeah, it's a matter of getting that right, and the only real way to do that accurately is by dissecting your demand and supply data you're buying and selling trends, so that as you buy differently. For example, let's say if you buy to your selling trend, that's great, because then that should match really well, right? But then you might do something different with your sales. You might have an offer on or whatever the case is, or things change in the market, yeah. And then all of a sudden, I gotta stop buying that type of vehicle. I've got too much of that type of vehicle, I need to start buying something else. So then our buying trends change, which ultimately means that our selling trends are going to change. So it's this cycle that keeps on going round and round. And what we try and help you with is building out a foundation right in your  Bid Buddy settings. That means today, they're accurate based on your current buying and selling trends, right? And these are the vehicles we do, what we call a hot list, a profit model year list, which outlines these are the vehicles that you make most profit on. These are the vehicles that turn quickest, and you can filter by, I want to look at vehicles that turn into cash quicker, yeah, and I'm happy to forego some profit on the basis that I can turn those every 30 days versus doubling my profit, but turning every 120 days. Yeah. So they're the sort of things that you need to play around with to then determine where you need to be from a buying perspective. Every day.

Georgia  

So just from a I guess, for anyone that has is using this service, we have previously called this Exact Stats, but recently we have, well, actually not that recently, but we've been slow to communicate it. We have actually changed the name to abs, APS,  Bid Buddy  Optimiser, because that will clearly sort of articulates exactly what this service or product does and and what we allow our customers to do with this tool. So I know you've obviously already talked about the fact that this is a data driven service or solution, and it and it calibrates Bid Buddy waiting for optimal buying decisions.

Chris  

Yes.

Chris Daglis, Auto Partnered Solutions  

You're using the YMS to understand this historical data and get that unique, those are unique insights.

Chris  

There are a few reports out of both Pinnacle and Powerlink that we used to do that, yep,

Chris Daglis, Auto Partnered Solutions  

yep. And then obviously the team and yourself go in and you present this to our customers and and you customize basically what their settings are to minimize the recyclers, I guess, what we call bad buys, yeah, and increase the profitable vehicle purchases so the vehicles that they can make a profit on, or, like you said, before turn it turn them over, forgo a bit of profit to Turn them over quicker, or whatever that might be, have I, yeah, got this correct?

Georgia  

Yep, that's, that's basically the where we're at. That's, that's about, right? So I think the critical thing there is that from a bias, but from a from a bias perspective, from a salvage yards perspective, you know, we look at vehicles in a particular range, right? We might look at 2015 model vehicles, maybe the highest profit vehicles. But even within those 2015 model vehicles, or year vehicles, they may have purchased 100 of those over the past year, for example. But which 100 were actually really profitable versus which 100, which of the 100 were not profitable? So how do we take in a simple way. How do we take the bad, remove the investment in those vehicles, and add that investment to the ones that we know do really well for us? So if we can remove the bottom, you know, the worst vehicles from the vehicles that we do on a daily basis, yearly basis, and take that money that we invested on those not so good performing cars, and put it into good performing cars, then all of a sudden it's a, you know, it's a compound effect benefit to your business, right? 

Chris Daglis, Auto Partnered Solutions  

So just from someone that runs, you know, has my own business, I understand how businesses work. Often we, well, not often. Recently, we've we've started looking at, you know, profitability of things, and it's something that, as a business, we understand, and that you have to look at numbers to understand what works and what doesn't work and vice versa. Isn't this what recyclers are already doing? Are they not looking at their cars before  Bid Buddy Optimiser comes in? Is this not something that recyclers have traditionally done, or do they look at, I guess, you know, like to me, if you have 100 cars, is that and you're buying 100 cars, and wouldn't you know which ones are sell? Or do you think it's again, people are making assumptions what's happening in the industry? Yeah, that thi information is, is needed from you guys. 

Chris Daglis, Auto Partnered Solutions  

There are a lot of assumptions being made. So I was talking to someone yesterday in Georgia. In fact, they were in Georgia that is a little bit old school, and they don't use a buying tool. They buy a lot of vehicles off, off them, you know, off the street, and they guess a lot of it right, but it works for them. It's worked for them for years. You know? Could they do it better? Yes, of course, they could do it better. And if you really needed to go the next step in this industry, you need to be doing it better. You need to make decisions, right? So that's, that's 100% correct. So yes, there is a bit of guesswork that's happened, traditionally still happens. Look, I see a lot of current users of, for example,  Bid Buddy. And because  Bid Buddy, it takes time to pick the good and bad parts and pick the right interchange. Because of that, if they're doing that internally, they actually skip over a lot of it. They look at it, and they use  Bid Buddy to give them an indication as to whether they need that car base at the QCI score, right? Yeah. Now that's better than not using anything, but it's still cheating. You're cheating yourself, right? Yeah, you're just using it as a gage, and it's a gage that will help you make a better decision. But certainly, if you want to get into the nitty gritty of okay, I need to go that next level. Now I want to be as profitable as I can, you need to dial in the numbers. 

Chris Daglis, Auto Partnered Solutions  

And you really need that, if any, any business, but certainly recycling industry, if you're going to take it to the next level and you're going to up, you know what you're doing and build your profitability, you need to know your numbers. So I mean, I also think it's important to say at this point that you know what we do with bid, buddy, optimize. User is very much recognized and supported by Mike at Bid Buddy . I know he's a big fan of what we're doing because, again, he knows that. He knows what  Bid Buddy  is capable of doing, but knows how the users are using it. So the fact that we've got this service available to help people who use bid buddy even better and maximize and optimize their results. Mike is very supportive. And you know, of this service, which is, I think, really important to and always does, is yes,

Chris Daglis, Auto Partnered Solutions  

So certainly, Mike Lambert has, has been a strong supporter of ours because we help his product do a better job, right? Simple as that, and that's, that's what it's all about. We want to deliver value to the end user. The end user is the auto recycler. And if working closely with with  Bid Buddy and Mike, or, you know, Mike Kunkel, for example, who's a strong advocate of of these types of services that we offer, helps the consumer, helps the customer, get a better outcome, then that's, that's where we need to be sure. You know, sometimes I get some customers that are looking at using different services, right? Might be our  Bid Buddy Previewing service, where we do pick the good and bad parts and the interchange, and I look at how they're set up, and I look at and say, guys don't use that at this point in time. So I actually say I'd prefer you to spend your money getting your foundations right in the back end of bid money, because if you're going to continue doing your own previewing, that's fine, but at least use the right foundations upon which to build a bid right. If the foundations are wrong, I'm never going to get the bid run. So put your money there first. Get your own people doing that. If you if you know, if you want to limit the amount that you spend, and then when you're ready, we can start doing your previewing as well. But if we start doing previewing now on crack foundations, guess what, our walls are going to crack. You're not going to get a good result, and you're not getting the result that you need to be getting for your business today. So fix the foundations first.

Chris Daglis, Auto Partnered Solutions  

Absolutely, absolutely. I mean, you could be talking about anything. That's what we say about online and social media. Don't do social media until you've got a good website, because that's the foundation. 

Chris  

eBay listing - the same thing. If you haven't got a good, organic eBay listing, it's going to fail or you need to promote the hell out of it, for it to you know, that's what get. Any results sellers are at 20 25% you know, commission rates, because they have to promote, you know, the listings to get them to show up, right? So it's the same thing. Let's get the foundations right. Good, strong foundations. Big, strong wall. Bad foundations. War falls over simple as that.

Chris Daglis, Auto Partnered Solutions  

simple, simple. So how does the Bid Buddy Optimiser help recyclers? It stops them from buying the wrong cars? 

Chris Daglis, Auto Partnered Solutions  

Yea, remove the bad buys as much as possible. Two it helps, obviously, from a profitability perspective, or I'll flip it around, from a cost of goods perspective, over a period of time, obviously we need to filter these cars through, but over a period of time, their cost of goods, or at least their cost of goods at the point of purchase, should diminish, because there's other factors that influence cost of goods as well, but they will come down three obviously, that means they're making a higher profit on that vehicle. Their break even, they should come down as well. So that's really important, so their cash flow becomes better as well. Yeah, ultimately, just look all this works if you can deliver good customer a good customer experience. And the best customer experience you can give is to say yes to them, to the right part at the right time, at the right price. And what this should enable you to do over a period of time, over a period of consistent application, is it'll help you, as automotive recyclers say yes to your customer on the parts that they are requesting. So that's the customer experience. Make the customer happy. Everything else takes care of itself. That's our approach. If we can make you happy as a customer, you're going to be happy with our service. We'll be successful along with you.

Chris Daglis, Auto Partnered Solutions  

So that leads me into my next question, what is the APS approach? How do we How does APS  Bid Buddy Optimiser work? What do you get? Tell me about how what that process looks like.

Chris Daglis, Auto Partnered Solutions  

Okay, so basically, we take, if you decide to use it, we take a few reports out of both Pinnacle or Powerlink, whichever one you're using, we load them into our bit buddy Optimiser system, or exact stat system, that we've built and refined over the past couple of years, and will produce it produces a report that I then go into personally and review and look at the key numbers, and I look at a lot of information. I look at sales numbers, I look at buying numbers. I Look at search numbers, there's a brokered parts numbers, etc, because what we do in buying affects what happens with broker parts. So if I decide, or if we decide, that we shouldn't be buying these types of vehicles, right? Why we should? Why shouldn't we be mine? Because they don't make us money, maybe we should be brokering those parts. So we don't want to say no to our customer. Remember, the customer experience is critical. We want to say yes to their customer as often as possible so they can come back. So what happens? We stop buying those vehicles because they don't make money for us. We need to make sure that we're brokering so I'll work with you. And you know your sales function, if you like, yeah, and this is where we work closely, for example, with Profit Team, because they provide sales training, you know, through Rob and Mike, etc. So we'll help work together so that we say, Okay, we're going to change our tact here with buying. Therefore we need to make sure our sales team is brokering those types of parts. So continue saying yes, so now we're making money on our broker parts, and we're not wasting our money on that vehicle that's not profitable. Let someone else do that. They can make that vehicle work, right? So we'll go through that process. There's about a 24/25 page report. I will then spend an hour, sometimes two hours, on a call with you, presenting that and some recommendations out of that will also come a three pronged QCI settings recommendation. So I will recommend this is how I think you should set up your QCI settings across the red, white and blue columns. So we try and segment the vehicles into three categories, rather than, as I said before, measure or valuing a 2022, truck the same way as we value a 2007 Civic or Camry. All right, we'll split those up into three columns. If there were more columns, we'd split that up even further and dissect them. If you're happy with all of that, then what we do is, I can go into your bit buddy settings, adjust the bit buddy settings, and then you will start using those to value vehicles, so that's basically what ultimately happens. Yeah, from your perspective, it's a matter of printing the reports, getting on a call with me so we can run through the analysis that I've done and provide you with the recommendations. Agree or disagree, 99.9% of people agree, and then we implement, put it into big money.

Chris Daglis, Auto Partnered Solutions  

You've just explained this, but I think it's important to reiterate that this is, this service is, is not a software. It's not. This is, obviously, you use the data, and you have forms and formulas that you put all the data into, and churn that in, and then you but this is a one of, one of the few areas where you it's specifically they get access, really, to your brain, I would say, and your consulting services, where you go through and look at the data and make suggestions based on data, but using your your understanding of the data and your skill set and your industry Knowledge is that correct.

Chris Daglis, Auto Partnered Solutions  

100% So this, again, it's like, I think you've used the term before, cookie cutter. It's not cookie cutter. It's this is specific to your business. And I haven't, still having done hundreds of these, I haven't seen one that's been the same between one or the other, no. And the other thing that we do is, you know, we don't do it once, and it's not a set and forget. Because guess what? You buy differently. All of a sudden, I'm not buying those types of vehicles. I need to broker them, my selling trends, my selling Yeah, trends and forecasts are going to change as a result of that. Therefore, we need to feed that into your buying tool so that it can do the right thing. So all of a sudden now it's going to give you less waiting on certain vehicles, because we want it to give you less waiting on those vehicles and that they're not comfortable. 

Chris Daglis, Auto Partnered Solutions  

You do quarterly reviews with with our optimized customers. So and that, I guess that is the reason for it, because people's buying habits change, because selling habits change, because we need to make sure that we are always constantly evolving, adapting, applying the new data and following those trends. Yeah.

Chris Daglis, Auto Partnered Solutions  

So we do do quarterly reviews. Do you need to do a review every quarter? Sometimes not. If you know a higher volume facility, probably a quarterly review makes sense a lower volume facility, could probably stretch it out to six months, 12 months at a long stretch. I mean, you're sort of probably going a bit too far with that, but I strongly recommend at least every six months they should someone should be doing a review and updating their bid buddy look at the end of the day. If you've got that accurate, you're buying more accurately. Now, one thing I will say about this is that sometimes, not, sometimes, most of the time, people find it harder to buy cars, right? Yeah. Now that is not a mistake. That is not I'm not going to apologize for that. Why? Because you. I need to help you make more money on your cars. Yeah, before you were cheating yourself, you were buying vehicles, the system was giving you more money to buy vehicle, x, y, because you had vanilla settings, right? But that vehicle doesn't make money. Yeah, our data driven approach says this vehicle doesn't make money, therefore these are the settings on that vehicle. Therefore it's not giving me as much money to pay for that car. So what do I need to do if I want to keep on buying that Camry or civic or whatever it is that's a marginal margin type vehicle? Well, either look harder, find one that's at the right price that you can pay to make money out of it, or you have to skip that car. So you do need to work harder to buy the right buy more cars. But that's the same as any I do that unapologetically.

Chris Daglis, Auto Partnered Solutions  

Yeah, you have to work hard if you want to have massive guns. Well, I'm talking about weight like arm guns. If you want to, you know, big, massive guns. You have to make sure that you're,

Chris Daglis, Auto Partnered Solutions  

Oh, there's Cath in the background, running across.

Chris Daglis, Auto Partnered Solutions  

You know, you have to work hard at the gym, and that's hard, but then the results will speak for themselves. So I guess, yeah, the key, the key takeaways from, you know, what we've discussed with with APS,  Bid Buddy Optimiser, is data. Obviously, people need to, recyclers need to keep clean, accurate records of what they're purchasing, what they're selling, what their margins are. That data is

Chris Daglis, Auto Partnered Solutions  

Pretty critical. Got it, you know? The thing is, you've got it, it's there. Yep, it just needs to be used. Yeah, needs to be used the right way.

Chris Daglis, Auto Partnered Solutions  

And this is a big one. People need to be open to change. They need to be open to the fact that you're going to make things harder for them. You're going to change their buying strategies. It's no longer just on a gut question.

Chris Daglis, Auto Partnered Solutions  

The question I have for people is, do you want to make money? Yes, okay, do you want to make more money? Yes, okay, do you want to make more money and do less? Yes, okay, so if I can make more profit and do less vehicles, is that something you'd like to do? Well, of course, I need less people. I need less whatever, right? Absolutely, it's a no brainer. I don't know. There's no discussion here. It's like, of course, I want to make more money. Of course I want to make my life easier, and of course, I want to make less bad decisions when I'm buying cars, because I know that that's the most important part of my business. So what do you do? You need to do something like this, whether you do it yourself, or whether you use a service like ours, find a way to fine tune your bid buddy settings. Yep, full stop.

Chris Daglis, Auto Partnered Solutions  

And next steps. If anyone's listened to this and gone, oh my gosh, I need to chat to Chris a little bit more, or Georgia about or Kirk in the US. They next steps, basically jump on our website and book an initial consultation.

Chris  

You can book a consultation, book, a call. We can just jump on an obligation call. We can have a bit of a chat. I'll have a look at some of the stuff that you've got, some of your numbers, for example, and we'll do a quick overview and see whether there's value. I mean, you've got it all, you know, down pat, perfect. Then there's not really much you need us for right? So we'll tell you, okay, but I think you know, I've only ever seen really one facility that is close to really, really amazing. And even even they, even they keep on doing the bid buddy optimizations. Why not just for the optimizations. In fact, they do it more so for the report that we present those extra one percenters. Yeah, those one percenters are critical. So, yeah, I think next steps, you know, you can contact myself, Chris Georgia, or in the US. Now you've got Kirk there, based in Minneapolis. So Kirk@autopartneredsolutions.com or look our website up. Yeah, absolutely,

Chris Daglis, Auto Partnered Solutions  

So that's obviously APS  Bid Buddy Optimiser. Now probably when I get this out and published online. We will probably be on a plane. You might already be in Canada, and we'll be heading over to the US to go to the Uig conference. That's going to be, obviously, that's a big event on our calendar, it's a big event, I think on all automotive recyclers calendars. What do you want to, I guess, tell the listeners a little bit about some of the exciting stuff, just in a couple of minutes, a couple of quick sentences

Chris Daglis, Auto Partnered Solutions  

So one, you are G conference. You gotta sign up and be at it. Number one, yeah. Number two, we're doing the Yard tour again. Yeah. Uh, Tuesday, the eighth and Wednesday, the ninth of April, just before the conference. Yep, if you're interested and get there.

Chris Daglis, Auto Partnered Solutions  

Well, depending on timing, there's a few seats left now. They may not be, yeah, closest to the time, but by all means, give us a call, because some people might pull out at the end, closest to the time. 

Chris  

Yep, really important. And free three, we're going to be at stand 22 I think yourself and I will be at the stand.

Chris Daglis, Auto Partnered Solutions  

We've got some stuff planned. I know you got some serious stuff to talk about, but we as your marketing team have got some really fun stuff planned that will make our stand a good time.

Georgia  

I'm scared. I'm scared with some of this fun stuff, yeah, but that said we're going to have some amazing giveaways at the stand too. Not just, what do we call it swag, not just a swag, amazing, valuable giveaways. So come to the stand and you know, you'll get some real value out of that. The second thing is, there's a few really good sessions happening. I'm doing one on AI. I'm really, really excited about that. As you know, we're introducing our new digital sales assistant, Ari, as we call it, and we're launching that at URG, but that'll be really exciting. Come and have a listen to it. Have a do a demo. You know, you'll be able to put your your name in your vehicle in and call the digital assistant straight up at a stand. Put some headphones on, and you'll be able to take it for a test run, see how you go there. So there's some really exciting stuff happening. 

Chris Daglis, Auto Partnered Solutions  

I'm on a panel for social media marketing with Vince from ARA, and also Bionic, yep. So that will be a really good session as well. There's some really, really exciting stuff sessions I think that are going to be happening, though. Other than just the two that we're participating in, I think there's a few more that you're on a panel for as well. 

Chris  

Yes, remote sales people. So we'll be talking about remote sales people again, with, I think people from chucks and from bionic again, talking about how they're doing remote sales. So there's a heap of stuff happening at URG, at URG, you know, there's a collision repair conference happening in Chicago the week before that I'll be attending, and possibly Kristi from URG will be there as well promoting, you know, the auto recycling industry to the collision repair industry over there. We've got OARA in Canada happening at Niagara, the 27th and 28th I believe, of March. So we'll be at that as well. So look, there's a fun full two, two and a half week period there at the end of March, early April, with a lot of new innovations. So come and see us. Go to see other people at URG and OARA, you're going to learn a lot.

Speaker 1  

And if you're interested in APS Bid Buddy Optimiser, make sure you get in touch and have a chat with us. Cool. Thanks. Appreciate it. Thanks. Chris, okay, bye, okay, Cheers. Bye.