George Arison

Given the what's happening, you know, when people don't want to go to stores, we actually are,

really excited about leaning into a test drive to deliver to you, right?

Because kind of avoiding seeing most people when you do that.

We know what we can.

We don't actually list them beforehand.

We've thought about doing that, but we've not done that yet.

But we do know what we can sell it for because we have a

Fairly complex pricing algorithm that we use to kind of understand where the market is.

And then we try to give sellers an offer that's usually better than what they would get trade in or if they sold the car or close to what they would get if they sold the car themselves.

And then we sell a car, you know, at 98, 99% of market.

So roughly where the market kind of generally is and then make margins on the difference.

Plus, we make money on financing, warranty, and other attached products that you can get when you buy a car.

So it's very similar to what a dealership would do, except sell it as a little bit better, and the buyer gets a way better experience because the test drive is brought to them rather than them having to go to a store.

Yeah, probably something like $11,500 is kind of what we try to target, meaning like a margin of $1,500.

And then some portion of that goes to reconditioning the car, right?

So that's not our full profit.

But that's very rough because it all depends on the kind of car you're dealing with, right?

And we have a segment in our business that we call value auto.

So these are cars that are below $12,000 in price and over 80,000 miles on them.

They're actually very, very popular.