Capabilities used
Challenge
The largest online automotive market in the United States wanted to personalize auto auction
inventory recommendations for auto dealers. This would involve analyzing online auto auction
buying behaviors to align potential dealers with auto auction inventory, providing a daily
dashboard the online market’s internal sales teams could use to identify prospective dealer
sales opportunities, and utilizing machine learning algorithms to identify patterns in dealers’
buying behaviors that could be leveraged to drive new revenue opportunities.
Solution
SEI built and delivered a machine learning solution that leveraged cluster algorithms to identify
dealers’ buying patterns and embedded it directly into the online market’s sales opportunity
dashboard. To do so, we explored transactional data to gauge modeling feasibility and identify
data discrepancies and reviewed our findings with senior management on a recurring basis to
educate — and secure buy-in from — key stakeholders. We then operationalized the machine
learning solution in an AWS cloud environment and made its recommendations available in the
sales opportunity dashboard.
Results
SEI’s solution supported the launch of a new dealer-to-dealer sales network and became the
online market’s primary tool for generating dealer sales within the new platform. Just a short
time after the launch of the market’s sales opportunity dashboard, dealer sales opportunities
increased by 400%.
