KAR Q1 Earnings Call: Digital Marketplace Growth and Tariff Uncertainty Shape Outlook

June 11, 2025 at 09:41 AM EDT

KAR Cover Image

Digital vehicle marketplace OPENLANE (NYSE: KAR) reported revenue ahead of Wall Street’s expectations in Q1 CY2025, with sales up 7% year on year to $460.1 million. Its non-GAAP profit of $0.31 per share was 40.9% above analysts’ consensus estimates.

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OPENLANE (KAR) Q1 CY2025 Highlights:

Revenue: $460.1 million vs analyst estimates of $453.7 million (7% year-on-year growth, 1.4% beat)
Adjusted EPS: $0.31 vs analyst estimates of $0.22 (40.9% beat)
Adjusted EBITDA: $82.8 million vs analyst estimates of $75.72 million (18% margin, 9.3% beat)
Management reiterated its full-year Adjusted EPS guidance of $0.95 at the midpoint
EBITDA guidance for Q2 CY2025 is $300 million at the midpoint, above analyst estimates of $74.17 million
Operating Margin: 11.2%, up from 8.6% in the same quarter last year
Market Capitalization: $2.55 billion

StockStory’s Take

OPENLANE’s first quarter performance was driven by continued gains in dealer-to-dealer marketplace activity and the scalability of its asset-light digital model. CEO Peter Kelly highlighted that dealer volumes rose 15% year-over-year—the second consecutive quarter of double-digit growth—supported by expanded buyer and seller participation across the U.S., Canada, and Europe. Growth in auction fee revenue was aided by strategic pricing actions and increased mix of dealer transactions. The company’s Finance segment also contributed, with loan-loss rates improving to 1.5%, the lowest since late 2022. Kelly described ongoing success integrating its finance arm and digital platform, noting that customer satisfaction—as measured by net promoter scores—has improved across all geographies.

Looking ahead, management is focused on navigating industry uncertainty introduced by new automotive tariffs and capitalizing on the continued shift from physical to digital vehicle auctions. Kelly stated, “We are actively planning for multiple scenarios to ensure we are prepared for a range of possible outcomes,” emphasizing that current guidance remains unchanged despite tariff-related volatility. The company expects commercial off-lease volumes to remain subdued through 2025 before rebounding in subsequent years, and is investing in platform innovation and customer experience to capture future growth. Kelly underlined that OPENLANE’s asset-light structure and strong cash generation position it to adapt quickly to changing market conditions and sustain investment in technology and customer-facing initiatives.

Key Insights from Management’s Remarks

Management attributed the quarter’s outperformance to robust execution in digital marketplace initiatives, targeted go-to-market investments, and effective risk management in its finance operations.

Dealer-to-dealer marketplace expansion: Growth was broad-based, with double-digit increases in both dealer buyers and sellers across key regions. Investments in brand awareness, marketing, and customer experience led to record activity in the U.S. marketplace, including the highest number of unique website visitors and active participants.
Technology and platform integration: The company’s single-platform approach, including the recent launch of its One App in the U.S., accelerated onboarding for private label franchise buyers and improved inventory flow. The Canadian OPENLANE Pro subscription and new tariff filter features also enhanced platform utility and customer stickiness.
Commercial volumes decline managed: As anticipated, commercial off-lease vehicle volumes fell in line with prior expectations. Management reiterated its confidence in capturing market share when those volumes return, citing existing relationships with OEMs, financial institutions, and deep system integrations.
Finance segment synergy: The AFC finance arm achieved double-digit EBITDA growth and maintained low loan-loss rates through disciplined risk management and cost controls. Its local presence is increasingly used to cross-sell marketplace services to independent dealers, reinforcing both segments.
Share repurchase authorization: The board approved a new $250 million share repurchase program, replacing the prior $100 million authorization and extending through 2026. This move was cited as a sign of confidence in the company’s strategy and cash flow generation.

Drivers of Future Performance

OPENLANE’s outlook is shaped by the ongoing shift toward digital channels, anticipated recovery in commercial volumes, and operational agility in responding to tariff-related uncertainty.

Digital adoption momentum: Management expects the secular move from physical to digital auctions to continue, with only 30% of U.S. dealer-to-dealer transactions currently digital. Investments in digital tools, such as enhanced subscription programs and streamlined onboarding, are intended to increase market share as dealers migrate online.
Commercial volume recovery in 2026: The company anticipates commercial off-lease volumes will remain soft through 2025 but recover beginning in 2026, providing a future tailwind for both marketplace and service revenue. Existing relationships with major OEMs and financial institutions are expected to support growth when the market rebounds.
Tariff uncertainty and scenario planning: Management is closely monitoring the evolving tariff environment. While some near-term benefits may arise if demand and prices increase, prolonged disruptions in vehicle supply or pricing could present headwinds. The company is operating under multiple planning scenarios to remain flexible.

Catalysts in Upcoming Quarters

In upcoming quarters, the StockStory team will monitor (1) progress in dealer-to-dealer digital adoption and related share gains, (2) updates on the commercial off-lease market ahead of the expected 2026 volume recovery, and (3) how management adapts to further changes in tariff regulation and potential supply chain disruptions. Continued evidence of operational leverage in the digital platform will also be a key indicator of sustainable growth.

OPENLANE currently trades at a forward P/E ratio of 23.7×. Should you double down or take your chips? Find out in our full research report (it’s free).

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