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SHIFT TECHNOLOGIES, INC. – 10-Q – MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS

You should read the following management's discussion and analysis together with
our condensed consolidated financial statements and related notes included under
Part I, Item 1 of this Quarterly Report on Form 10-Q and Part II, Item 8 of our
Annual Report of Form 10-K for the year ended December 31, 2021. This discussion
contains forward-looking statements about Shift's business, operations and
industry that involve risks and uncertainties, such as statements regarding
Shift's plans, objectives, expectations and intentions. Shift's future results
and financial condition may differ materially from those currently anticipated
by Shift as a result of the factors described in the sections entitled "Risk
Factors" and "Cautionary Note Regarding Forward-Looking Statements." Throughout
this section, unless otherwise noted "we", "us", "our" and the "Company" refer
to Shift and its consolidated subsidiaries.

Insurance Acquisition Corp. Merge

On October 13, 2020, Insurance Acquisition Corp. ("IAC"), an entity listed on
the Nasdaq Capital Market under the trade symbol "INSU", acquired Shift
Platform, Inc., formerly known as Shift Technologies, Inc. ("Legacy Shift"), by
the merger of IAC Merger Sub, Inc., a direct wholly owned subsidiary of IAC,
with and into Legacy Shift, with Legacy Shift continuing as the surviving entity
and a wholly owned subsidiary of IAC (the "Merger"). The public company
resulting from the merger was renamed Shift Technologies, Inc., which we refer
to as Shift, we, us, our, SFT, or the Company. Upon the consummation of the
Merger, Shift received approximately $300.9 million, net of fees and expenses.
For financial reporting purposes IAC was treated as the "acquired" company and
Legacy Shift was treated as the accounting acquirer.

Overview

Shift is a leading end-to-end ecommerce platform transforming the used car
industry with a technology-driven, hassle-free customer experience.

Shift’s mission is to make car purchase and ownership simple – to make buying or
selling a used car fun, fair, and accessible to everyone. Shift provides
comprehensive, technology-driven solutions throughout the car ownership
lifecycle:

•finding the right car,

•having a test drive brought to you before buying the car,

•a seamless digitally-driven purchase transaction including financing and
vehicle Protection Products,

•an efficient, fully-digital trade-in/sale transaction,

•and a vision to provide high-value support services during car ownership.

Each of these steps is powered by Shift’s software solutions, mobile
transactions platform, and scalable logistics, combined with the Company’s ten
centralized inspection, reconditioning and storage centers, called hubs.

Shift's vision is to provide a comprehensive experience for car owners, driven
by technology at every step of the consumer lifecycle. Our continued investments
in our research and discovery functionality create a platform that draws
customers to engage with the Shift website and provide a seamless search
experience.

There are three ways to purchase a car from Shift:

•On-demand test drive: Shift conveniently brings the customer's desired car to
the customer's desired location for a no-obligation, contactless test drive,
usually at their home or work. If the customer chooses to purchase the vehicle,
a Shift concierge staff can process the transaction on-the-spot via a mobile
app.

•Buy online: Customers can buy a car sight-unseen without a test drive and have
it delivered to their home quickly with the same seven-day return policy as is
offered on cars bought in person.

•Hub test drive: Customers may come to one of Shift's hub locations to see and
test drive multiple cars. When they arrive, customers can scan a QR code on each
car to immediately view all relevant details, including ownership & service
history, inspection reports, vehicle history reports, and most importantly,
dynamic pricing and market price comparisons. This immediate access to all
relevant information - without having to rely on a salesman - puts customers in
control.
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Launched in 2014, Shift operates ten vehicle inventory inspection,
reconditioning and storage centers, with six spanning the West Coast from San
Diego to Seattle and four new facilities in Austin, San Antonio, Houston, and
Dallas, Texas launched in 2021. Once fully launched, each region is supported by
one hub location that acts as the central point for reconditioning and vehicle
storage that also enables customers to browse inventory onsite. For the three
months ended March 31, 2022, the Company had $219.6 million in revenue, an
increase of 107% compared to $106.0 million of revenue for the three months
ended March 31, 2021. By targeting urban, densely populated markets, Shift has
used direct-to-consumer digital marketing and a responsive ecommerce sales
approach to grow its market penetration. With hub locations in only four states,
Shift has significant runway for continued geographic expansion.

Shift's differentiated strategy offers a wide variety of vehicles across the
entire spectrum of model, price, age, and mileage to ensure that Shift has the
right car for buyers regardless of interest, need, budget, or credit. Shift
offers a fully omni-channel fulfillment model, led by Shift's patented system
for managing on-demand test drives brought to customers at their preferred
location, such as their home.

Regardless of the approach chosen by the customer, they will be supported by
friendly Shift Concierge and Advisor team members. For all ecommerce buyers,
Shift offers a full suite of options to consumers to finance and protect their
vehicle through our mobile point-of-sale solution. Through our platform, we
connect customers to various lending partners for a completely digital
end-to-end process for financing and service products. A customer can also
complete a short online prequalification form and immediately see a filtered
view of cars that meet their budget based on the financing options for which
they are likely to be able to qualify. Customers can also get approved for
financing before they even test drive a car, making it much more likely that the
customer will purchase a car from us.

Shift focuses on unit economics driven by direct vehicle acquisition channels,
optimized inventory mix and ancillary product offerings, combined with
streamlined inventory onboarding, controlled fulfillment costs, and centralized
software. For the three months ended March 31, 2022, Shift sourced 96% of its
inventory from consumer-sellers and partners driving improved margins and
customer acquisition cost. Our data-driven vehicle evaluations help ensure
acquisition of the right inventory at the right price to reduce days to sale. We
believe that a differentiated ability to purchase vehicles directly from
consumer-sellers provides Shift access to a deep pool of scarce, highly
desirable inventory.

Sellers are able to go to Shift.com, submit information on their car, and get a
quote instantly. Shift uses a proprietary algorithm for pricing that utilizes
current market information about market conditions, demand and supply, and car
option data, among other factors. Using proprietary pricing and Shift-built
mobile diagnostic tools, Shift provides an immediate quote for a customer's
trade-in vehicle, and will schedule an on-demand evaluation at the customer's
location by a member of Shift's concierge staff. Shift provides selling
customers with information on market rates and, when a customer is ready to sell
their car, we can digitally initiate e-contracting and an ACH transfer and
conveniently take the car on the seller's behalf so the seller doesn't even have
to leave his or her home to sell their car.

Over time, we intend to expand our machine learning-enabled recommendation
engine to better help customers find the cars best suited to them. Customer
response to the Shift experience is extremely positive, resulting in a rating of
4.3 out of 5 stars on Trustpilot as of May 2022, compared to an average of 2.1
out of 5 stars for our two largest ecommerce peers. These positive experiences
are expected to allow Shift to serve customers over the entire lifecycle of
vehicle ownership and retain customers for repeat sales and purchases. By
continuing to invest in services that benefit the customer throughout the
ownership phase of the lifecycle (for example, vehicle maintenance plans), we
will continue to establish a long-term customer base that will return for future
transactions.


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revenue model

Shift's two-sided model generates value from both the purchase and sale of
vehicles along with financing and vehicle protection products. We acquire cars
directly from consumers, partners, and other sources and sell vehicles through
our ecommerce platform directly to consumers in a seamless end-to-end process.
This model captures value from the difference in the price at which the car is
acquired and sold, as well as through fees on the sale of ancillary products
such as financing and vehicle protection products, also referred to as finance
and insurance ("F&I"), and services. If a car that we purchase does not meet our
standards for retail sale, we generate revenue by selling through wholesale
channels. These vehicles are primarily acquired from customers who trade-in
their existing vehicles in connection with a purchase from us. Our revenue for
the three months ended March 31, 2022 and 2021, was $219.6 million and $106.0
million, respectively. We expect significant growth going forward as we expand
geographically, increase market penetration, and increase ancillary product
sales.

Inventory Sourcing

We source the majority of our vehicles directly from consumers and partners who
use the Shift platform to resell trade-in and other vehicles. These channels
provide scarce and desirable local inventory of used cars of greater quality
than those typically found at auction. In addition to those primary channels, we
supplement our vehicle acquisitions with purchases from auto auctions, as well
as some vehicles sourced locally through the trade-in program of an original
equipment manufacturer ("OEM").

Proprietary machine learning-enabled software inputs vast quantities of data
across both the supply and demand sides to optimize our vehicle acquisition
strategy. As we grow volumes, we expect to improve the performance of our model
to optimize our vehicle selection and disposal.

Vehicle Reconditioning

All of the cars Shift sells undergo a rigorous 150+ point mechanical inspection
and reconditioning process at one of our ten regional reconditioning facilities
(or at a third-party partner when additional capacity is needed, such as during
the establishment of a new hub location) to help ensure that they're safe,
reliable, up to cosmetic standards, and comfortable. We have created two
classifications of inventory for reconditioning - Value and Certified - to
optimize the level of reconditioning for each vehicle classification. This
allows us to efficiently provide each customer with the greatest value through a
tailored reconditioning approach. Value cars are typically sold at a lower price
point and are sought after by consumers who have different expectations and
tolerances for cosmetic reconditioning standards - therefore, we focus on
mechanical and safety issues for these vehicles, with less emphasis on cosmetic
repair, in order to optimize reconditioning costs. This operational flexibility
in our reconditioning process improves our ability to grow profitably and is a
primary factor in our decision to conduct reconditioning in-house. With a test
drive service radius from our hub to a customer's home averaging two hours of
driving time, each reconditioning facility is able to cover a large geographic
range and service the surrounding metropolitan area. We plan to grow our
reconditioning center network as we expand geographically and launch new
markets.

Logistic Network

The primary component of our logistics network consists of intra-city concierge
personnel and inter-city third-party carriers. Shift concierges are able to
transport vehicles to and from customers, while providing a customer friendly
white glove experience, including delivery, disposal, and at-home test drives.
This provides the benefit of a seamless experience as well as an on-site sales
support agent to guide the customer through the process. Our agreements with
long distance haulers allow us to combine the nodes in our network and deliver
vehicles between cities. The Company has also recently invested in in-house
long-distance hauling capabilities. Strategically, this provides customers with
a broad set of inventory and a great speed of delivery.

Financing and Vehicle Protection Products

We generate revenue by earning no obligation referral fees for selling ancillary
products to customers that purchase vehicles through the Shift platform. Since
we earn fees for the F&I products we sell, our gross profit on these items is
equal to the revenue we generate. Our current offering consists of financing
from third-party lenders, guaranteed asset protection ("GAP") waiver, vehicle
protection plans and vehicle service contracts. We plan to offer additional
third-party products to provide a wider product offering to customers and expect
these products to contribute to reaching our revenue and profitability targets.
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Factors Affecting our Business Performance

Various trends and other factors have affected and may continue to affect our
business, financial condition and operating results, including:

Deeper Market Penetration Within Our Existing Markets

We believe that there remains a substantial opportunity to capture additional
market share within our existing service areas. We've proven our ability to
command a strong market share through effective marketing channels, as
demonstrated by our current market share in our most established cities. We
believe that with effective brand marketing, we will be able to reach similar
market penetration in our other geographic markets.

Expansion into New Markets

We believe that a phased, capital efficient expansion model results in the most
cost-effective new market launch strategy in the industry. Our approach to
market expansion is to implement controlled launches to expand our existing
service territory. This approach both bolsters our existing markets (with new
inventory being acquired in nearby cities), while simultaneously providing the
new market with the local talent and resources required for a successful launch.

Improvements in Technology Platform

We are constantly investing in our technology platform to improve both customer
experience and our business performance. We regularly implement changes to our
software to help customers find the right car for them, while the machine
learning component of our inventory and pricing model ensures we get the right
cars at the right price. As our algorithms evolve, we are able to better
monetize our inventory of vehicles through better pricing, while simultaneously
customers are much more likely to purchase a car on our website, thus driving
higher demand and sales volume.

Improvements in Reconditioning Processes

We learned early on from our experience in the used car sales business that to
be a reliable used car resource with desirable inventory for all customer types,
we needed to control our own reconditioning processes. Our reconditioning
program has constantly improved over the course of our history, and we are happy
with what we have achieved. Each unit of our inventory is reconditioned with a
focus on safety first, while optimizing for repairs that will have the highest
return on investment ("ROI"). We believe that our network of reconditioning
centers and connecting logistics routes have excess capacity, which we plan to
utilize as we increase retail sales volumes. Increasing capacity utilization
will positively affect gross profit per unit by reducing per unit overhead
costs.
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Growth in Other Revenue from Existing Revenue Streams

We have made great strides over the past two years developing our "other
revenue" streams, which comprise the financing and vehicle protection products
that we can offer on our digital financing platform, and other ancillary
products. We have invested in the technology, as well as the sales team, to
increase the likelihood that consumers will purchase ancillary products in
connection with the sale of a vehicle, and we see more opportunity for
additional revenue within our existing channels purely from further expansion of
our attach rates for our entire financing and vehicle protection product suite.

Growth in Other Revenue from Expansion of Product Offerings

We see great opportunity to further expand our other revenue streams through
additional product offerings beyond the existing offerings on our platform.
These incremental revenue streams will come in the form of on-boarding new
lending partners to our existing loan program, as well as introducing entirely
new financing and vehicle protection products to offer our customers. We intend
to continue to grow this business segment to service every addressable need of
our customers during the vehicle purchase process.

seasonality

We expect our quarterly results of operations, including our revenue, gross
profit, profitability, if any, and cash flow to vary significantly in the
future, based in part on, among other things, consumers' car buying patterns. We
have typically experienced higher revenue growth rates in the second and third
quarters of the calendar year than in each of the first or fourth quarters of
the calendar year. We believe these results are due to seasonal buying patterns
driven in part by the timing of income tax refunds, which we believe are an
important source of car buyer down payments on used vehicle purchases. We
believe that continued investments in growth, including effective marketing and
new market entry, will allow us to maintain sales growth through seasonality.
However, we recognize that in the future our revenues may be affected by these
seasonal trends (including any disruptions to normal seasonal trends arising
from the COVID-19 pandemic), as well as cyclical trends affecting the overall
economy, specifically the automotive retail industry.


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Impact of COVID-19

In March 2020, the World Health Organization declared a global pandemic related
to the rapidly growing outbreak of a novel strain of coronavirus known as
COVID-19, and in the following weeks, shelter-in-place ordinances were put into
effect in regions where Shift operates. We saw a slowing of vehicle sales
immediately following the shelter-in-place ordinances in March; however, within
five weeks, we were back near our pre-COVID-19 weekly sales volumes. Although
the ultimate impacts of COVID-19 remain uncertain, a 2020 survey found that 46%
of U.S. adults surveyed plan to use their cars more often and public
transportation less often in the future. Additionally, the pandemic has
accelerated trends of online adoption more broadly. We believe that this global
pandemic will push people to look to alternative means of personal
transportation, and our product is well suited to provide customers with a safe,
clean means of transportation, through our contactless purchase and delivery
processes. Therefore, while it remains possible that sustained or deepened
impact on consumer demand resulting from COVID-19 or the related economic
recession could negatively impact Shift's performance, we believe that Shift is
well positioned to weather the pandemic. In 2021 and 2022, pandemic-related
economic stimulus and constraints in the supply of new and used vehicles have
increased acquisition cost, demand and pricing for our products, while labor
shortages have abated since the initial pandemic lockdowns.

Ultimately, the magnitude and duration of the impact to Shift’s operations is
impossible to predict due to:

•uncertainties regarding the duration of the COVID-19 pandemic and how long
related disruptions will continue;

•the impact of governmental orders and regulations that have been, and may in
the future be, imposed;

•the impact of COVID-19 on wholesale auctions, state DMV titling and
registration services and other third parties on which we rely;

•uncertainties related to the impact of COVID-19 variants and government actions
that that may be taken in response;

•uncertainties as to the impact of vaccination campaigns underway in key
markets; and

•potential deterioration of economic conditions in the United Stateswhich
could have an adverse impact on discretionary consumer spending.

We will continue to monitor and assess the impact of the COVID-19 pandemic on
our business and our results of operations and financial condition as the
pandemic continues to evolve.

Key Operating Metrics

We regularly review a number of metrics, including the following key metrics, to
evaluate our business, measure our progress and make strategic decisions. Our
key operating metrics measure the key drivers of our growth, including opening
new hubs, increasing our brand awareness through unique site visitors and
continuing to offer a full spectrum of used vehicles to service all types of
customers.

Ecommerce Units Sold

We define ecommerce units sold as the number of vehicles sold to customers in a
given period, net of returns. We currently have a seven-day, 200 mile return
policy. The number of ecommerce units sold is the primary driver of our revenues
and, indirectly, gross profit, since ecommerce unit sales enable multiple
complementary revenue streams, including all financing and protection products.
We view ecommerce units sold as a key measure of our growth, as growth in this
metric is an indicator of our ability to successfully scale our operations while
maintaining product integrity and customer satisfaction.

Wholesale Units Sold

We define wholesale units sold as the number of vehicles sold through wholesale
channels in a given period. While wholesale units are not the primary driver of
revenue or gross profit, wholesale is a valuable channel as it allows us to be
able to purchase vehicles regardless of condition, which is important for the
purpose of accepting a trade-in from a customer making a vehicle purchase from
us, and as an online destination for consumers to sell their cars even if not
selling us a car that meets our retail standards.
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Ecommerce Average Sale Price

We define ecommerce average sale price ("ASP") as the average price paid by a
customer for an ecommerce vehicle, calculated as ecommerce revenue divided by
ecommerce units. Ecommerce average sale price helps us gauge market demand in
real-time and allows us to maintain a range of inventory that most accurately
reflects the overall price spectrum of used vehicle sales in the market. We
believe this metric provides transparency and is comparable to our peers.

Wholesale Average Sale Price

We define wholesale average sale price as the average price paid by a customer
for a wholesale vehicle, calculated as wholesale revenue divided by wholesale
units. We believe this metric provides transparency and is comparable to our
peers.

Gross Profit per Unit

We define gross profit per unit as the gross profit for ecommerce, other, and
wholesale, each of which divided by the total number of ecommerce units sold in
the period. We calculate gross profit as the revenue from vehicle sales and
services less the costs associated with acquiring and reconditioning the vehicle
prior to sale. Gross profit per unit is primarily driven by ecommerce vehicle
revenue, which generates additional revenue through attachment of our financing
and protection products, and gross profit generated from wholesale vehicle
sales. We present gross profit per unit from our three revenues streams as
Ecommerce gross profit per unit, Wholesale gross profit per unit and Other gross
profit per unit.

Average Monthly Unique Visitors

We define a monthly unique visitor as an individual who has visited our website
within a calendar month, based on data collected on our website. We calculate
average monthly unique visitors as the sum of monthly unique visitors in a given
period, divided by the number of months in that period. To classify whether a
visitor is "unique", we dedupe (a technique for eliminating duplicate copies of
repeating data) each visitor based on email address and phone number, if
available, and if not, we use the anonymous ID which lives in each user's
internet cookies. This practice ensures that we do not double-count individuals
who visit our website multiple times within a month. We view average monthly
unique visitors as a key indicator of the strength of our brand, the
effectiveness of our advertising and merchandising campaigns and consumer
awareness.

Average Days to Sale

We define average days to sale as the number of days between Shift’s acquisition
of a vehicle and sale of that vehicle to a customer, averaged across all
e-commerce units sold in a period. We view average days to sale as useful
metric in understanding the health of our inventory.

Ecommerce Vehicles Available for Sale

We define ecommerce vehicles available for sale as the number of ecommerce
vehicles in inventory on the last day of a given reporting period. Until we
reach an optimal pooled inventory level, we view ecommerce vehicles available
for sale as a key measure of our growth. Growth in ecommerce vehicles available
for sale increases the selection of vehicles available to consumers, which we
believe will allow us to increase the number of vehicles we sell. Moreover,
growth in ecommerce vehicles available for sale is an indicator of our ability
to scale our vehicle purchasing, inspection and reconditioning operations.

Number of Regional Hubs

We define a hub as a physical location at which we recondition and store units
bought and sold within a market. Because of our omni-channel fulfillment model
with our on-demand delivery test drive offering, we are able to service
super-regional areas with a radius of approximately two hours of driving time
from a single hub location. This is a key metric as each hub expands our service
area inspection, reconditioning and storage capacity.
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Results of Operations

The following table presents our revenue, gross profit, and unit sales
information by channel for the periods indicated:

Three Months Ended March 31,

                                                                        2022                   2021                Change
                                                                           ($ in thousands, except per unit metrics)
Revenue:
Ecommerce vehicle revenue, net                                   $        183,081          $  88,954                  105.8  %
Other revenue, net                                                          8,712              4,019                  116.8  %
Wholesale vehicle revenue                                                  27,787             13,031                  113.2  %
Total revenue                                                    $        219,580          $ 106,004                  107.1  %

Cost of sales:
Ecommerce vehicle cost of sales                                  $        180,867          $  85,737                  111.0  %
Wholesale vehicle cost of sales                                            27,925             12,901                  116.5  %
Total cost of sales                                              $        208,792          $  98,638                  111.7  %

Gross profit:
Ecommerce vehicle gross profit                                   $          2,214          $   3,217                  (31.2) %
Other gross profit                                                          8,712              4,019                  116.8  %
Wholesale vehicle gross profit (loss)                                        (138)               130                 (206.2) %
Total gross profit                                               $         10,788          $   7,366                   46.5  %

Unit sales information:
Ecommerce vehicle unit sales                                                6,714              4,452                   50.8  %
Wholesale vehicle unit sales                                                1,975              1,527                   29.3  %

Average selling prices per unit ("ASP"):
Ecommerce vehicles                                               $         27,269          $  19,981                   36.5  %
Wholesale vehicles                                               $         14,069          $   8,534                   64.9  %

Gross profit per unit(1):
Ecommerce gross profit per unit                                  $            330          $     723                  (54.4) %
Other gross profit per unit                                                 1,298                903                   43.7  %
Wholesale gross profit (loss) per unit                                        (21)                29                 (172.4) %
Total gross profit per unit                                      $          1,607          $   1,655                   (2.9) %

Non-financial metrics
Average monthly unique visitors                                           822,856            709,409                   16.0  %
Average days to sale                                                           56                 47                   19.1  %
Ecommerce vehicles available for sale                                       5,464              3,736                   46.3  %
# of regional hubs(2)                                                          10                  6                   66.7  %


____________

(1)Gross profit per unit is calculated as gross profit for ecommerce, other and
wholesale, each of which divided by the total number of ecommerce units sold in
the period.

(2) Ace of March 31, 2022the Dallas and Austin Hubs were active for vehicle
storage and sales and are included, but had not yet commenced vehicle
reconditioning operations.

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We present operating results down to gross profit from three distinct revenue
channels:

Ecommerce Vehicles: The ecommerce channel within our Retail segment represents
sales of used vehicles directly to our customers through our website.

Other: The other channel within our Retail segment represents fees earned on
sales of value-added products associated with the sale of ecommerce vehicles.

Wholesale Vehicles: The Wholesale channel is the only component of our Wholesale
segment and represents sales of used vehicles through wholesale auctions.

                       Three Months Ended March 31, 2022

Ecommerce Vehicle Revenue, Net

Ecommerce vehicle revenue increased by $94.1 million, or 105.8%, to $183.1
million during the three months ended March 31, 2022, from $89.0 million in the
comparable period in 2021. This increase was partly driven by an increase in
ecommerce unit sales, as we sold 6,714 ecommerce vehicles in the three months
ended March 31, 2022, compared to 4,452 ecommerce vehicles in the three months
ended March 31, 2021. The increase in unit sales was driven by increased
investment in marketing and by increased inventory units available for sale. The
increase in sellable inventory levels was partly due to investments that
increased our reconditioning throughput. The majority of our sales growth
resulted from increased market penetration in our six most mature West Coast
regions ranging from San Diego to Seattle, with the four more recent Texas
locations expected to contribute to sales growth in future periods as their
operations mature.

The increase in ecommerce vehicle revenue was also partly due to an increase in
ecommerce ASP, which was $27,269 for the three months ended March 31, 2022,
compared to $19,981 for the three months ended March 31, 2021. This increase in
ecommerce ASP was primarily a reflection of increased demand for used vehicles
coupled with lower than average inventory levels across the auto market as a
whole.

Other Revenue, Net

Other revenue increased by $4.7 million, or 116.8%, to $8.7 million during the
three months ended March 31, 2022, from $4.0 million in the comparable period in
2021. This increase was primarily due to strategic investments to enhance and
expand our ancillary product offerings to better monetize our growing unit
sales.

Wholesale Vehicle Revenue

Wholesale vehicle revenue increased by $14.8 million, or 113.2%, to $27.8
million during the three months ended March 31, 2022, from $13.0 million in the
comparable period in 2021. The increase was primarily due to an increase in
wholesale unit sales as we sold 1,975 wholesale vehicles in the three months
ended March 31, 2022, compared to 1,527 wholesale vehicles in the three months
ended March 31, 2021. This increase in wholesale vehicle revenue was also partly
due to a 64.9% increase in ASP driven by favorable conditions in the wholesale
auto market.

Cost of Sales

Cost of sales increased by $110.2 million, or 111.7%, to $208.8 million during
the three months ended March 31, 2022, from $98.6 million in the comparable
period in 2021. The increase was primarily due to an increase in unit sales as
we sold 8,689 total vehicles in the three months ended March 31, 2022, compared
to 5,979 total vehicles in the three months ended March 31, 2021. The remainder
of the increase is due to increased buying and selling prices in the used auto
market as a whole, caused by constrained supplies of new and used vehicles.
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Ecommerce Vehicle Gross Profit

Ecommerce vehicle gross profit decreased by $1.0 million, or 31.2%, to $2.2
million during the three months ended March 31, 2022, from $3.2 million in the
comparable period in 2021. The decrease was primarily driven by a decrease in
ecommerce gross profit per unit, which shrank to $330 per unit for the three
months ended March 31, 2022, from $723 per unit in the comparable period in
2021.The decrease in ecommerce vehicle gross profit was also offset by an
increase in ecommerce units sold, as described in "Ecommerce Vehicle Revenue,
Net" above. This decrease in ecommerce gross profit per unit was largely driven
by sell-through of inventory acquired in 2021 during periods of abnormally high
used vehicle pricing, which we sold in early in the first quarter of 2022.
Ecommerce vehicle gross profit is expected to recover as cohorts of inventory
acquired at higher prices are sold through and as pricing is expected to be
seasonally higher in the second and third quarters.

Other Gross Profit

Other gross profit increased by $4.7 million, or 116.8%, to $8.7 million during
the three months ended March 31, 2022, from $4.0 million in the comparable
period in 2021. The increase was primarily driven by an increase in ecommerce
units sold, as described in "Ecommerce Vehicle Revenue, Net" above. The increase
in other gross profit was also partly due to increase in other gross profit per
unit to $1,298 during the three months ended March 31, 2022, from $903 per unit
in the comparable period in 2021. Other revenue consists of 100% gross margin
products for which gross profit equals revenue. Therefore, changes in other
gross profit and the associated drivers are identical to changes in other
revenue and the associated drivers.

Wholesale Vehicle Gross Profit

Wholesale vehicle gross profit decreased by $0.3 million, or 206.2%, to $(0.1)
million during the three months ended March 31, 2022, from $0.1 million in the
comparable period in 2021. The decrease was primarily driven by a decrease in
wholesale gross profit per unit, which shrank to $(21) per unit for the three
months ended March 31, 2022, from $29 in the comparable period in 2021. The
decrease was primarily due to unusually low seasonally adjusted prices in the
wholesale market during the quarter.

Components of SG&A

                                                                                   Three Months Ended March 31,
                                                                           2022                 2021               Change
                                                                                         ($ in thousands)
Compensation and benefits(1)                                         $      30,514           $ 23,362                  30.6  %
as a % of revenue                                                             13.9   %           22.0  %
Marketing expenses                                                          11,909             15,327                 (22.3) %
as a % of revenue                                                              5.4   %           14.5  %
Other costs(2)                                                              21,114             11,545                  82.9  %
as a % of revenue                                                              9.6   %           10.9  %
Total selling, general and administrative expenses                   $      63,537           $ 50,234                  26.5  %
as a % of revenue                                                             28.9   %           47.4  %


____________

(1)Compensation and benefits includes all payroll and related costs, including
benefits, payroll taxes and equity-based compensation, except those related to
preparing vehicles for sale, which are included in cost of sales, and those
related to the development of software products for internal use, which are
capitalized to software and amortized over the estimated useful lives of the
related assets. Certain reclassifications have been made to the comparable
period to conform to the current presentation. Specifically, $1.1 million of
contractor costs were reclassified from other costs to compensation and
benefits, and $66 thousand of public relations costs were reclassified from
marketing expenses to other costs.

(2)Other costs include all other selling, general and administrative expenses
such as hub operating costs, vehicle shipping costs for internal purposes,
corporate occupancy, professional services, registration and licensing, and IT
expenses.
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Selling, general and administrative expenses increased by $13.3 million, or
26.5%, to $63.5 million during the three months ended March 31, 2022, from $50.2
million in the comparable period in 2021. The increase was partly due to an
increase in compensation costs of $7.2 million, driven by the increase in
average headcount from 1,037 to 1,299. The increase was offset by a decrease in
marketing expense of $3.4 million, which resulted from abnormally high marketing
spend in the comparable period caused by overlapping marketing campaigns while
the Company transitioned to it current, more efficient brand marketing strategy.
Lastly, other costs increased by $9.6 million due primarily to increased selling
costs in support of revenue growth.

Selling, general and administrative expenses have decreased as a percentage of
revenue from 47.4% to 28.9% as the Company increases in scale and begins to
achieve operating leverage. The decrease in marketing expense as percentage of
revenue is also due to investments in brand marketing increasing the efficiency
of our marketing spend and the transition-related expense in the comparable
period discussed above.

Liquidity and Capital Resources

Sources of liquidity

Our main source of liquidity is cash generated from financing activities. Cash
generated from financing activities through March 31, 2022 primarily includes
proceeds from the Merger and PIPE financing completed in October 2020, issuance
of convertible notes, and proceeds from the Flooring Line of Credit facility
with Ally ("Ally FLOC"). Refer to Note 5 - Borrowings and Note 8 - Related Party
Transactions in our "Notes to Condensed Consolidated Financial Statements" for
additional information.

On May 27, 2021, the Company completed a private offering of its 4.75%
Convertible Senior Notes due 2026 (the "Notes"). The aggregate principal amount
of the Notes sold in the offering was $150.0 million. The Notes accrue interest
payable semi-annually in arrears at a rate of 4.75% per year. The Notes will
mature on May 15, 2026, unless earlier converted, redeemed or repurchased by the
Company. See Note 5 - Borrowings in the "Notes to Condensed Consolidated
Financial Statements" for additional details regarding the Notes. The Company
used approximately $28.4 million of the net proceeds from the sale of the Notes
to pay the cost of the Capped Call Transactions (see Note 6 - Stockholders'
Equity), and is using the remaining proceeds for working capital and general
corporate purposes.

Since inception, the Company has generated recurring losses which has resulted
in an accumulated deficit of $497.8 million as of March 31, 2022. During the
three months ended March 31, 2022, the Company had negative operating cash flows
of $98.4 million. In the future, we may attempt to raise additional capital
through the sale of equity securities or through equity-linked or debt financing
arrangements. If we raise additional funds by issuing equity or equity-linked
securities, the ownership of our existing stockholders will be diluted. If we
raise additional financing by incurring indebtedness, we will be subject to
increased fixed payment obligations and could also be subject to restrictive
covenants, such as limitations on our ability to incur additional debt, and
other operating restrictions that could adversely impact our ability to conduct
our business. Any future indebtedness we incur may result in terms that could be
unfavorable to equity investors.
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Liquidity and Management’s Plan

For the three months ended March 31, 2022 and 2021, the Company generated
negative cash flows from operations of approximately $98.4 million and $71.5
million, respectively, and generated net losses of approximately $57.0 million
and $42.8 million, respectively. As of March 31, 2022, the Company had
unrestricted cash and cash equivalents of $94.9 million and total working
capital of $127.9 million. Since inception, the Company has had negative cash
flows and losses from operations which it has funded primarily through issuances
of common and preferred stock and through a reverse recapitalization via its
merger with Insurance Acquisition Corp. in October 2020. The Company has
historically funded vehicle inventory purchases through its vehicle floorplan
facilities (see Note 5 - Borrowings). As further discussed in Note 14 -
Subsequent Events, the Company has entered into an "At the Market" (ATM)
facility that allows it to raise capital via the sale of its Class A Common
Stock. The Company is also actively engaged in other efforts to raise debt or
equity capital.

The Company's plan is to raise additional capital through the ATM and other
capital-raising efforts to provide net proceeds which the Company believes will
be sufficient to provide the liquidity necessary to satisfy its obligations over
the next twelve months. The Company's ability to raise capital from the ATM
facility may be constrained by the price of and demand for the Company's Class A
Common Stock. There can be no assurance that net proceeds from the ATM will be
sufficient, or that the Company will be able to complete its other planned
capital raising efforts and raise sufficient additional capital that will
provide it with sufficient liquidity to satisfy its obligations over the next
twelve months.

In accordance with Accounting Standards Update No. 2014-15, Disclosure of
Uncertainties about an Entity's Ability to Continue as a Going Concern (Subtopic
205-40), the Company has evaluated whether there are conditions and events,
considered in the aggregate, that raise substantial doubt about the Company's
ability to continue as a going concern within one year after the date that the
condensed consolidated financial statements are issued or available to be
issued. Management determined as a result of this evaluation the Company's
losses and negative cash flows from operations since inception, combined with
its current cash and working capital position, raise substantial doubt about the
Company's ability to continue as a going concern.

The condensed consolidated financial statements have been prepared on a basis
that assumes the Company will continue as a going concern which contemplates the
realization of assets and satisfaction of liabilities and commitments in the
ordinary course of business. Accordingly, the accompanying condensed
consolidated financial statements do not include any adjustments that might
result from the outcome of this uncertainty.

Debt obligations

See Note 5 – Borrowings of the “Notes to Condensed Consolidated Financial
Statements” for information regarding the Company’s debt obligations.

Cash Flows – Three Months Ended March 31, 2022 and 2021

The following table summarizes our cash flows for the periods indicated:

                                                                           Three Months Ended March 31,
                                                                              2022                  2021
                                                                                 ($ in thousands)
Cash Flow Data:
Net cash, cash equivalents, and restricted cash used in operating
activities                                                             $    

(98,370) $(71,475)
Net cash, cash equivalents, and restricted cash used in investing
activities

                                                                      (3,772)            (2,488)
Net cash, cash equivalents, and restricted cash provided by financing
activities                                                                      14,584             17,137


Operating Activities

For the three months ended March 31, 2022, net cash used in operating activities
was $98.4 million, an increase of $26.9 million from cash used in operating
activities of $71.5 million for the three months ended March 31, 2021. The
increase is primarily due to an increase in net loss of $14.3 million, an
increase in cash used to pay accrued expenses of $9.2 million, and increase in
cash used to acquire inventory of $12.6 million and a decrease in stock-based
compensation of $4.0 million, offset by a $12.9 million increase in cash
provided by collections of accounts receivable.
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Investing Activities

For the three months ended March 31, 2022net cash used in investing activities
of $3.8 million was primarily driven by the capitalization of website and
internal-use software costs and purchases of capital equipment.

Financing Activities

For the three months ended March 31, 2022net cash provided by financing
activities was $14.6 millionprimarily due to net proceeds from the Flooring
Line of Credit of $16.8 million (See Note 5 – Borrowings of the “Notes to
Condensed Consolidated Financial Statements”).

Contractual Obligations

As of March 31, 2022 and December 31, 2021, the Company reported a liability for
vehicles acquired under OEM program of $3.2 million and $3.6 million,
respectively. The Company records inventory received under the arrangement with
the OEM equal to the amount of the liability due to the OEM to acquire such
vehicles. The liability due to the OEM provider for such acquired vehicles is
equal to the OEM's original acquisition price.

The Company has various operating leases of real estate and equipment. See Note
9 - Leases to the accompanying condensed consolidated financial statements for
further discussion of the nature and timing of cash obligations due under these
leases.

Off-Balance Sheet Arrangements

We are not a party to any off-balance sheet arrangements, including guarantee
contracts, retained or contingent interests, certain derivative instruments and
variable interest entities that either have, or are reasonably likely to have, a
current or future material effect on our condensed consolidated financial
statements.

Critical Accounting Policies and Estimates

See Part II, Item 7, "Critical Accounting Policies and Estimates" in our Annual
Report on Form 10-K for the year ended December 31, 2021. There have been no
material changes to our critical accounting policies and estimates since our
Annual Report on Form 10-K for the year ended December 31, 2021 except as
described in Note 1 - Description of the Business and Accounting Policies to the
accompanying condensed consolidated financial statements under the heading
"Recently Adopted Accounting Standards."

Available Information

Our website is located at www.shift.com, and our investor relations website is
located at www.investors.shift.com. Our Annual Reports on Form 10-K, Quarterly
Reports on Form 10-Q, Current Reports on Form 8-K, our Proxy Statements, and any
amendments to these reports, are available through our investor relations
website, free of charge, after we file them with the SEC.

We webcast via our investor relations website our earnings calls and certain
events we participate in or host with members of the investment community. Our
investor relations website also provides notifications of news or announcements
regarding our financial performance and other items of interest to our
investors, including SEC filings, investor events, press releases, and earnings
releases. Further, corporate governance information, including our certificate
of incorporation, bylaws, governance guidelines, board committee charters, and
code of conduct, is also available on our investor relations website. The
content of our websites are not incorporated by reference into this Quarterly
Report on Form 10-Q or in any other report or document we file with the SEC, and
any references to our websites are intended to be inactive textual references
only.
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