Today Sam D'Arc is joined by Justin Zane, SVP, US Marketplace & Services at OPENLANE. We unpack why digital auctions have overtaken physical lanes in reach and efficiency, and why old habits—not economics—are keeping brick-and-mortar alive. Justin explains how off-lease inventory is reshaping acquisition strategy, where AI improves condition accuracy, and why speed is now the dealer’s most valuable asset.
This episode is brought to you by:
1. @Wikimotive - Wikimotive delivers organic and paid search solutions to hundreds of dealerships from rural rooftops to multiple top-5 national dealers. Their focus is simple: get your store in front of people already searching for a car or service, and measure success by the leads and appointments that follow — not vanity metrics. Visit @ https://wikimotive.com/CDG/
2. @openlaneus - The world’s best online dealer marketplace for used cars, bringing you exclusive inventory, simple transactions, and better outcomes. Learn more @ https://carguymedia.com/4tEpJA3
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Topics:
04:06 How does Openlane help dealers win?
05:16 What's happening with off-lease EV prices?
07:31 What are the key tips for buying EVs?
09:09 How can dealers move aged inventory?
11:56 Digital auctions versus physical lanes
15:25 How is trust built in online buying?
18:54 What AI features does Openlane use?
22:04 What are the key takeaways for 2026?
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