During last month’s Used Car Week conference, Doug Hadden, ADESA’s executive director of dealer services, training and development, was featured on a panel discussing innovative ways of buying and selling used cars in the wholesale channel–including physical auctions, dealer-to-dealer networks, and more.

Check out the video below:

Here are a few key points Doug shared during the panel:

Just because one dealer passed on a car doesn’t mean everyone else should pass on it, too. A dealer may have passed on a car because he knows exactly the type of inventory he’s looking for, and the car wasn’t on his list. That doesn’t make it a poor purchase, contrary to what some may believe. It’s important to take a look at what type of inventory you need, the price, condition reports and other factors in order to determine if a car is a good match.

Dealers’ “favorites” are available, even if they’re far away. ADESA wants to make it easy to connect dealers with the inventory they frequently buy. One way we do this is by helping dealers set up a safe search, where we’ll look at the cars a dealer typically buys, and then search our inventory to see where we have it. Then, the next time that dealer stops in, we serve them the car they want “on a platter.” There used to limits in showcasing only auctions that were near the dealership; but now, we can help dealers find and receive cars whether they’re four miles away or 400 miles away.

We identify used cars as CPO-eligible online, so it makes sense to market that eligibility online to retail as well. ADESA has a CPO-eligible designation for vehicles online that dealers can use for sorting. This really helps build awareness and credibility, which in turn drives more purchases. If a dealer spends the money to certify the car, that’s a huge selling point in the retail market, so it can be marketed that way online and in-store to get it sold.

The validity of condition reports is markedly improved. Standardization through the auto-grade system of codes and descriptions for vehicles has helped drastically in increasing condition report conformity. We can also access production-level data from the manufacturer for use in the report so technicians can see the build sheet of that car, which decreases mistakes in the reports. The emergence of high-quality photos to supplement the reports also raises a buyer’s confidence level.