Doug Hadden | ADESA | Director of Dealer Training | DIGITAL WHOLESALE DOUG HADDEN

Doug Hadden | ADESA | Director of Dealer Training | AGENDA  Why should I acquire/sell inventory online?  Different types of online auctions  Tools and services  Getting ready  Questions 2

Doug Hadden | ADESA | Director of Dealer Training | WHY SHOULD I ACQUIRE/SELL INVENTORY ONLINE?  Time  Selection  Lower costs  Transparency 3

Doug Hadden | ADESA | Director of Dealer Training | DIFFERENT TYPES OF ONLINE AUCTIONS  Webcast 4

Doug Hadden | ADESA | Director of Dealer Training | DIFFERENT TYPES OF ONLINE AUCTIONS  Webcast  eBay style 5

Doug Hadden | ADESA | Director of Dealer Training | DIFFERENT TYPES OF ONLINE AUCTIONS  Webcast  eBay style  Bid at appraisal 6

Doug Hadden | ADESA | Director of Dealer Training | TOOLS AND SERVICES  Run List  Saved Searches  Watch List  AutoBid  Listing Types 7

Doug Hadden | ADESA | Director of Dealer Training | TOOLS AND SERVICES  Inventory Management System Integration  Marketing  Private online auction  People 8

Doug Hadden | ADESA | Director of Dealer Training | TOOLS AND SERVICES  Condition Reports / Vehicle Detail Page 9

Doug Hadden | ADESA | Director of Dealer Training | CONDITION REPORTS / VEHICLE DETAIL PAGE 10  AutoGrade  Announcements  Photos  Damages

Doug Hadden | ADESA | Director of Dealer Training | CONDITION REPORTS / VEHICLE DETAIL PAGE 11

Doug Hadden | ADESA | Director of Dealer Training | PHOTOS 12

Doug Hadden | ADESA | Director of Dealer Training | MOBILE  Buy And Sell From Your Phone 13

Doug Hadden | ADESA | Director of Dealer Training | GETTING READY  Plan and Process  Personnel  Schedule  Pick a Partner  Interview  References 14

Doug Hadden | ADESA | Director of Dealer Training | GETTING READY  Wholesale Proposal  Costs 15 COSTS

Doug Hadden | ADESA | Director of Dealer Training | COSTS  Buy fee  Sell fee  Transportation  Hidden fees 16

Doug Hadden | ADESA | Director of Dealer Training | GETTING READY  Wholesale Proposal  Costs  Process 17 COSTS PROCESS

Doug Hadden | ADESA | Director of Dealer Training | PROCESS 18 Here is the typical Franchise Dealer Remarketing Plan for fresh trades and aged units. Group Trade Offered between dealers within group. Group Trade Offered between dealers within group. Open Sale Open Sale Vehicles offered to all buyers via open online auction Open Sale Open Sale Vehicles offered to all buyers via open online auction Consign to Physical Auction Vehicles not purchased are assigned to auction, offered for sale during transport Consign to Physical Auction Vehicles not purchased are assigned to auction, offered for sale during transport Physical Auction Vehicles offered: In-lane & online open marketplace Physical Auction Vehicles offered: In-lane & online open marketplace

Doug Hadden | ADESA | Director of Dealer Training | GETTING READY  Wholesale Proposal  Costs  Process  People assets 19 COSTS PROCESS PEOPLE ASSETS

Doug Hadden | ADESA | Director of Dealer Training | PEOPLE ASSETS  Who will be your main contact?  How many people will you have to talk to?  What is their main job? 20

Doug Hadden | ADESA | Director of Dealer Training | GETTING READY  Wholesale Proposal  Costs  Process  People assets  Goals 21 COSTS PROCESS PEOPLE ASSETS GOALS

Doug Hadden | ADESA | Director of Dealer Training | GOALS  Set clear and realistic goals  Number of units listed  Floors / Pricing  No Sale units 22

Doug Hadden | ADESA | Director of Dealer Training | GETTING READY  Wholesale Proposal  Costs  Process  People assets  Goals  Reports 23 COSTS PROCESS PEOPLE ASSETS GOALS REPORTS

Doug Hadden | ADESA | Director of Dealer Training | REPORTS  How easy  How often  Complete understanding 24

Doug Hadden | ADESA | Director of Dealer Training | GETTING READY  Wholesale Proposal  Costs  Process  People assets  Goals  Reports  Performance Reviews 25 PERFORMANCE REVIEWS COSTS PROCESS PEOPLE ASSETS GOALS REPORTS

Doug Hadden | ADESA | Director of Dealer Training | PERFORMANCE REVIEWS  How often  What will be covered  What is important to you 26

Doug Hadden | ADESA | Director of Dealer Training | READY  Wholesale Proposal  Costs  Process  People assets  Goals  Reports  Performance Reviews 27 PERFORMANCE REVIEWS COSTS PROCESS PEOPLE ASSETS GOALS REPORTS

Doug Hadden | ADESA | Director of Dealer Training | QUESTIONS? 28

Doug Hadden | ADESA | Director of Dealer Training | CONTACT INFO Full Name: Doug Hadden Company: ADESA Job Title: Director of Dealer Training Share an important takeaway you received from this session using hashtag #DD19 for a chance to win an iPad