1. Doug Hadden | ADESA | Director of Dealer Training | Doug.Hadden@adesa.com DIGITAL WHOLESALE DOUG HADDEN

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

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

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

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

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

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

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

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

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

11. Doug Hadden | ADESA | Director of Dealer Training | Doug.Hadden@adesa.com CONDITION REPORTS / VEHICLE DETAIL PAGE 11

12. Doug Hadden | ADESA | Director of Dealer Training | Doug.Hadden@adesa.com PHOTOS 12

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

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

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

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

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

18. Doug Hadden | ADESA | Director of Dealer Training | Doug.Hadden@adesa.com 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

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

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

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

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

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

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

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

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

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

28. Doug Hadden | ADESA | Director of Dealer Training | Doug.Hadden@adesa.com QUESTIONS? 28

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