“Think Instacart for inventory!” — How Digital Platforms Are Reshaping Auctions & Profitability | Justin Zane, SVP, US Marketplace & Services at OPENLANE.

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. Openlane - The world’s best online dealer marketplace for used cars, bringing you exclusive inventory, simple transactions, and better outcomes. Learn more @ openlane.com/cdg

Check out LotGPT here: https://lotlinx.com/lotgpt-waitlist/

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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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