At the 2026 NADA Show in Las Vegas, CBT News is reporting directly from the show floor, giving dealers and industry professionals firsthand insights into the future of automotive retail. In this conversation, Jim Fitzpatrick sits down with Peter Kelly, CEO of Openlane, to explore how digital wholesale marketplaces are helping dealers source higher-quality used inventory faster, reach a national buyer base, and maximize wholesale values at a time when used vehicles remain critical to dealership profitability.
Key Takeaways
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Openlane gives franchise dealers early and prioritized access to off-lease, low-mileage, and CPO-eligible vehicles through exclusive relationships with OEMs and captive finance companies. As new-vehicle supply tightens and used vehicles drive profitability in 2026, this access allows dealers to replenish inventory faster and more consistently than relying on traditional auction lanes.
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By moving beyond local auction audiences, dealers can connect vehicles with buyers who have the highest and best use for them, whether that means climate-specific demand, regional pricing advantages, or independent dealer needs. This broader reach helps dealers achieve stronger wholesale values, reduce aged inventory, and increase overall market efficiency.
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Openlane’s inspection standards, buyer protections, transport options, and real-time bidding tools allow dealers to control pricing decisions while moving vehicles quickly. Features like seller-driven pricing, absolute sale options, and managed transportation help dealerships minimize delays, lower carrying costs, and maintain confidence in both buying and selling inventory without the overhead of physical auctions.
Catch all of CBT News’ coverage of the 2026 NADA Show here.
