In Episode 4 of Driving the Dream, Jenny sits down with Chuck Rath, General Manager of Fairway Auto Auction in Edgerton, Wisconsin — a family-run auction that runs every Tuesday and has built a loyal dealer community across the region. Chuck pulls back the curtain on what it really takes to run a successful dealer-only auction, and what new wholesale dealers need to know before they ever walk through the door.
Before the First Car Hits the Block
Chuck runs a tight operation. Fairway’s normal sale day is Tuesday, which means the real work kicks off Friday and ramps into Monday. His team spends those days picking up vehicles, photographing every car that checks in, vacuuming and cleaning interiors, and setting the auction lanes in precise run order — so when the auction starts, everything flows without friction.
“There’s a lot that goes into it before they hit the auction block,” Chuck says. Preparation is what separates a smooth Tuesday from a chaotic one.
The Speed Will Surprise You
First-timers are almost always caught off guard by the pace. Chuck says once a car hits the block, it’s sold and out the door in roughly 90 seconds. The auctioneer makes announcements, bidding opens, and the vehicle is rolling before the dust settles. That speed is exactly why preparation — inspecting vehicles beforehand and knowing your max price — matters so much.
How Chuck Reads an Auction Day
Before a single car crosses the block, Chuck heads to the front door and checks the parking lot. “If my parking lot’s half empty, I get concerned,” he says. A full lot means the right mix of inventory attracted the right buyers. Within the first 30 cars, if Fairway is selling at a strong clip, Chuck knows it’s going to be a good day. His best consigners always run at the top of the auction order — and their performance sets the tone.
What Successful Dealers Have in Common
Chuck has watched hundreds of dealers come through Fairway. The ones who consistently walk away with good buys share a few habits:
- They preview early. Top buyers show up three hours before the auction — some even come Monday night to walk the lot.
- They set a price and stick to it. They’re not rattled by competing bids. If a car goes over their number, they let it go.
- They don’t assume. If they don’t know what car is on the video screen, they ask — rather than buying the wrong vehicle.
Build a Relationship With the Auction Staff
Chuck’s advice for first-timers: find the GM. Walk in, introduce yourself, and let them know it’s your first time. A good GM will walk you through the lanes, introduce you to the clerks and auctioneers, and explain how the lot is organized. “Those little things that they don’t think about until sale day — you need that knowledge,” Chuck says.
At Fairway, that family-run culture extends to every interaction. They serve breakfast twice a month, run weekly drawings, and make it a point to resolve any issues on the spot — not tomorrow, right now.
Fairway’s Two Hidden Advantages
Chuck highlighted two services that set Fairway apart from larger auctions:
- Free vehicle pickup — Fairway will pick up your consignment vehicles within 150 miles of Edgerton at no charge, and deliver them cleaned and ready for the block.
- $50 flat sale fee — If you drop your vehicle off before 9 AM Monday, your sale fee is a flat $50 regardless of the final sale price. Whether the car brings $500 or $50,000, you pay fifty bucks.
The Rookie Mistake Chuck Sees Most
With today’s video screens and online bidding, one mistake keeps coming up: dealers not knowing which car they’re actually bidding on. With multiple lanes running simultaneously and online platforms overlaying the live floor, it’s easy to get mixed up. Chuck’s fix is simple — if you’re not sure, ask. “It’s better to ask than to wind up with a vehicle you really didn’t want.”
Do Your Homework Before You Go
Before your first visit to any dealer auction, Chuck recommends:
- Visit the auction’s website and read the rules and regulations
- Download and complete the registration packet in advance
- Call ahead — not at 10 AM on sale day — to confirm registration requirements
- Know the arbitration policy so you’re protected after the sale
Ready to Get Your Wholesale Dealer License?
To walk into Fairway Auto Auction or any dealer-only auction, you need a wholesale dealer license. US Dealer Licensing has helped thousands of dealers get licensed across all 50 states — typically in 30–60 days. If you’re in Wisconsin and ready to start, check out our Wisconsin wholesale dealer license page or get started today.
Want to hear more stories from the wholesale auto world? Subscribe to Driving the Dream on YouTube and catch up on previous episodes featuring Dan Robbins of CarProz and Rafael Godinez of Grand Motors.
