Heifer that didn't get bred, aborted, dead calf, poor first calf, didn't rebreed, etc. - cutting my losses.
Cow with a few calves behind her - breaking even.
Anything 6-7 years and older - bonus.
This approximation varies as to when in the price cycle the animal was brought into production.
As with RSL, raising our own replacements, knowing which cow-lines and cow/bull mixes work, our replacement cost is stable and relatively low. In other words, the bonuses far outweigh having to cut your losses. One of the big reasons I don't buy many newcomers and demand a premium for my breds. If I don't think it will last for at least a good 6-7 years, preferably at least 10, it won't stick around here beyond 12 months.
Whereas I know some bred heifer guys that only sell their bottom 2/3 and let nobody see the top 1/3, so you can't start bargaining on either group.