These terms are not designed to deceive but to facilitate the negotiation process. An informed buyer can use this knowledge to their advantage.
The Complexity of Trade-Ins
One of the most challenging aspects of purchasing a vehicle from a dealership is negotiating the trade-in value. Many consumers struggle to get a clear answer to the question, “How much for my trade-in?” This isn’t necessarily because dealers are trying to be difficult. In fact, many consumers would be surprised to learn how much the dealership is actually offering for their trade.
Actual Cash Value (ACV) vs. Trade Allowance
- Actual Cash Value (ACV): This is the true amount the dealership is willing to pay for your vehicle, without any strings attached. It often aligns with the replacement value, which is the cost to acquire a similar vehicle at wholesale or auction prices.
- Trade Allowance: This is the ACV plus any profit reduction from the vehicle the dealer is selling. It’s the amount shown to the customer during negotiations.
Example Scenario
Consider a dealership with a GMC 1500 priced at $20,000, which they own for $17,500. They might place an ACV of $9,000 on your trade-in. After negotiations, they offer $10,000 for the trade and reduce their price by $500, resulting in a trade difference of $9,500. The consumer might find this appealing.
In reality, the dealership is still only putting $9,000 into the trade and taking $1,500 off their price, yielding a profit of $1,000. If they presented the numbers as $18,500 for their vehicle and $9,000 for the trade, the consumer might walk away, even though the trade difference remains the same.
Backcom
Back Commision Exchange
Trade on MXC
Consumer Perception
Consumers often want more for their trade than the dealership is willing to offer. By believing they are getting $10,000 for their trade and a modest discount on the new vehicle, they are more likely to proceed with the deal. This isn’t a scam but an adjustment to consumer buying habits.
Finding the True Value of Your Trade
To get an accurate trade-in value, consider the following steps:
- Visit Multiple Dealerships: Many cities have dealerships that buy vehicles directly from consumers. CarMax, for example, is expanding rapidly across the U.S. and offers cash for vehicles.
- Use Online Resources: While sites like Edmunds and Kelley Blue Book are excellent for new car values, they can be inflated for used cars. Instead, check what similar vehicles are selling for on used car sites and deduct $2,000-$4,000 for vehicles under $30,000 to estimate what dealerships are actually offering.
Negotiation Tips
- Be Transparent: Holding back trade-in information until later in the deal is counterproductive. It wastes time and can lead to lower offers once the trade is presented.
- Leverage Knowledge: If you know a dealership will offer $10,000 for your trade and another offers $9,500, consider selling your car independently and then purchasing the new one without trading in.