Four out of 10 dealers (39%) spend more time “reassuring customers” as a result of having to sell older used car stock, according to Startline’s March Used Car Tracker which questioned 301 consumers and 61 dealers.
In addition, 36% have adopted more comprehensive pre-sale checks, 33% are investing more in vehicle cosmetics, 33% have adopted a more comprehensive warranty offering, and 23% say vehicle history has become more important.
Paul Burgess, CEO at Startline Motor Finance, said: “There’s been a fairly rapid ageing of the used vehicle parc, especially since the pandemic, and this research shows how dealers are handling that situation.
“It’s interesting that the top response is simply that they spend longer talking to potential buyers, presumably to allay any fears over buying an older car and explaining how it still represents a sound purchase.
“However, more practical moves such as higher preparation standards and a better warranty underpin this approach. Dealers might invest more time in reassuring customers but they are also providing them with a high level of concrete support.”
The question was posed following a RAC Foundation finding that the average car is now older than ever, at nine years and 10 months.
The Startline Used Car Tracker also found that 80% of used car dealers want access to newer stock rather than continuing with the current situation.
Burgess said: “This is not a surprising finding. Dealers might have become good at retailing older stock but it remains simply harder work than selling newer vehicles. Most would no doubt want to be able to access significantly younger cars.”
