Why is my trade-in offer so much lower than my car's value?

Where the gap comes from

• Reconditioning: detailing, servicing, tyres, paint touch-ups and a roadworthy or safety check.
• Holding costs: the money tied up in the car, insurance, floor space and advertising while it waits for a buyer.
• Margin: the dealer has to make a profit on the resale.
• Risk and time: the longer cars like yours take to sell, the more a dealer allows for that, because prices drift down while a car sits.

Why some cars get better offers

Cars that sell quickly, such as popular utes and SUVs in good condition, get closer to their market value because the dealer expects to turn them over fast. Slow sellers, unusual colours and high-kilometre cars attract bigger discounts.

How to get a better trade-in

1. Know your car's market value before you negotiate.
2. Get offers from more than one dealer, including ones that do not sell your brand.
3. Negotiate the price of the new car and the trade-in separately.
4. Present the car clean, with its service history and both keys.

See the numbers for your car

PL8ED's full report shows a modelled trade-in range next to the market price, with the dealer's margin and slow-sale allowance set out line by line, so you can judge an offer.