AutoTrader: Nearly one in five deals threatened by part-ex negotiation break-down

18% of showroom deals could break down during part exchange negotiations in September, AutoTrader has claimed.

AutoTrader: Nearly one in five deals threatened by part-ex negotiation break-down

The online vehicle marketplace said these negotiations could threaten a record month for the new car market, as it expects that sales could reach 450,000 units in September.

Autotrader’s director of retailer and consumer products, Karolina Edwards-Smajda said: “September is gearing up to be another bumper plate change month for retailers. But it is surprising that so many deals break down in the showroom, often as a consequence of difficulties with price negotiations. Unrealistic expectations about the value of a part exchange are cited by retailers as one of the most common reasons for this failure.

“We are currently working on a product that could help buyers and sellers start a conversation on the same page. If we can help facilitate a dialogue on part exchange values earlier in the process, when buyers are seeking information online, then we could help both parties align before the visit to the showroom. That could significantly reduce the haggle-hassle factor on the forecourt and seal more deals.”