Data is reshaping the forecourt with dealers utilising a variety of platforms and sources to identify the right vehicles at the right price whilst deploying data tools can help expand vehicle make, model and fuel mixes to overcome ongoing supply issues.
However, some retailer practices continue to act as a barrier. Autotrader’s head of data and insights Marc Palmer identified five factors impacting the used car market
The shortfall of some 2.5 million registrations following the pandemic; changes in brand mix with fewer models available from popular manufacturers such as Ford and Mercedes-Benz and those more plentiful like Kia and Tesla.
The increase of electric; electric growth predominantly in the leasing sector resulting in a lack of PCP part-exchange vehicles; and declining customer loyalty - a decade ago, brand retention was around 45% compared to 36% today.
“There has been quite a lot of change in the volume and type of cars available and the source methods and channels,” he told AM.
Finding the right used car stock
There is evidence of retailers adapting. Bigger groups have forged direct relationships with leasing companies, for example, but the need for a more forensic approach when sourcing remains.
Palmer has also seen anecdotal evidence around a willingness to stock used vehicles from the new Chinese brands and to incorporate a wider mix of electric vehicles. According to Autotrader data, Tesla takes 20% of all enquires on the platform for three-five-year-old used electric cars.
Autotrader’s Co Driver can help when retailing different brands and fuel types by generating descriptions including key benefits whilst Market Insight provides local market influences to assess demand, pricing and valuation.
Retailers should think twice before trading part-exchanges. A recent Autotrader analysis of a medium-sized group over three months found of 138 vehicles traded out, 90 were relisted for sale on Autotrader by a different dealer, nine out of ten were independents in the area.
Full story How data is reshaping used car stock and pricing | AM Innovation Week 2026
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