Before You Trade-In: What Dealerships Really Look For

Walking into a dealership unprepared for a trade-in is like playing poker with your cards face-up. South African dealers know exactly what affects a vehicle's value, and they're experts at spotting the details that cost you thousands. Understanding their evaluation process puts you in a stronger negotiating position.

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Service history trumps everything Dealers can instantly spot vehicles serviced at authorized centers versus independent mechanics. Complete service records, especially for German cars like BMW or Mercedes, can add R15,000-R30,000 to trade-in value. Missing service stamps are red flags that suggest poor maintenance.

Exterior condition matters more than you think Small dents and scratches cost dealers money to repair. What seems minor to you – a shopping trolley ding or parking lot scrape – represents R2,000-R5,000 in repair costs they'll deduct from your offer. Stone chips on the windscreen also affect value significantly.

Interior wear tells a story Dealers examine seat wear, dashboard condition, and electronic functionality. Broken air conditioning, non-functioning windows, or worn seat bolsters suggest a hard-lived vehicle. Clean, well-maintained interiors indicate careful ownership.

Tires reveal driving habits Uneven tire wear suggests poor alignment, aggressive driving, or suspension problems. Dealers know that buyers judge cars by tire condition, so they factor replacement costs into their offers.

Mileage versus age calculations The sweet spot is around 15,000-20,000km per year. Significantly higher mileage (highway driving) or lower mileage (short-trip driving) both raise questions about vehicle condition and future reliability.

Mechanical red flags Unusual engine noises, rough idling, or transmission hesitation immediately lower offers. Dealers assume worst-case scenarios for repairs because they can't afford surprises after purchase.

Preparation pays Clean your car thoroughly, gather all service records, and address minor issues before visiting dealers. A R500 investment in detailing and minor repairs often returns R5,000-R8,000 in improved trade-in value.

Knowledge is power – use it to your advantage.