As auto loan payments rise and consumer auto debt continues to grow, it’s increasingly common for vehicle owners to find themselves in an underwater loan situation. For your dealership, underwater car loans present unique challenges and opportunities when working with potential trade-in customers.
This year, nearly 30% of dealer trade-ins have underwater loans. These record levels of negative equity turn what should be a straightforward transaction into potential fraud, identity theft, and other liabilities.
The escalation of underwater loans puts your dealership at risk of:
As underwater loans become more prevalent, the trade-in landscape is fundamentally changing. Your dealership must navigate a complex environment where a small oversight can carry significant consequences.
Despite the risks, trade-ins play a vital role in your dealership’s success. When managed properly, they provide a reliable source of inventory while supporting profitability through strategic pricing and resale.
Most importantly, honest trade-in conversations with buyers build trust. Underwater loans can be confusing for customers. When you provide transparency on the reality of their situation and outline realistic options, customers feel informed and are more likely to return for future purchases.
Preserving the benefits of trade-ins and other inventory acquisitions starts with understanding the financial reality behind each vehicle before finalizing a purchase. ADD’s DMV123 and NMVTIS Title Check provides vehicle and title history records, including real-time lien data, giving your dealership immediate visibility into loan details. With DMV123 and NMVTIS Title Check, you’ll access:
Having accurate information at your fingertips helps you make informed decisions and determine if a vehicle is financially viable. Additionally, your customers will drive off the lot with confidence in their purchase. By leveraging these insights, you can ensure every transaction supports profitability and a positive customer experience.
As vehicle prices fluctuate and consumer debt climbs, guesswork isn't an option for your dealership. Even slightly misjudging loan balances or resale potential can result in lost profits, overpaid inventory, or fraud vulnerability.
Reliable lien data equips your dealership with the information you need to protect inventory and offer solutions that genuinely serve customers. With full visibility from Auto Data Direct, your dealership will be set up for success no matter the state of the market.