Cox Automotive reported that 14% of consumers were offered a trade value during a service visit, while 33% were highly interested in receiving one. The 19-percentage-point difference is a process opportunity, not proof that every interested customer would sell.
Cox also said 86% of its higher-performing fixed-operations segment had a service-lane acquisition process, compared with 72% of other dealers.
Source: Cox Automotive ownership and service research, published Apr. 9, 2026. Commercial study; 19-point gap calculated by Dealership Tech Report.
Ownership matters more than the script
A service advisor, acquisition specialist and sales manager cannot all assume someone else owns the offer. Stores need eligibility rules, consent language, a response standard and a clean handoff that does not disrupt the repair conversation.
Track the funnel by repair order
The useful sequence is eligible repair orders, values offered, conversations, inspections, written offers, acquisitions and final disposition. Results should be segmented by age, equity position, inventory fit and customer response.
The figures come from Cox Automotive commercial research with defined survey populations; they are not universal dealership benchmarks.
Cited references
- Cox Automotive ownership study — Commercial research with disclosed samples