Used car owners know that maintenance costs can add up over time, and unexpected repairs often push them to consider their options. Many have a price threshold in mind—once repair costs exceed a certain amount, the idea of upgrading to a newer vehicle becomes far more appealing.
For your dealership, these high-dollar repair orders (ROs) represent valuable trade-in and sales opportunities. By identifying customers facing costly repairs and offering them a compelling alternative, you can generate more trade-ins and convert service visits into vehicle sales—all directly from your service lane.
Convert High Repair Orders into Vehicle Upgrades
The Repair Costs That Push Customers to Trade In
According to our data, non-luxury vehicle owners start considering a trade-in when repair costs exceed $4,000, while luxury vehicle owners reach that decision point around $6,500. When customers face these larger repair bills, they often weigh their options: is it worth fixing, or is it time to upgrade?
As you review your service ledger, pay attention to customers with high-dollar repair estimates. These individuals may be ideal candidates for a vehicle appraisal or equity offer. Whether they were prepared for the repair costs or caught off guard, many may not realize the current trade-in value of their vehicle or the options available to them.
Engage these potential buyers with proactive, well-timed communication. A simple text message offering a free, no-obligation vehicle appraisal from your sales team can spark their interest in an upgrade. You can also send a custom equity offer, inviting them to explore options through a personalized online portal where they can adjust models, trims, and payment plans to fit their budget. Giving customers this level of control and flexibility increases their excitement and likelihood of trading up.
Even if they choose to move forward with repairs, presenting them with alternative shopping options ensures they have all the information needed to make the best decision for their long-term vehicle needs. Be sure to follow up with these customers, particularly those with older or high-mileage vehicles, by informing them of potential upcoming repairs that could impact their ownership costs in the near future.
Maximize Trade-In Potential with In-Lane Appraisals and Equity Offers
The key to increasing vehicle trade-ins and sales from your service lane? Engaging high-repair-cost customers at the right moment with the right tools.
Affinitiv Service Lane Appraiser allows you to seamlessly connect with service customers via text, offering instant vehicle valuations. Pair it with Affinitiv Quote, and you can send personalized equity offers in real time—helping customers see the true value of an upgrade before they commit to a costly repair. Contact us today to learn more.
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