If you run a dealership, you’ve probably felt it this year. Buyers are active, older cars are suddenly the stars, Chinese brands are everywhere, and the service department has become the profit centre.
Here’s what’s actually changed… and how to use it to your advantage.
The industry is on track for the busiest year in six years. Used cars are selling well, and new car registrations have been growing month after month. Prices aren’t sliding anymore; they have stabilised or gently increased.
That stability matters. When buyers believe a car will retain its value, they make decisions more quickly. Dealers who present monthly payments clearly are seeing the strongest conversion from enquiry to sale.
The UK has the oldest car parc in modern history. Millions more cars are now in the 5–15 year range, and buyers are actively hunting for them because they look affordable and familiar.
If you treat older cars as second class: weak prep, vague warranties, no clarity on finance, you’ll lose deals.
Treat them as first-class stock, and they become reliable profit:
Older stock + confidence = sales.
Chinese OEMs are not a gimmick. They’ve arrived at a time when mainstream brands have pushed prices up.
They offer high spec, strong tech, and a lower monthly payment. Buyers compare monthly cost, not badge loyalty.
That means:
You don’t need to “sell the brand”. You need to show what the customer pays per month and what they get for it.
Electric cars are taking more than a fifth of new registrations in some months. Used EVs have picked up pace too, especially under £20,000.
The question has moved from “Should I?” to “Can I afford it each month, and what will it cost to run?”
If you can explain EV vs petrol/diesel running costs in plain English, customers lean in. If your finance choices only suit one fuel type, they lean away.
The ageing car parc brings service, repair, warranty and MOT income straight to your door. Dealers who join up sales + aftersales + financing are seeing the best retention.
A customer who returns for maintenance becomes:
Aftersales is no longer “extra”. It’s your second conversion funnel.
You can’t control tax policy, new brands, or EV incentives. You can control your pricing, your website and your finance offer.
If buyers feel they understand the payment, they move quickly. If they feel they’re being sold to, they vanish.
We’re a lender, not a showroom. Our job is to help your customers feel safe saying “yes”.
Partner with Marsh Finance today!