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Trends in the used car market

Rising stock levels and a softening price trend

To sell your car for a high price, it is essential first to understand the overall market trend. The number of used car listings in the first half of 2025 reached 1,589,491, an increase of more than 30% compared with the same period last year. On the other hand, sales volume was only 1,133,990 vehicles, showing only a slight rise from the previous year, and supply is expanding at a pace that exceeds demand (ref:1).

As stock levels increase, price softness continues across most segments (ref:2). For buyers, this means more options and stronger bargaining power, while for sellers it is a tougher environment than before. Taking these changes in supply and demand into account and choosing the right pricing and sales method is the first step towards selling your car for a high price.

Retained Value by Segment

Retained Value (RV%) is an indicator that shows the residual rate of a used vehicle’s price relative to the price of a new vehicle. The newer the model year, the higher the RV%; the older the model year, the lower it becomes. As of August 2025, passenger vehicle data showed that 2024 model-year vehicles were at 95.0%, 2023 model-year vehicles at 86.8%, 2022 model-year vehicles at 83.6%, 2021 model-year vehicles at 80.6%, 2020 model-year vehicles at 77.3%, and 2019 model-year vehicles at 75.1% (ref:3).

Trading trends differ by segment, so when making a decision about selling, it is also necessary to understand the characteristics of each category. SUVs continue to grow year on year as the category with the highest trading volume in the used car market, while passenger vehicles are seeing trading volumes fall further. Light commercial vehicles, especially utes, continue to see steady demand from both private buyers and small business operators (ref:4). Because the rate of depreciation differs depending on which segment your car belongs to, it is a useful factor when deciding when to sell.

The risk of value depreciation in used EVs

Electric vehicles (EVs) tend to lose value on the used market faster than internal combustion engine vehicles. According to data as of February 2025, the RV% of 2024-model-year EVs was 84.3%, 2023-model-year EVs was 72.4%, 2022-model-year EVs was 66.8%, 2021-model-year EVs was 59.5%, and 2020-model-year EVs was 47.8% (ref:5).

EVs tend to have a lower RV% than the overall passenger car market for the same model year, and the gap widens as the model year gets older. While the RV% for 2020-model-year passenger cars overall was 77.3%, 2020-model-year EVs were 47.8%, about 30 percentage points lower, and the gap widens as the model year gets older. If you own an EV, one point to keep in mind when aiming to sell at a higher price is to consider selling before the RV% drops significantly.

Preparation before selling at a higher price

Market research and setting the right price

To sell your car for a higher price, you first need to accurately understand your car’s market value. The basic approach is to check how much cars of the same model, year and condition are being advertised for in internet classifieds, newspapers, and used car specialist magazines (ref:6).

If you set the price too high compared with the market, you may not even receive enquiries, and the number of days until sale will increase. On the other hand, if it is too low, you will simply make a loss. By comparing cars with the same conditions across multiple listing sites and also taking differences in mileage and equipment into account, you can narrow down a realistic price range with room for negotiation.

Obtaining a Roadworthy Certificate

A safety certificate (Roadworthy Certificate) is a document that certifies that a vehicle meets safety standards. Requirements vary by state and territory, and some jurisdictions require dealers to provide a safety certificate, while others require the vehicle to be in a registrable condition (ref:7).

In Queensland, the validity period of a safety certificate for a private sale is 2 months or 2,000 km from the date of issue, whichever comes first. For dealers, it is 3 months from the date of issue (ref:8). It is a good idea to work backwards from your planned sale date so that you can complete the sale within the validity period and avoid wasting the cost of obtaining it. Having the certificate also reassures the buyer and makes it easier to negotiate the price in your favour.

PPSR Check and Document Preparation

The PPSR (Personal Property Securities Register) is a register that lets you check whether a vehicle has any outstanding finance or a theft history. An online check is available for $2, and it can confirm whether finance is still owing or whether the vehicle is not stolen (ref:9).

If the seller prepares the PPSR result in advance, they can show the buyer the vehicle’s transparency. If service records and maintenance logs are also organised, they can help dispel suspicions such as odometer tampering. Preparing these documents takes effort, but removing the buyer’s concerns is a practical way to make it harder for the price to be negotiated down.

Comparison of the Four Sale Methods

Private sale

A private sale is a method of transacting directly with the buyer without going through a dealer, and its biggest advantage is that, because no brokerage margin is incurred, it is easier to sell at a higher price. While there is a possibility of receiving a higher amount than a trade-in to a dealer, time, effort, and advertising costs are required until a buyer is found (ref:6).

In the data for the first half of 2025, private sales accounted for 53.3% of all transactions, but this is a significant drop from 63.5% the previous year (ref:1). Although there are factors behind the increase in dealer-mediated transactions, private sales still account for more than half of all transactions. If you are willing to put in the effort in order to prioritise the amount you take home, it is a strong option.

Dealer trade-in (Trade-in)

A dealer trade-in is a method of handing over your current car when purchasing a new car or another used car. You do not need to find a buyer yourself, and as the dealer handles the procedures, it can be said to be the easiest and least stressful way to sell. However, it has the drawback that it is unlikely to fetch as much as you could obtain through a private sale (ref:6).

In the first half of 2025, the proportion of dealer transactions rose to 46.7% of the total, increasing by more than 10 percentage points from 36.5% the previous year (ref:1). This suggests an increasing trend among sellers who prioritise convenience. It is a suitable method when you want to prioritise speed and certainty over selling your car for a higher price.

Online auctions

An online auction is a method of sale that accepts bids over the internet. Manheim, one of Australia’s major auction houses, provides a system that gives 24-hour access to a nationwide dealer base through a virtual marketplace. Sellers can choose a selling method from “bidding”, a “buy now” price, or both (ref:10).

Because they can reach a broad buyer base, niche models or popular models may be able to sell for a higher price due to competition. However, it is important to note that fee structures differ by platform, such as Pickles charging a $110 online bidding fee (ref:11). It is important to calculate in advance the net amount you will receive after deducting fees.

Local Auctions

Local auctions are a format where the actual vehicle is brought to the venue and bidding is conducted face to face. Pickles and Manheim are well known as major operators. Many of the vehicles offered are ex-government vehicles, and the model years tend to be relatively limited, with many being 3 to 5 years old and the vehicle makes also tending to be centred on Toyota (ref:11).

The advantage of local auctions is the speed, with sales being completed on the same day. On the other hand, the final sale price can be greatly affected by the number of buyers gathered at the venue and the atmosphere on the day, so there is also a risk of selling for less than expected. If your car is a model that tends to compete with ex-government vehicles, you should also take into account that prices are likely to be kept down.

How to determine the right time to sell

Average selling days and supply-demand balance

To sell a car for a high price, it is also important to understand how many days it takes to sell after it is put on the market. The average selling days from July 2024 to June 2025 have fluctuated within a range of about 42 to 51 days each month. July 2024 was the longest at 51.3 days, and by June 2025 it had shortened to 42.7 days (ref:12).

There is also a view that high-quality used cars that are 3 to 5 years old will become harder to find in the future. This is because new-car supply for those model years had decreased due to supply chain disruptions, and cars from those model years face fierce competition in the market and are said to more easily maintain relatively good prices (ref:13). Checking whether the model year of your own car falls within this range will give you a useful basis for deciding whether to sell.

Seasonality around EOFY

The end of the financial year (EOFY) is 30 June each year. During this period, demand for used cars rises because dealers run stock-clearance sales and companies buy vehicles for tax-saving purposes. In July 2025, used-car sales nationally totalled 206,216 vehicles, turning to a 2.8% month-on-month decline after the EOFY peak in June (ref:2).

In the period from May to June just before EOFY, there tend to be more buyers, and sales can also move more quickly. Conversely, from July onwards, demand settles down, so it can be a time when you are at a disadvantage in price negotiations. If you are not in a hurry to sell, waiting until the next EOFY season is one option.

Points to note to avoid failure

Name change and payment problems

If you fail to complete the name transfer after selling a car, fines for offences committed by the buyer may be sent to the seller. In Victoria, both the seller and the buyer must sign the “Notice of Transfer of Registration”, and the buyer is required to submit that notice and the roadworthy certificate to VicRoads within 14 days. You are required to check the procedure so that you are removed from your own name as of the date of sale (ref:6).

In private sales, issues such as forged roadworthy certificates, odometer rollback, and outstanding finance are cited as problems (ref:9). As the seller, thoroughly following basic rules such as not handing over the vehicle before receiving payment, and only giving over the keys after confirming the bank transfer has been credited, helps avoid trouble.

Unlicensed selling and legal risks

Even as a private individual, the act of repeatedly buying and selling vehicles to make a profit may be regarded as unlicensed dealer activity. In the Gold Coast, a person who sold cars without a motor dealer licence was sentenced to six months’ imprisonment at Southport Magistrates Court. This was the person’s fourth prosecution by the Queensland Office of Fair Trading since 2019 (ref:7).

Selling just one’s own car is usually not a problem, but legal risks arise in cases such as selling multiple vehicles within a short period. It is essential to check in advance the fair trading laws and motor dealer regulations of each state, and to be careful not to fall within the scope where a licence is required.

Conclusion

To sell a car for a higher price, it is essential to understand market supply and demand trends, set a price based on the going market rate, prepare the paperwork, and choose a sales method that suits you. Private sales are best for maximising your take-home amount, dealer trade-ins are convenient, and auctions have the advantage of speed and national exposure.

In terms of timing the sale, you can move more advantageously if you also take into account demand fluctuations around EOFY. Be sure to also deal with ownership transfer and legal risks, and achieve a sale you are satisfied with.

Comparison of 4 Ways to Sell Your Car for a Higher Price