Insights

Price differences between European used-car markets are creating cross-border sales opportunities for dealers, especially for electric vehicles (EVs). However, after identifying these opportunities, utilising them efficiently and at scale can present a challenge. Tom Hooker, Autovista24 journalist, explores the topic at this year’s Used Vehicle Retail Summit. Different European used-car markets can see varied metrics in terms of pricing, stock days and residual values (RVs). This regional difference also applies to EV demand, which is seeing variable adoption rates across the continent. For example, the average trade RV of 36-month-old battery-electric vehicles (BEVs) at 60,000km diverged between neighbouring countries in March. According to Autovista24's Monthly Market Update, this value sat at €16,371 in France, while in Spain, BEV RVs stood at €24,553. The average number of days needed to sell a two-to-four-year-old BEV also experienced contrasting results across Europe in the month. The turnover rate was 84.2 days in France, compared to an average of 58.8 days in Germany. In this context, cross-border remarketing can unlock potentially untapped value. It allows sellers to capitalise on locations where EV demand is greater, prices are higher, and stock days are lower. It also presents an opportunity to move models away from a market experiencing stagnating demand or oversupply. Cross-border opportunities ‘Supply and demand levels in every single market are continuously evolving and changing. It is simply impossible to manually monitor supply and demand for each market continuously. You need technology,’ outlined Jan-Willem Seeder, founder and CEO of JP.Cars, in his presentation. ‘If you are not using technology, you are always reacting to the market. The concept of supply, demand and marketability is not so complex. The complexity is seeing and monitoring it in real time,’ he noted. Continuously evolving supply and demand can cause different outcomes in each country, even for the same model. Seeder stated that in Germany, all the signals clearly show that [EV] demand significantly outpaced supply. Turnover rates increased, stock indexes dropped, selling indexes rose significantly, and prices went up as well,’ stated Seeder. Jan Willem Seeder, founder and CEO of JP.Cars. ‘If you must buy a BEV in Germany, given these signals, I can imagine it is a very tight market today,’ he said. ‘The question might be, where can I source these cars? Maybe there are markets with other supply and demand ratios across Europe where you could potentially buy similar cars.’ He recognised that there are markets in Europe where supply and demand ratios are different from those in Germany. There could be buying opportunities in numerous markets where buyers could source vehicles. ‘If you have purchased cars for 100 years from a single source in Germany, and that source is providing you with EVs, you will have a very hard time. The market is not local anymore; the market is international,’ he commented. Optimising cross-border adverts Rolf Westgeest, founder of Eurostocks, focused on how cross-border transactions operate on classified marketplace portals. These online platforms allow buyers to search listings and contact sellers directly, rather than purchasing through the platform. ‘There are two things in cross-border trade you can do as a car dealer or retailer. You can go on the auction side with lower prices and fast sales. Or you can go to the classified marketplace portals. It is a higher price, but it could be slower sales of 30 days, 90 days or one year.’ So, if dealers want to benefit from these higher prices, they will need to navigate potentially slower sales. Westgeest highlighted multiple areas where dealers can improve. From left to right: Rolf Westgeest, founder of Eurostocks. Michel van Roon, founder and co-owner of Novatrade24. Westgeest explained that having adverts appear at the top of search queries can help tackle delays. Photo quality and selection can make a big difference in achieving a high search ranking. The number of reviews under a dealer's profile is also important. Using analytics provided by the portals can help optimise every advert, too. Despite all this, lead response times can often be the deciding factor. ‘After one hour, 50% of the leads are lost because they are already in a conversation with somebody else. In these portals, people send multiple emails to different dealerships selling the same cars. The first one to respond can make the appointment and win the sale,’ Westgeest told the audience. Overall, Westgeest highlighted that cross-border sales do not need to be difficult, especially when using marketplace portals. Dealers will see the best results if they choose the right cars, tools, and strategies for online advertising. Cross-border risks Alongside benefits, cross-border used-vehicle sales can also come with some legal risks. This can include unintentional participation in value-added tax (VAT) fraud schemes or money laundering ploys. Michel van Roon, founder and co-owner of Novatrade24, explained that this possibility has caused dealerships to hold back. ‘By not participating [in cross-border sales] dealerships leave money on the table, because they are afraid of getting trapped into these schemes. If you want to step into that game, you need to know the rules. You must keep in mind that the tax authorities will have one question. Did you know or could you have known that your buyer was a criminal?’ outlined van Roon. From left to right: Michel van Roon, founder and co-owner of Novatrade24. Rolf Westgeest, founder of Eurostocks. Van Roon then outlined the evidence dealers must provide to apply the 0% VAT rate when exporting vehicles. The information and research required is extensive. He also noted that the person responsible for this in a dealership is usually a salesperson. ‘If you look at how much time you take in getting leads, a salesperson should not chase documents. They should chase leads. That is their job. So, if you look at this cross-border trade process, it is full of friction,’ he commented. Is cooperation the key? Van Roon suggested that dealerships in the automotive industry cooperate on this issue. To solve it, digital platforms can be used to simplify cross-border vehicle trading. These platforms manage the legal, administrative, and transaction processes between buyers and sellers in different countries. This can make dealers more confident when participating in cross-border sales. It can also increase trust between dealers, tax authorities and banks. ‘Cross-border compliance does not need to hold you back from doing the trades you need to do to get the best results. But beware of the consequences and requirements,’ warned van Roon. Together, these sessions highlighted a clear opportunity in the European used-car market. Price fragmentation, especially among EVs, is creating significant opportunity for sellers. However, only those with the right tools and processes to act across borders stand to benefit.

Are levels of supply and demand balanced across major European used-car markets? Alongside regional experts, Autovista24 editor Tom Geggus explores the data from March in the latest Monthly Market Update. There were positive developments in both supply and demand across many major European used-car markets during March. Key performance indicators, including the sales-volume index (SVI) and the active-market volume index (AMVI) in many countries, reveal an emerging balance. Cars 24 to 48 months old saw dealership sales increase compared to February in four of the seven observed markets. While changes in France and Italy were marginally negative, the UK saw a double-digit decline. However, the country also saw one of the biggest stock day improvements, with cars taking less time to sell. Changes in the SVI were more uniform across markets when compared with March 2025. Only Italy saw the indicator drop, with a small 1.1% fall. Meanwhile, Germany, the UK and Spain all recorded double-digit increases. Five of the seven observed markets saw year-on-year AMVI growth, exceeding the SVI performance as more used-car adverts appeared. This reveals a normalisation in supply, which was mirrored in the month-on-month results. Only the UK saw a downturn within this comparison. So, many major used-car markets are seeing greater balance in the supply and demand of used cars. However, if supply outpaces demand, residual values (RVs) will feel greater pressure as stock levels exceed the number of buyers. Austria sees stronger turnover Austria’s SVI for two‑to‑four‑year‑old passenger cars continued to improve in March. After a strong rebound in February, the metric increased by 7.1% month on month. Compared with March 2025, the SVI was 3.2% higher, marking an improvement from the year‑on‑year decline reported in February. The AMVI also edged slightly higher. It recorded a 1.7% month‑on‑month increase and a 3.7% year-on-year rise. This confirmed that stock was above last year’s levels. ‘Turnover strengthened noticeably in March,’ highlighted Robert Madas, regional head of valuations. ‘The average time needed to sell a car dropped to 69.7 days, a significant seven‑day month-on-month improvement. Compared to March 2025, days to sell were broadly stable.’ Diesel models took the lead in turnover speed again, with an average of 65.2 days to sell. This was followed by petrol cars taking an average of 70.6 days to sell. Then came plug-in hybrids (PHEVs) at 73.5 days, followed by battery-electric vehicles (BEVs) at 75.7 days. This was a significant improvement of 13.1 days from last month. Full hybrids (HEVs) took the longest time to sell at 79.4 days. Pricing dynamics showed slightly increasing developments. The average trade RV of 36‑month‑old cars at 60,000km increased to €23,070, up 2.1% month on month and 7.8% year on year. Structural depreciation pressures RVs as a percentage of retained list price (%RV) improved to 47.3%, up 0.2 percentage points (pp) compared to February. Year on year, %RVs decreased by 0.7pp, pointing to ongoing structural depreciation pressure amid rising supply and normalising demand. List prices remained at elevated levels, climbing to an average of €48,765, an increase of 1.8% month on month and 9.3% higher year on year. HEVs retained the highest trade value at 50.5%, followed by petrol cars at 49.4%. Then came diesel models with 48.2% and PHEVs with 45.4%. BEVs held the lowest %RV once again, at 37.7%. ‘The RV outlook remained broadly unchanged. %RVs are forecast to decline gradually over the coming years as supply normalises further,’ Madas said. In December 2026, a 0.5% year-on-year decline is forecast. This decline is expected to accelerate to 0.7% in 2027, indicating a slow but steady downward trajectory in retained values. This is consistent with a market that is more balanced and less supply-constrained than in recent years. France sees RV bounce ‘RVs fell slightly in France during March, compensating for the slight increases recorded in previous months,’ explained Ludovic Percier, senior RV analyst for France. ‘This brought the overall RV trend back to levels seen in November 2025.’ Petrol-powered car values decreased marginally but were stable compared with November 2025. Overall, the fuel type has seen a level RV performance, while other powertrains experienced larger decreases. Additionally, petrol is still offered by many manufacturers while diesel models are getting rarer. Diesel recorded a slight RV fall in March but still did better than at the end of 2025. The fuel type continues to see demand in the used-car market. Fleets are also not buying as many new diesel-powered cars as they have previously. HEVs saw a small value drop last month. The powertrain has been gaining popularity among manufacturers as they offer more models with the technology. This means more HEVs on the used-car market, with most of these new entrants being from established brands. Toyota continues to lead the way on the used HEV market. In recent months, three Toyota models have appeared in the top five fastest-selling ranking for the powertrain. Overall, used HEVs are still in demand in France, but carmakers cannot risk adding big price premiums to these models. This would jeopardise their value retention. PHEV supply and demand imbalance The supply and demand for PHEVs remains imbalanced. In previous years, many vehicles were sold to fleets on the back of fiscal advantages, with a high list price on the new-car market. This strategy explains such low RVs. Vehicles offering an electric-only range of below 60km have been most affected. PHEVs were once again among the slower-selling used cars in France. There was a decline in average days to sell in March as more of these models came back from leasing. Compared with newer PHEVs, the electric range of these older units is not as substantial. Larger electric ranges have supported the value retention of more recent plug-in hybrids. BEV values were stable after months of declines. Three years ago, models were being launched with greater ranges. The impact of this can now be seen on the used-car market, with these cars retaining slightly more value. BEVs from lower segments with smaller list prices and lower ranges have been impacted more by the environmental bonus and the social leasing scheme. Upper segments have not yet been affected by the fiscal advantages for fleets. Those vehicles will come to the used-car market in early 2028. ‘BEVs continued to struggle, spending 84 days on average in stock, compared with the overall market average of 66. The powertrain also retained 35.6% of its new car list price after 36 months and 60,000km in March. This was compared to the overall market’s 50.7%,’ Percier outlined. Increased used-car demand in Germany Used‑car demand in Germany increased again in March following a strong rebound in February. The SVI rose by 28.8% month on month. Demand remained well above last year’s level, with the SVI 32.4% higher year on year, indicating a stronger market than in early 2025. ‘Supply conditions also continued to stabilise,’ said Madas. ‘The AMVI was up slightly by 0.9% month on month and 21.2% higher year on year. This confirms a further expansion of available stock and ongoing normalisation of used‑car supply.’ The average number of days needed to sell a used car hit 65.5 days, a 2.8‑day improvement month on month. However, this was 3.9 days longer than a year ago, signalling that despite improved turnover, the market remains slower. Looking at powertrain performance, BEVs were the fastest-selling technology, taking 58.8 days to leave forecourts. Then came PHEVs at 62.4 days. Diesel cars followed at 64.5 days, while HEVs took 66.4 days. Petrol-powered cars sold the slowest, at 68.6 days. RVs still under pressure RVs remained under pressure in the country, as %RVs fell to 46.5%. This was down 0.3pp month on month and 1.1pp year on year. Absolute trade RVs also decreased to €21,532, a 1.4% decline month on month, though still 1.1% higher year on year. ‘Meanwhile, list prices dipped to €46,345, down 0.6% from February, but remained 3.6% higher compared to a year ago. This continued a long‑term upward trend in new‑car pricing,’ Madas commented. By fuel type, petrol-powered cars continued to lead with a %RV of 48%, followed closely by diesel at 47.8% and HEVs at 47.2%. PHEVs held on to 43.1% of their value, while BEVs remained the lowest at 37.1%, maintaining the powertrain gap observed throughout 2025. Looking ahead, gradual downward pressure on %RVs is still expected as supply normalises further. By the end of 2026, %RVs are projected to decline by 1.6% compared with December 2025. Pressure is predicted to ease somewhat in 2027, with a smaller decline of 0.9% expected. This indicates ongoing RV strain, driven by recovering supply, normalising demand, and elevated list prices. Weaker Italian market? ‘The Italian used-car market continued to show signs of weakness in March. This confirmed a negative trend which has been persistent for several months,’ explained Marco Pasquetti, cluster head of forecasting for Spain and Italy. The SVI indicates overall demand stability. Levels were slightly lower than both February 2026 and March 2025, but the drops cannot be considered particularly significant. As for sales pace, the average days to sell stood at 59.1 days. This marks an increase of 1.7 days compared to the previous month, yet still 6.4 days fewer than in March 2025. Based on the latest figures, the outlook for the end of 2026 remains negative. Compared with 12 months ago %RVs were down. Levels fell from 48.8% in March 2025 to 45% a year later. PHEVs saw the most pronounced %RV drop, down 5.2pp to 39.1%. BEVs also saw value retention fall, down 2.7pp to 28.3%, confirming a general cooling in demand for electric powertrains. Spain regains momentum ‘After a more subdued January, the Spanish new-car market appears to have regained the momentum it ended 2025 with,’ said Ana Azofra, regional head of valuations and insights. ‘In February, 97,082 units were registered, representing a 7.5% year-on-year increase, confirming the market’s positive trend.’ Electric vehicles (EVs) continued to be the main driver of sales, with registrations increasing by 21.6% year on year. This meant BEVs and PHEVs took a 21.6% market share in February. This momentum is expected to increase once the regulatory framework of the new Auto+ Plan is announced. It will not only incentivise the purchase of BEVs and PHEVs but also the installation of home charging points. In addition, rising fuel prices are likely to further increase interest in EVs. Stable used-car market ‘Used‑car sales have not followed the same trend in the first few months of the year. The market currently appears more stable,’ said Azofra. ‘Transaction prices have remained broadly stable, having changed by approximately €10 since February’s report.’ Specifically, the average price of a typical three-year-old used car at 60,000km, traded between professionals, is just under €20,342. This resilience means prices remain 2.4% above the level recorded in March 2025. As recorded by the AMVI, a 6.8% increase in supply is helping support price stability. However, performance varied by powertrain. Petrol, diesel and HEV models have seen positive value retention, while BEVs and PHEVs recorded marginally negative adjustments. Month on month, the absolute RVs of PHEVs dipped by 0.6%, while BEVs experienced a larger fall of 2.4%. However, both powertrains saw levels remain well above those recorded in March 2025. Despite these minor adjustments, significant declines are not expected. This follows the improvement of a key-performance indicator in March: the number of days needed to sell a used car. The current average time stands at 78.8 days, ranging from 86.2 days for BEVs to just 69 days for full hybrids. As a result, the ranking of the fastest‑selling models in March was led by the Toyota RAV4. Leading the HEV category, it took only 13.2 days to sell. It was followed by the Hyundai Ioniq and Hyundai Kona, with 41.2 and 42.8 days, respectively. Switzerland sees demand improvement Used‑car demand in Switzerland continued to improve in March following a recovery in February. The SVI rose by 1.3% month on month. Compared with March 2025, this key-performance indicator for demand was 2.4% higher. This confirmed a growing trend after the disruption seen at the start of the year. Supply conditions also improved slightly. The AMVI was up 0.8% month on month and 3% year on year. This indicates that stock remains above last year’s levels, supporting broader market stability. Madas confirmed that: ‘%RVs continued to decline in March. The average %RV for a 36‑month‑old car at 60,000km dropped to 41.5%, representing a 0.2pp decline month on month and a 2.6pp decline year on year. There is persistent depreciation pressure in Switzerland, driven by rising list prices and more balanced supply and demand.’ HEVs retained the most value of any powertrain in March by far at 46.7%. Then came petrol-powered cars at 42.9%, diesel-powered models at 41.3% and PHEVs at 39.4%. BEVs continued to be the worst-performing powertrain, holding only 35.5% of their original list price. Slower value descent forecast Absolute trade RVs increased slightly to CHF 26,716 (€29,036). This was up 0.9% compared with February, and 2.4% higher than a year ago. Rising list prices continue to support absolute used‑car values despite the downward movement in %RVs. List prices climbed to CHF 64,368, a 1.3% month‑on‑month increase and a strong 9% rise year on year. The average time needed to sell a used car stood at 77.8 days. This was a marginal improvement of 0.1 days month on month and a stronger 0.5‑day improvement year on year. This indicates that turnover is holding up reasonably well despite ongoing value pressure. BEVs sold fastest at 73.4 days, followed by petrol cars at 76.4 days and by HEVs at 78.2 days. This was followed by diesel cars at 79.7 days. PHEVs took the longest to leave forecourts at 88.8 days. ‘Looking ahead, %RVs are forecast to decrease further in the coming years, but at a slower pace,’ Madas outlined. ‘By the end of 2026, %RVs are expected to fall by 1.5% compared to December 2025. A further 0.5% drop is anticipated in 2027.’ UK feels plate-change effect ‘RVs in the UK continued to trend downwards in March, albeit marginally,’ said Jayson Whittington, regional head of valuations for the UK. ‘RVs presented as a percentage of retained list price after 36 months and 60,000km declined by 0.7pp compared with February.’ Petrol and PHEV values saw the biggest declines in the country, down by 0.6pp and 0.7pp, respectively. Meanwhile, BEVs bucked the downward trend with a 1.1pp rise. However, it is important to remember that the month’s plate-change effect can mask true market performance. In March, a car registered three years ago will display a 23 plate, yet in February, a three-year-old car would show a 72 plate. This plate distinction commands a higher value in the region of 3pp. So, without the plate-change effect, there would have been a greater decline compared to February. A direct comparison with March 2025 shows market-wide %RVs fell by 2.8pp. Across all powertrains, vehicles averaged 39.5 days to sell, improving by 6.5 days month on month. BEVs once again recorded the fastest turnaround at 33.9 days. Sales activity softened. The SVI dropped by 11.3% compared to February. Most fuel types experienced a significant reduction, except for BEVs, which recorded a 3.6% increase. The overall AMVI showed a marginal advert reduction of 1.1%, which indicates reasonable supply stability. The volume of BEVs increased this month by 13.6%, as dealers took advantage of the increasing popularity of the powertrain. Overall, March brought improved stock turnover but weaker RV performance in the UK. It will be interesting to monitor vehicle supply in the coming weeks. Part exchanges and lease de-fleets generated by March’s plate change will begin hitting retail forecourts.