Press release

British car buyers turn their back on haggling

56% of recent car buyers paid the asking price or more (including add-ons).

  • 71% of younger car buyers are put off from price negotiation as it makes them feel uncomfortable
  • Online research now used to find most competitive deals as car dealers price more transparently

Often considered the traditional way to get a good deal on your next car, the art of haggling has been closely associated with the car buying experience for decades. But according to Auto Trader’s new Market Report, the art of haggling seems to be on the decline, with 56% of car buyers who bought a car in the last six months claiming to have paid the asking price or more (including add-ons) – which is 12% more people than last year.

Now released twice a year, around the new registration dates – Auto Trader’s Market Report suggests that for many, haggling on price is an unpleasurable process. Over a third of UK car buyers surveyed (34%) identified haggling as a more uncomfortable experience than asking for a pay rise at work, complaining about food in a restaurant or even asking for a free upgrade on a flight.

51% of female car buyers agreed that more often than not, they would not negotiate when it comes to price as it makes them feel uncomfortable, in fact – over a quarter of women claimed they would rather go to the dentist than buy or sell a car – with more woman even claiming to be more confident in buying a house than purchasing a new vehicle.

Nearly three quarters (71%) of young car buyers within the Millennial age group also claim to be put off from price negotiation for the same reason – with haggling identified as a process they simply aren’t comfortable doing.

But it appears to be an experience that more car buyers are avoiding, as more detailed online research is replacing physical negotiations on price, which is signalling the end of haggling all together.

The reason why the majority of consumers aren’t haggling could be explained by a different approach to car buying shown by the Millennials. 67% of recent car buyers aged 17- 24 claim to have paid the asking price or more, and it’s a percentage that declines with a car buyer’s age.

Nathan Coe, Auto Trader Operators Director, said, “Consumers are now approaching car buying in the same way they do with most other large purchases. Online search has evolved to the point where consumers can compare cars of the same age, similar mileage and engine size – amongst a huge variety of other variables that could affect price – and when these searches are more comprehensive: prices become more transparent.”

“As consumers and car dealers have the same expectations on price, the need for awkward haggling that has become intrinsic to the car buying process is eliminated – as both parties have easier access to clear information on car price comparison.”

Auto Trader’s Market Report reveals that almost a quarter (24%) of Millennials claim to have used a mobile to price check cars they see on a forecourt with similar online models, with 66% of all UK car buyers claiming they would consider doing so in the future.

80% of car buyers using a mobile device on a forecourt use it for checking prices – which is alleviating anxieties about not getting a fair deal or simply paying too much for a car.

In response to this change in car buying behaviour, car dealers are becoming more competitive with pricing, acknowledging that prices are now more transparent and easily comparable – not only within their geographical area – but against the entire online UK car market.

CarShop, one of the UK’s largest car supermarkets, has developed a team of Pricing Analysts to monitor the market daily, and make adjustments accordingly – but it has also encouraged consumers to do online research in its stores.

Leo Nelson, Marketing Director of CarShop, said: “The key success of this strategy has come in the form of communication and transparency; and as a result, we have seen a reduction in the number of people expecting to be able to haggle over price, or ask for a discount.”

“We are aware that customers have access to information, and are not afraid to use it. But because we believe in our product and pricing, we have implemented customer WiFi in our stores to help customers reaffirm that haggling is not necessary, and alleviate any concerns.”

For most consumers however, the perception of uncomfortable experiences with car buying is far worse than the reality. 33% of consumers claimed that their perception of negotiating on price with a car dealer would be unpleasant – yet just 17% claimed to have experienced an uncomfortable haggling experience in the past.

These negative perceptions could be lifted in light of the new changes the industry is currently going through, as car buyers become more informed and digital platforms offer more transparency and clearer information for a new generation of car buyers.

Whether haggling still has a role for some car buyers in the future remains uncertain, but it would seem that for the Millennials who rely on online information more than any other source, the continued growth of this trend could eliminate the need for face-to-face car price negotiation forever.

 

Notes to Editors:

In January 2016, Auto Trader surveyed 5,000 consumers with a UK driving licence about their car buying behaviours, as well as their experiences and perceptions about the car buying and selling processes.

Statistics for consumer mobile usage are highlighted from the Auto Trader Mobile Usage Research study, conducted in October 2015.

 

About Auto Trader

Auto Trader Group plc is a 100% digital business having successfully completed the transition from a print title in 2013. Auto Trader sits at the heart of the UK’s vehicle buying process and operates the UK’s largest digital automotive marketplace.

Auto Trader’s primary activity is to help vehicle retailers compete effectively on the Marketplace in order to sell more vehicles, faster. The Marketplace brings together the largest and most engaged consumer audience. Autotrader.co.uk attracts around 43 million monthly cross-platform visits on its sites, with around 68% of visits coming through mobile devices, with the largest pool of vehicle sellers (listing more than 420,000 cars each day). In fact over 80% of all time spent on classified sites is spent on Auto Trader. The Group does not buy or sell any vehicles itself.

Auto Trader has around 92% prompted brand awareness in the UK, with 80% of UK retailer forecourts advertising via the website and around 65% of UK used car transactions involving cars listed on autotrader.co.uk.

Auto Trader’s market-leading position enables it to generate and collect large amounts of data on the UK’s automotive marketplace and leverage it to create a suite of services that allow retailers to:

  • BUY – buy the right vehicles, at the right price
  • MARKET – market their brands and businesses effectively in the digital world
  • SELL- sell more vehicles through advertising on the UK’s largest digital automotive marketplace
  • MANAGE – optimise their stock turn and vehicle margin.

For all media enquiries, please contact:

press@autotrader.co.uk

Ben Darby, PR Manager

Benjamin.darby@autotrader.co.uk – 07703767099

Laura Harvey, Head of Communications

Laura.harvey@autotrader.co.uk

Premium German marques dominated the saloon market last year, but which model was most popular on Auto Trader? Congratulations to @BMWUK_ because the brilliant 3 Series took the top spot 😎 https://t.co/PuqN3FML3Q
If you're a franchise or group dealer and would like to find out how you could save £31 per standard move, don't miss out on today's Motor Trade Delivery webinar at midday. Tune in here: https://t.co/LbG6ZnKCec https://t.co/gdCYbban9D
Are you a franchise or group dealership moving vehicles? On average, you can save £31 per standard move with our Motor Trade Delivery offering. Join our webinar tomorrow at midday to find out more. Register here: https://t.co/LbG6ZnKCec https://t.co/R89p5JhCew
With the Finance & Leasing Association announcing the consumer car finance market grew 1% in December, lets look at 2018's most searched for models on finance. Leading the top 5 is the iconic @UKVolkswagen #Golf https://t.co/DCRLNJNM9T
Huge congratulations to everyone at @swanswaygroup for Best Dealership, it's massively deserved. We're delighted to hear how impactful stocking new cars on Auto Trader has been for the business - the perfect example of digital best practice! 🍾 https://t.co/KKm9EYRcpI
Thank you to the @RMI_NFDA team for another excellent #DrivingDigital. Nathan Coe took to the stage this morning to discuss the key changes in the industry & Ian Plummer joined @NFDASueRobinson to share new car opportunities. Looking forward to next year already! https://t.co/kyWdWhiCNs
Don't miss Catherine Faiers on @BBCRadio4's #BriefingRoom at 8pm this evening. She joined the @FT's @Petercampbell1 & Ian Henry of AutoAnalysis to discuss what's on the horizon for the UK automotive industry. You can tune in live here https://t.co/OX7HO8bSLP https://t.co/ZfRrZGAqlO
Good morning! 15 mins to go before our first #ARNLive of 2019. Don't miss out on tips & helpful guidance on hitting your targets. Tune in here https://t.co/K7xuX0IA0p https://t.co/pSt9p565qP
According to today's new car registration figures for January, the market saw a -1.6% dip on last year. However, it's been a strong start for alternatively fuelled vehicles which recorded a +26.3% increase on January 18. You can read our response here: https://t.co/M5DJiNsIBx https://t.co/4MuGEhWiMZ

Auto Trader Group plc
Registered in England (Company number: 09439967)

Auto Trader Limited
Registered in England and Wales (Company number: 03909628)

Registered address:

1 Tony Wilson Place
Manchester
M15 4FN
VAT number: GB 614 8918 20

Keep in touch

We use social media to speak to the UK’s largest car buying audience