TRUST DRIVES
THE TRADE:
What the 2025 Car Buyer Journey Reveals
Trust plays a critical role in how consumers research, value, and sell their vehicles. The 2025 Cox Automotive Car Buyer Journey Study shows that familiar, data‑backed valuation tools influence where and how sellers choose to dispose of their vehicles. For dealers, this creates an opportunity to engage potential customers earlier using tools consumers recognize and trust.
KEY TAKEAWAY #1
Sellers Trust Kelley Blue Book
The study shows that 63% of consumers who sell their vehicles—and 72% of consumers who trade in their vehicles—to a dealership use Kelley Blue Book during the shopping process. Kelley Blue Book is the valuation source shoppers trust when deciding to sell or trade.
63% of consumers who sell their vehicle to a dealership use Kelley Blue Book.
WHAT DEALERS CAN DO
Anchor your trade-in conversations in Kelley Blue Book values to better align with seller expectations. Use tools like Kelley Blue Book® Instant Cash Offer to engage sellers at the moment trust matters most.
KEY TAKEAWAY #2
KBB.com Is the Top Source for Vehicle Valuation
The study shows that KBB.com is the single leading website source consumers use for vehicle valuation. When dealers reference the same valuation source consumers use, trust increases and negotiations move faster.
KBB.com is the single leading source for vehicle valuation.
WHAT DEALERS CAN DO
Ground your valuations in Kelley Blue Book data, then use Kelley Blue Book® Instant Cash Offer to carry that trust through to a cash offer.
KEY TAKEAWAY #3
Cash Offers Are a Core Part of Vehicle Disposal
The study shows that 53% of consumers who sold or traded in a vehicle received a cash offer, highlighting how sellers increasingly expect a clear, concrete value when deciding where to dispose of their vehicles.
53% of consumers who sold or traded in a vehicle received a cash offer.
WHAT DEALERS CAN DO
Make cash offers a visible, standard part of your acquisition strategy. Use Kelley Blue Book® Instant Cash Offer to provide a transparent, data-backed option that builds confidence early in the process.
KEY TAKEAWAY #4
Consumers Prefer Familiar, Trusted Tools
The study shows that consumers who trade in their vehicles most often use Kelley Blue Book® Instant Cash Offer to complete their vehicle disposal. This matters because familiarity drives action. Sellers are more likely to complete the process when it feels familiar and credible.
Sellers use Kelley Blue Book® Instant Cash Offer most often to complete their vehicle disposal.
WHAT DEALERS CAN DO
Treat Kelley Blue Book® Instant Cash Offer as a primary acquisition channel. Extend offers across digital, service, and in-store touchpoints to capture seller intent wherever it starts.
THE AUTOTRADER AND KELLEY BLUE BOOK ADVANTAGE
64%
of shoppers use Autotrader and KBB.com during their shopping process.
Together, Autotrader and Kelley Blue Book drive nearly twice as many vehicle purchasers to dealerships than other third‑party listing sites.
WHAT THIS MEANS FOR DEALERS
For 100 years, sellers have trusted Kelley Blue Book when deciding where to sell or trade. Meeting that trust with Kelley Blue Book® Instant Cash Offer helps dealers engage earlier, manage expectations, and win more trade opportunities.