Challenges were abundant for auto retailers in the latest Cox Automotive Dealer Sentiment Index, and that includes the used-car department of the dealership.

But despite hurdles around supply and affordability concerns, there were some glass-half-full findings in Cox’s analysis of the used-car market in the third quarter.

The used-vehicle sales index in the report came in at 43, down 1 point from the second quarter and down 3 points year-over-year. However, that’s steadier than the new-car sales sentiment reading, which fell 3 points from Q2 and 8 points from Q3 2025, according to the report.

As Cox Automotive points out in a list of dealerships inventory indicators and trends, used-car sales are steady, relatively speaking.

“Used-vehicle sales changed little, making the used market more stable than the new-vehicle side,” Cox said.

With high prices and interest rates, dealers say customers are keeping their vehicles longer, Cox said, meaning trade-ins and “desirable” used-car supply could be limited.

Experts add, “inventory mix matters more than total supply,” noting that “A more selective, value-conscious customer base suggests dealers may have adequate inventory overall but still face shortages of vehicles at the price points buyers want.”

Still, Cox called pre-owned inventory “a relative point of resilience.”

Experts added, “Stable used sales and demand for affordable transportation support the used department, provided dealers can source vehicles that fit consumer budgets.”

And there’s the opportunity for dealers: addressing the budget concerns of used-car shoppers in their inventory decisions. Cox is finding that dealers are turning to service lanes and CRMs to find customers who have these vehicles in their driveway.

In emailed comments, Cox Automotive senior vice president of dealer, lender and inventory management solutions Derek Hansen said: “For dealers who want to grow used-vehicle sales, it’s all about inventory that fits the budget-challenged realities of today’s buyers.

“We’re seeing more dealers find success acquiring this inventory through customers in their service lanes and CRMs,” Hansen said. “In this environment, it’s important that dealers provide an appraisal process and related offers that are realistic for the car, as well as the owner’s expectation for what the vehicle’s worth.

“The higher the level of convenience and transparency dealers provide in these conversations, the greater the likelihood that they’ll win more cars and customers.”