The "swapper" has always been a core element of automotive retail. The part-exchange process is intrinsically linked to securing a new car sale and many trade-ins are quality stock for the forecourt. However, with unwanted part-exchanges, turning the vehicle into cash as quickly as possible has to be the goal. Guy Thomas, head of product for BCA, said the critical steps for dealers are accuracy, a realistic valuation and making an informed decision to retain or trade. He said: "If the vehicle is not retained for retail then it must be remarketed quickly and efficiently for the best possible price."
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