CarMax, which bills itself as the nation's largest retailer of used cars, regularly publishes a monthly list of the most searched for features in used cars. Let's look at these most popular used car features and how you should approach them from both a buyer's and seller's viewpoint. All features are not created equal.
- Leather Seats
Buyers: Not all leather is created equal (ever feel a $99 leather jacket vs. a $500 version?) It's important to check for cracks and other flaws in the leather, such as patches and unexplainable stains that could indicate water problems. Also, the condition of the leather can indicate how the car was stored. Cracked, bleached out seats typically do not occur in a car that spent most of its time in a garage.
Sellers: Obviously you need to mention this first in your ad if your seats are in good condition. When it's done right, leather is the best automotive seating surface. Treat it with a modicum of respect and it's going to hold up for years (unlike its cloth counterpart). People like leather and are willing to pay more for it. Take advantage of that.
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Navigation Systems
Buyers: Why are you even searching for in-car navigation systems? Most are going to be obsolete in used cars more than four years old, unless you can directly download upgrades. Absolutely beat up the owner over price if a navigation system is part of the package. Refuse to pay for it if the navigation cannot be easily updated.
Sellers: You absolutely have to market an in-car navigation system and hope your future buyers haven't read the previous paragraph. Unsophisticated buyers are not going to know portable systems are out there for a few hundred dollars that are upgradable. However, if a buyer does give you a hard time, cave and say you'll throw in the nav system for free.
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Sunroof
Buyers: Frankly, I wouldn't buy a used car with a sunroof because I'm tall and it takes away need headspace. But if it's your cup of tea, you absolutely need to test a sunroof before buying a used car. A simple way to do this is by aiming a hose at the sunroof. If the owner doesn't have a hose, run it through a car wash. Look for leaks. A sunroof that leaks is an absolute nightmare and can ultimately destroy the interior of your car.
Sellers: Make sure your sunroof is in good shape before selling your used car. If it is, play up the appeal. Most people find them appealing.
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3rd Row Seat
Buyers: If you're looking at a used SUV with a third-row seat, have the weaker of the two spouses or partners attempt to set up and close the third row. The best third rows work via levers and not electronics because they are most susceptible to breaking. Also, don't buy a third row that requires the entire unit being removed. It is the most impractical feature you will ever encounter on a used SUV.
Sellers: Clean the third row before trying to sell your used vehicle. Make sure it's spotless. Sure, people with kids are probably buying your used SUV and can relate to a mess, but it's a big turnoff when shopping.
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DVD Video System
Buyers: In-car electronics more than four years old are prone to expensive failures. It's a crap shoot if the DVD video system you are looking at is up to a sustained challenge because used cars are difficult environments for electronics because of temperature swings and poor road services. If you're really craving a DVD video system, consider buying an aftermarket model that hangs off the front row seats.
Sellers: In no way should you guarantee a DVD video system in a used vehicle you are selling. Make sure you sell it "As is." All electronics in a used car should be sold as is. Just make sure the electronics are in working order before you sell them.
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Automatic Transmission
Buyers: Make sure you have a qualified mechanic inspect the transmission. It's a costly repair.
Sellers: You don't need to advertise your used car has this feature. It's really only noteworthy when your used car doesn't. However, do trumpet any recently rebuilt or replaced transmissions. This is never a bad thing.
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Tow Hitch
Buyers: Your absolute first question has to be, "What did you tow?" Find out the weight capacity for the vehicle. Odds are it was exceeded. Also, a tow hitch is not enough by itself if heavy-duty towing was involved. Consult an expert on that kind of towing. Frankly, unless you're experienced in towing and plan to do a lot of it, stay away from passenger vehicles with tow hitches.
Sellers: Be prepared to demonstrate you properly towed with your hitch. Know your vehicles towing limits. Don't try to hide anything. Transparency will only help your sale.
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Seat Heaters
Buyers: This is a great feature. You'll love it if you've never had it. The best seat heaters stay turn themselves on when the car starts.
Sellers: If you live in a region where folks like heated seats, place this at the top of your listing.
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Four-Wheel Drive
Buyers: Most buyers don't really need four-wheel drive. Assess your reasons for wanting it. Your fuel economy is going to suffer from having it for all the times you will probably use it. If you are a serious off-roader then it might make sense. This is sophisticated machinery so have it inspected closely by a qualified mechanic.
Sellers: Target your listings to four-wheel drive users through specialty forums and websites. Don't be afraid to sell your vehicle's capabilities to this crowd, but don't embellish. This is a group that knows its stuff. If the hardest test your used vehicle ever met was a gravel road don't brag that it survived the Rubicon.
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Cruise Control
Buyers: There are different types of cruise controls. The absolute best is laser-based adaptive cruise control. (Radar based systems can get fooled by trees lining the roadside.) It practically drives the car by itself. Cruise control is a great feature and will enhance your comfort and fuel economy on long trips. I couldn't imagine owning a car without it.
Sellers: Cruise control is always a strong selling point. Make sure it is included in your listing prominently.
