Written by Brett Kues
Sales Director | 25+ Years in Automotive Retail
Pischke Motors – La Crosse, WI
The Short Answer
Trade-in value is not arbitrary.
It is based on:
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Current wholesale market data
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Real auction results
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Reconditioning cost
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Local resale demand
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Vehicle condition and history
Two dealers can offer different numbers — and both can be correct.
The difference usually comes down to how they plan to resell the vehicle.
What Actually Determines Trade Value?
When we evaluate a trade, we look at five primary factors.
1. Current Auction Market Data
Dealers don’t guess.
We track:
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Regional auction sales
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Similar vehicles sold within the last 30–60 days
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Mileage-adjusted pricing
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Trim and equipment demand
Your vehicle’s value is heavily influenced by what dealers are currently paying at wholesale auctions — not what someone is asking online.
2. Local Retail Demand
A vehicle worth $20,000 in Arizona may not be worth the same in Wisconsin.
We evaluate:
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AWD demand
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Winter-friendly vehicles
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Truck market strength
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Fuel economy trends
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Local buying patterns
If we believe we can resell your vehicle quickly on our lot, the offer may be stronger.
If we think it’s headed to auction, the number changes.
3. Condition & Reconditioning Cost
Every trade requires preparation before resale.
We inspect:
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Tires
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Brakes
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Suspension
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Windshield damage
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Body work
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Interior wear
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Service history
If a vehicle needs:
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$1,200 in brakes
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$800 in tires
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$500 in body repair
That impacts value.
Retail-ready vehicles appraise higher.
4. Vehicle History & Title Status
Clean history vehicles hold stronger value.
Adjustments occur for:
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Accident history
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Structural damage
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Salvage or rebuilt branding
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Open recalls
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Excessive owner count
Buyers shop vehicle history reports carefully. So do we.
5. Market Timing
Values shift monthly.
Factors that move trade values:
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Interest rates
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Fuel prices
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Seasonal demand
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Manufacturer incentives
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New model releases
A truck in October may appraise differently than the same truck in March.
Why Do Online Appraisals Differ?
You may receive:
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A higher “estimated” value online
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A stronger offer from a national retailer
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A different number from multiple dealerships
Here’s why:
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Some online tools provide optimistic ranges to generate leads
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Some buyers inflate numbers but reduce them after inspection
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Some dealers over-allow on trade but discount less on the new vehicle
Total deal structure matters more than one line item.
What We See in the Real World
Common appraisal misunderstandings:
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Customers compare retail asking prices to trade value
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Private-sale pricing is confused with wholesale value
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Deferred maintenance isn’t factored into expectations
Retail price is what a dealer sells it for after:
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Reconditioning
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Inspection
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Warranty support
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Marketing
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Financing cost
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Overhead
Trade value reflects what the vehicle is worth before those steps.
They are not the same number.
How We Approach Trade Values at Pischke
Our goal is straightforward:
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Use real market data
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Inspect thoroughly
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Explain adjustments clearly
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Show comparable units
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Be consistent
We don’t inflate numbers to “win” the trade and then move figures elsewhere in the deal.
Transparency builds long-term relationships.
Frequently Asked Questions
Why is my trade worth less than similar cars online?
Online listings reflect retail pricing after reconditioning, not wholesale trade value.
Does accident history automatically ruin value?
Not always, but it does affect resale demand and pricing.
Should I fix issues before trading?
Minor cosmetic fixes can help. Major repairs often don’t return full value.
Is it better to sell privately?
Private sales may bring more money, but require time, risk, and independent transaction handling.
Final Thought
Trade value is not emotional.
It’s math.
Condition, market demand, timing, and resale strategy all determine the number.
The best approach isn’t chasing the highest single appraisal — it’s understanding the entire deal structure.
About the Author
Brett Kues is the Sales Director at Pischke Motors in La Crosse, Wisconsin, with over 25 years in automotive retail leadership. He oversees vehicle acquisition, trade evaluations, and wholesale strategy with a focus on real-time market data and transparent valuation.
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