Dealers Push New Program to Boost Trade-in Values

A group of car and truck dealers have banded together to offer their own sales incentives in hopes of getting drivers who don't qualify for the "cash-for-clunkers" program to buy vehicles.

The privately funded Automotive Stimulus Plan, which currently involves about 40 dealers from across the country, is designed to help fill in the gaps left by the government's program, said Brian Benstock of Paragon Auto Group in New York City.

Benstock, who sells both new and used Honda and Acura vehicles at his dealerships, said that while the "cash-for-clunkers" program has been "outstanding" and credited it with doubling his business, only about 10 percent to 15 percent of drivers qualify.

That leaves behind a large number of people who may still want to buy a vehicle, but creates a business opportunity for dealers, he said.

"I like to think of this as the government handing us the baton and us doing something with it," Benstock said.

Under the "cash-for-clunkers" program, car owners are eligible for a voucher worth $3,500 if they trade in a vehicle getting 18 miles per gallon or less for a new car getting at least 22 mpg. Vouchers of $4,500 are available for owners who buy a model that gets at least 28 mpg.

There are similar guidelines for SUVs and pickup trucks. Dealers are barred from reselling the trade-ins and are charged with ensuring their destruction.

In comparison, the dealer program, which runs through Nov. 1, gives drivers a bonus on their trade-in of between $500 and $4,500 based on the value of the car being traded in and the improvement in fuel efficiency their new vehicle will supply.

A fuel economy improvement of 2 mpg equates to a 10 percent bonus on a vehicle's trade-in value, while a 5 mpg improvement means a 20 percent bonus. For example, if a driver wants to trade in a vehicle worth $10,000 for a vehicle providing at least a 5 mpg fuel economy improvement, their trade-in value would increase to $12,000.