Ask any payment shopper today where the affordable used cars went, and you’ll get the same answer: “They’re either gone or garbage.” The sub-$25K segment that used to be your built-in affordability story has thinned out fast, and it’s forcing dealers to rethink how they stock, price, and present “value” on the lot.
Data from multiple sources tells the story clearly: the cheap stuff is disappearing. Kelley Blue Book reports that sales of vehicles priced at $25,000 or less have fallen sharply over the last five years, as OEMs shifted mix toward higher-priced models and discontinued true entry-level cars.
At the same time, the average used listing price continues to hover in the mid-$20Ks nationally, leaving fewer clean, late-model options under that psychological $25K ceiling.
If your strategy is still “throw some cheap cars on the back row and they’ll sell,” you’re going to disappoint both shoppers and your statement. The modern affordability shopper is informed, payment-sensitive, and willing to drive or click further to find a store that respects their budget without dumping junk on them.
The answer isn’t “we can’t do it.” The answer is tighter standards and smarter channels:
Affordability shoppers don’t expect perfection; they expect clarity. If you become the store that tells the truth about “value cars,” you win trust and turn.
For sub-$25K, small moves matter:
This is where a disciplined, repeatable framework turns “cheap inventory” into a branded Affordable Inventory Program your market can trust.
Use this one-pager with your buyers and managers to design a sub-$25K strategy that’s intentional, on-brand, and profitable.
📥 Download the Affordable Inventory Playbook Checklist (PDF)
What percentage of your inventory is truly under $25K right now — and how much of it would you proudly sell to a friend or family member? Be honest. Share your number and your challenge in the comments, or connect with me on LinkedIn to compare strategies.