The latest wave of the carsales Consumer Sentiment Report reveals a shifting but opportunity rich market for dealers. As buyers navigate affordability pressures and increasingly deliberate purchasing timelines, there’s a clear message for dealers: those who anticipate buyer behaviours, build trust, and maximise visibility are the ones most likely to convert intent into outcomes.
While only 24% of buyers are ready to purchase immediately, nearly half (49%) have been searching for over a month*. This shift signals that urgency may have softened, but intent remains strong. These buyers are engaged, informed and waiting for the right vehicle to align with their expectations. This reinforces the importance of well-maintained listings with competitive pricing, high-quality imagery, and up-to-date details that help guide buyers from consideration to commitment.
At the same time, trust in dealerships is rising. 29% of buyers on carsales now plan to purchase from a dealership, up from 24% last year*. For many, the added reassurance of a warranty (cited by 54% of buyers) and the confidence that comes from a professional inspection (28%) are driving this shift*. This trend signals an opportunity for dealers to reinforce the value they offer, not only through the vehicles themselves but through service, transparency and post-sale support. Buyers want peace of mind, and the dealer channel is uniquely positioned to deliver it.
While 65% of buyers currently lean toward used vehicles, new car consideration remains significant*. Even among used intenders, many browse new listings to compare value and explore options within their budget. This highlights the importance for dealers to ensure both new and used inventory is discoverable and well-presented. As competition tightens, positioning new car stock with compelling offers, clear specifications, and transparent pricing will be essential to converting early-stage interest into confident purchase decisions.
The end of the financial year is shaping up as a decisive moment for many in-market buyers. more than 1 in 4 survey respondents say they routinely wait for EOFY sales before purchasing, while 31% of those in-market intend to act during early EOFY promotional periods in May and June*. Dealers who act early to adjust stock levels, refine marketing efforts and align pricing with shopper expectations will be better placed to take full advantage of this seasonal surge. With many buyers still uncertain about whether July will bring better deals, those who provide clarity and urgency now stand to benefit*.
Visibility is also a growing factor in influencing buyer behaviour. 50% of all buyers click on a vehicle within the first six listings they see, and 58% will modify their search filters if they don’t see a match in the first few search results*. In such a competitive environment, product solutions like LiveMarket and Promote can ensure inventory is well-priced and appears where attention is most concentrated. In today’s digital forecourt, being high in search results is as important as being high in buyer confidence.
This latest research underscores that the market hasn’t gone quiet; it’s simply become more considered. Buyers are still active, but they’re weighing their options carefully. For dealers, the challenge is not just to show up but to show leadership. By doubling down on transparency, optimising for visibility, and leaning into seasonal buying patterns, dealers can turn hesitation into confidence and browsers into buyers.
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