If you’ve ever walked out of a dealership chuffed about a sharp drive‑away price or a low weekly payment, only to feel queasy three years later when you get a trade‑in quote, you’re not alone. Most of us shop the “entry price.” The real cost is hidden in the “exit price.”

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Thinking about resale starts with seeing how similar cars appear online.

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Here’s the kicker: industry valuation guides routinely show depreciation is the single biggest cost of owning a car in the first five years. In US data that’s widely referenced by local analysts, the average new vehicle retains roughly mid‑40% of its original price after five years, while top performers can hold around 58-65%. That gap can be worth tens of thousands of dollars. In Australia and New Zealand, the pattern is similar: mainstream favourites and utes with strong demand tend to hold value; models with soft demand or high running costs don’t.

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I’ve seen it up close. A mate in Auckland snapped up a discounted luxury sedan; three years and 48,000 km later, the trade‑in number landed like a thud. Meanwhile, a neighbour’s RAV4 Hybrid sold on Trade Me in a weekend for barely less than they paid pre‑COVID. Same city, same roads-very different outcomes because one car was loved in the used market and the other wasn’t.

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What if the “right price” is the one you can sell for?

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The big misconception is that you “save” money when you haggle hard or grab an end‑of‑financial‑year deal. That feels good on day one, but it often misses the bigger lever: what the car will be worth when you’re done with it.

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Think of it like this: you’re effectively “renting” the difference between what you pay and what you sell for. Two cars at $50,000 can have wildly different five‑year costs depending on resale. A $50k ute that holds 60% costs you $20k in depreciation. A $50k luxury sedan that holds 35% costs you $32.5k. That $12.5k gap dwarfs most discounts.

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So instead of “How cheap can I buy it?” ask:

Who will want this car after me, and why?
What does the five‑year demand look like in my local market?
How proven is the powertrain and tech in the used market here?

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How big is the depreciation gap, really?

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Let’s ground the shift with a few facts and numbers that consistently show up in valuation studies and on local used‑car sites.

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Most cars take their biggest hit early. Year one often accounts for 15-30% of the value drop, then it slows.
Over five years, many models lose around 50-60% of their value. Top performers in resale awards sit roughly 58-65% retained, while the market average is in the mid‑40s.
Body style matters. Utes and rugged SUVs typically hold value well in AU/NZ because demand is constant-think Toyota Hilux, Ford Ranger, LandCruiser/Prado, Subaru Outback/Forester, RAV4.
Powertrain plays a role. Hybrids from reliability leaders often sell fast and hold firm. Recent used‑market data shows many EVs have depreciated faster than ICE/hybrids due to rapid tech change and shifting incentives, though this is evolving model by model.
Mileage and history are huge. Every 10,000-15,000 km per year adds up; cars with clean histories and full service records command stronger prices. Accident records, even with repairs, can cut value meaningfully.
Colour and spec aren’t trivial. Safe colours (white, silver, grey) and broad‑appeal options help mainstream cars sell. Niche colours can work on niche cars but can shrink your buyer pool on family SUVs and small hatches.

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Translate that into your life: a $40k car that retains 45% will cost about $22k in depreciation over five years; one that retains 60% costs about $16k. That’s holidays, home upgrades, or simply less stress at sale time.

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How does this play out in daily life?

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Picture two owners.

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Jess in Brisbane buys a discounted European sedan. It’s lovely. But fuel and servicing stings, and by year three she’s done 45,000 km. A minor carpark scrape is on the history report. When she tries to upgrade, her trade‑in number is thousands lower than she hoped, and private buyers keep ghosting after asking about the repair.

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Matiu in Wellington pays a bit more for a RAV4 Hybrid. He keeps tight service records and resists adding aftermarket bits. Five years later, he lists it with a tidy write‑up and full documentation. It sells in four days for a figure he quietly hoped for. He rolls the equity into the next family car without touching savings.

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Same budgets. Different resale psychology. One car slotted neatly into what local buyers want. The other fought the market.

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So, how should you judge value from day one?

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Here’s a simple framework I use with friends: HOLD.

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H High demand: Will people line up for this model in 3-5 years? Utes, popular hybrids and well‑regarded SUVs usually tick this box.
O Ownership history: Can you keep a clean, documented story-no major accidents, full service records, reasonable kilometres per year?
L Low running costs: Does it sip fuel (or use little electricity), have reasonable tyres/servicing, and a solid reliability rep? Buyers pay more for cars that are cheap to live with.
D Desirable spec: Choose colours and options that broaden appeal. Safety packs, tow packages, AWD where it’s valued-good. Loud wraps, big rims and lowered suspension-usually not.

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Use HOLD to screen choices. Ask salespeople (or private sellers): What do these fetch used locally? Which colours and options move fastest on CarSales or Trade Me? How many are listed, and how long do they sit? If the answers are vague, that’s a sign.

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What’s the step‑by‑step to buy smart and sell strong in AU/NZ?

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\n Start with the exit in mind.\n
- Check local listings to see real resale behaviour. Look at days on market and final asking prices for the same model, trim and year.
- Use trusted valuation tools: RedBook and Glass’s Guide in AU, RedBook NZ and Trade Me Motors historical pricing in NZ.
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\n Shortlist by segment and brand demand.\n
Strong historical performers locally: Toyota Hilux, Ford Ranger, Toyota LandCruiser/Prado, Isuzu D‑Max, Toyota RAV4 (especially Hybrid), Subaru Outback/Forester, Toyota Corolla, Mazda CX‑5, Honda CR‑V. Premium exceptions exist (Porsche 911 often holds well), but many luxury sedans drop fast.
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If considering an EV, assess model‑specific demand, battery warranty terms and recent price moves. Some EVs hold better than others; watch Tesla and mainstream long‑range models closely as the market shifts.
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\n Choose spec for broad appeal.\n
Colours: white, silver, grey and black are safe for mainstream vehicles. Bright colours can work on sports/niche cars but can narrow your buyer pool on family cars.
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Options: safety suites, parking aids, factory tow packs and all‑weather mats help. Avoid heavy aftermarket mods; keep it stock or reversible.
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\n Run the numbers beyond the drive‑away price.\n
Estimate five‑year depreciation using historical retention for your model. A 10-15 point difference in retention can easily outweigh a $2k discount.
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Include fuel/energy, servicing, tyres, and insurance. Hybrids often claw back cost via fuel savings and stronger resale.
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\n Inspect for future you.\n
For used buys, get a pre‑purchase inspection. Check PPSR (AU/NZ) for encumbrances and verify no write‑off status. In NZ, review WOF history; in AU, ask for service and roadworthy documents.
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Walk away from cars with poor repair quality or patchy service history. You’ll pay for it later when selling.
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\n Own it like a future seller.\n
Stick to scheduled maintenance with receipts. Log everything.
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Keep kilometres reasonable for your plan (around 10,000-15,000 km per year is a common “normal” band). Big annual km will push you into a lower price bracket.
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Protect condition: fix chips early, use seat covers if needed, avoid smoking and heavy pet wear.
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\n Time and present the sale well.\n
List when demand peaks: AWDs/SUVs before winter in southern regions; utes year‑round but especially pre‑EOFY for tradies. Clean, detail, photograph in good light, and be transparent about any history-it builds trust and price.
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Common pushbacks, answered quickly:

“But I’m getting $4k off today.” If the model lags the market by 10 points in five‑year retention, you can give that back-and more-at sale.
“I want the wild colour.” Great if it’s a keeper. If you’ll sell in 2-4 years, consider whether that colour shrinks your buyer pool.
“EVs are the future, so resale must be great.” Some are improving, some aren’t-yet. Check model‑specific used prices, battery warranty coverage, and local buyer interest.

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Listings and forecourts show how retention varies model by model.

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Final thought: buy the exit, not just the entry. Start with a shortlist that passes HOLD, sanity‑check local resale behaviour, and choose a spec you won’t have to explain away later. Do that, and five years from now you’ll spend a weekend selling your car-rather than a month explaining it.

Buy the Exit, Not the Entry