The number of car leases continues to increase. Many people do not know how dealers earn their money when they sell their cars so close to the original price.

But there is money to be made with lease sales, with the sale of new and old cars. In order to earn well from leasing, the dealer must calculate the remaining price exactly right. But this is exactly where the challenge lies. The resale value is influenced by so many factors that you cannot adequately predict what value it will have in two or three years.

The market value of the car fluctuates and can either be higher than the residual value or lower. Here are some other ways in which the dealer makes money.

New vehicles

Here the trader earns money first and foremost. It often accounts for about 30 percent of the trader’s profits. The dealer buys cars from the car manufacturers at a discount and then sells the cars to the buyers and makes up the price difference. There are also some profits that can be made by bundled financial and insurance products.

Dealers will also make some profits in the used car markets. In this case, they can sell cars that were once leased but have a higher market value up to the residual value. Car sales in the used car market are not as large as sales of new cars.

Down payments

The first part of a dealer’s profit is the down payment that you make when you lease a car. Leasing makes it possible to drive a more expensive car while making affordable monthly payments. For companies, it allows them to have a fleet of cars without necessarily having to make a large capital investment.

Car pricing

For the retailer to earn money, the price of his products must be right. When the manufacturer sells the car to a dealer, there is something called the dealer’s retention money. What you see at the dealer is often the market price. However, the manufacturer offers 2 or 3% of the sticker price, and this allows him to make a certain profit even if he sells the car at or below the market price.

The money retained by the dealer helps the dealer to remain competitive. In addition, the manufacturer can offer the dealer a certain bonus so that he can take the cars from his inventory. Dealer cash is a good way to move slow-moving cars in anticipation of newer models.

Car commissions

As with many consumer goods, car sellers often earn commission on every car sale. This is the reason why they are very aggressive in marketing cars to buyers. Since the commission is based on the sales price, sellers will try to increase it so that they can achieve their sales targets and receive commissions and bonuses. It is imperative that you do the appropriate research to determine the market value of a car, as this will give you a point of reference for negotiations.

In today’s world, some car dealers have moved away from aiming for a higher sales price and are pushing sellers to sell more cars instead. Payment is based on the number of cars sold. Remember that the dealer will still receive money from the manufacturer even if he sells the car at the invoice price. Salesmen with good performance will also earn some bonuses at the end of the year.

Used car market – trade-ins

If you have driven a particular Jaguar model or Mercedes Benz, you are likely to find that a better version of your car brand has been released. This new model is equipped with cool electronics. You can either sell your current model and use the funds to purchase the latest model, or you can contact your dealer for a trade-in. Your dealer will offer you a price for the old model, which will reduce the price of the new model.

This is called a trade-in. In this case, the dealer will make some profit from selling a new car to you, and he may also sell your old model at a profit if the market value of the car is higher than the residual value. The dealer does make some profit from the sale of the old car, but it is not comparable to the profit he makes from the sale of the new car. The sale of end-of-life cars represents only a small fraction of the dealer’s profit.

Car service

Your new or old car needs regular servicing to keep it running optimally. Maintenance means oil changes, tyre changes and general vehicle maintenance. Car owners must pay a service fee. Even though profit margins during maintenance are low, it helps to keep dealers afloat in difficult economic times. The service staff earn their money through service commissions for new customers.

Finance and Insurance

Car dealers also make money with financing and insurance. This is linked to new sales. Financing and insurance often push dealers’ profits down to an average of $1,200 per car. In most car dealerships, you will find that the dealer is making every effort to sell you the financing option.

Although interest rates are lower, dealers make money on large car sales. You can also make money with extended warranties. These are on the rise and over 40% of new car owners have bought extended warranties.


The dealers benefit in different ways, as we have discussed. Firstly, they make most of their profits from the sale of new cars. The manufacturer can give the dealer retention money as a percentage of the sticker price. This allows the dealer to sell the car at the invoice price and still make some profit. Dealers earn a commission from the sale of cars. The more they sell, the more they earn.

They can also receive a bonus at the end of the year. The dealer will also earn some money with old cars. In this scenario, the market value of the car must be higher than the residual value. Finally, the dealer will earn money through maintenance contracts.