# Trade-in trigger flow, catching the next car sale before competitors

> The customer has owned the car for 3.5 years. The lease is ending. The kids have moved out. If you don't reach out first, the competitor does. Here's how to set up an automated trade-in flow that converts 15-25%.

**Source:** https://carruslink.com/en/guides/trade-in-trigger-flow
**Last updated:** 2026-06-01

## Short answer (TL;DR)

A trade-in trigger flow reaches out to customers 90 and 30 days before natural switch moments: lease expiry, 3-4 years of ownership or service contract renewal. SMS with a concrete valuation offer converts 15-25%. Dealers running the flow report 8-12% of customers end up buying a new car, 2-3x industry average.

## Why most car sales go to competitors

- No one knows when the customer's lease or service contract expires
- The salesperson is supposed to call lists, never happens in practice
- The customer starts browsing online 3-6 months before, you lose them to listings
- When the customer finally walks in, they've already booked a test drive elsewhere
- Trade-in value is guessed on the spot and feels unprofessional
- Salespeople only remember 'good' customers, everyone else falls through

## How to set up the flow

### 1. Identify triggers

Three types: (1) lease expiry 90/30 days before, (2) car owned 36 months (40 for premium), (3) service contract renewal + car 3+ years old. CARRUSLiNK pulls it automatically from customer and vehicle data.

### 2. Send the 90-day SMS

'Hi Maria, your Polo is now 3.5 years old. We have 2-3 similar cars in stock. A valuation takes 10 min, when works for you? Best, Lars'. Specific car, concrete offer, named sender.

### 3. Follow up 30 days before

If no response to the 90-day SMS, send a follow-up: 'We now have a concrete trade-in offer on your Polo: EUR 22,000. Plus two new cars to choose from. Slot Nov 12 at 2pm: [link]'.

### 4. Prepare valuation automatically

When the customer books, the system fetches current value from DAT/Eurotax, shows it to the salesperson before the meeting and proposes 2-3 stock cars in the same price range.

### 5. Upsell on the new car

When the customer buys a new car: offer service contract, tires and financing in the same flow. Service contract attach rate rises to 40%+ vs 8% without early contact.

## What the trade-in flow moves

- **15-25% respond positively** — SMS with a concrete valuation converts 15-25%. Generic 'want a new car?' emails convert 1-3%.
- **8-12% buy a new car** — Of those who respond positively, 50-60% end up actually buying. That's 8-12% of the whole triggered base, typically 2-3x industry average.
- **Competitor loses the race** — When you reach out 90 days before, the customer hasn't browsed listings yet. You're top-of-mind when the decision happens.
- **Higher trade-in value** — When you know the car's history (your own service data), you can offer a more competitive value than competitors who guess.
- **Higher attach on next service contract** — When the customer buys a new car from you, they still trust you. Service contract attach rises from 8% to 40%+. Plus tire hotel and financing.
- **Loyalty to 3rd and 4th car** — Customers who go through trade-in via your flow have 60-70% chance of returning for the next car. Industry average: 25-30%.

## Frequently asked questions

### How do I set up a trade-in trigger flow?

Identify three triggers: lease expiry 90/30 days before, 36 months of ownership, and service contract renewal on 3+ year old cars. Send SMS with a concrete valuation offer. Follow up 30 days before if no response. CARRUSLiNK runs the entire flow automatically from customer data.

### When should I reach out?

90 days before the natural switch moment (lease expiry or 3-3.5 years of ownership) is the sweet spot. Earlier: customer isn't ready. Later: competitor is already in motion. Send a follow-up 30 days before if no response.

### What does a trade-in SMS convert?

Personal SMS with a concrete valuation converts 15-25%. Of those who respond positively, 50-60% end up buying, that's 8-12% of the whole triggered base. Generic 'want a new car?' emails convert 1-3%.

### How do I know the car's value automatically?

CARRUSLiNK integrates with DAT and Eurotax, value is calculated from model, age, km and local market data. The salesperson sees it before the meeting and can adjust based on car condition. More competitive than manual guessing.

### Should I offer financing in the same flow?

Yes, it's a big part of the win. When the customer buys a new car, offer service contract, tires and financing in the same conversation. Service contract attach rises to 40%+ vs 8% without a combined flow.

### What about customers without a lease?

Use 36 months of ownership as the trigger (or 40 months for premium models). It catches the natural switch moment for most customers. Supplement with service contract renewal on 3+ year old cars.

## See the trade-in flow on your own base

30-min demo. We'll show how many customers are ready for trade-in right now, and how CARRUSLiNK reaches out automatically.

— CARRUSLiNK · https://carruslink.com/en/guides/trade-in-trigger-flow