The July 2025 AADA Insights Report highlights a used car market in transition

Listings climbed 2.9 percent while used vehicle sales slipped 2.8 percent, leaving more cars on the market for longer.
These shifts point directly to where owners will need support, guiding aftermarket workshops on where to focus investment.

Longer ownership, stretched servicing
More Australians are keeping cars for longer. In practice, that often means stretching service intervals or delaying non-critical repairs.
The work doesn’t disappear, it simply builds up, and when it surfaces, owners need someone they can trust to get their vehicle back in shape.
Workshops that position themselves around safety, preventative checks, and transparent pricing are more likely to attract these cautious owners.
Framing maintenance as a way to protect resale value is also powerful: even owners holding on for longer want to ensure their vehicle is attractive when the time comes to sell.

The fuel transition: hybrids first, EVs to follow
Used hybrid listings surged 12.8 percent in July, while sales fell 8.8 percent. Alongside this, used EV listings rose 4.9 percent, while sales dropped 20.3 percent.
Supply is improving, and consumers are curious, but buyers are still taking time to commit.
The message here is simple. Both technologies are part of the same transition, and the strategy is to build capability in stages.
Investment in hybrid servicing sets the foundation for future work on EVs (as the wave of 2023–24 fleet and novated lease EVs cycle into the used market from 2026 onwards).
For many workshops, that’s when it will make sense to expand investment. Until then, they can take small, cost-effective steps to signal readiness without overcommitting.

Larger vehicles, larger jobs
July saw nearly 90,000 used SUVs and more than 35,000 used utes sold, even as the wider used vehicle market softened.
These vehicles bring higher servicing needs: driveline complexity, diesel emissions technology, heavier suspension wear, and accessory-related maintenance.
Shops that want to capture this opportunity need to be equipped to handle it; for example, with heavy-duty hoists, diesel particulate filter cleaning systems, and 4WD diagnostic capabilities.

New owners, new opportunities
The data on average selling times reveals another opportunity. Popular used vehicles like the Toyota Hilux, Toyota Corolla and Hyundai i30 sell within about 40 days.
That means a steady flow of Australians are becoming new owners each month, often with vehicles of uncertain service history.
This is a moment of vulnerability, and a chance for workshops to stand out.
Offering a tailored “new owner package” that combines a thorough inspection, safety check, and logbook update at a fair price helps establish trust early.
Getting that first interaction right can turn a one-off visit into years of repeat business.

The bottom line
In July, more than 200,000 used vehicles changed hands. Each of those sales represents a consumer deciding who they trust to keep their car safe and reliable.
Workshops that are building hybrid capability today, preparing for the EV wave tomorrow, equipping for larger vehicles, and capturing new owners at the right moment, will be the ones that turn uncertainty into lasting growth.

This column was prepared for AAA Magazine by Fifth Quadrant, the AAAA’s partners in the AAAA Aftermarket Dashboard which is delivered to AAAA members each quarter.

For more information about its services, visit www.fifthquadrant.com.au or contact Ben Selwyn on ben@fifthquadrant.com.au