Opinion: Value-enhanced remarketing is crucial when remarketing EVs

By Simon Withey, director of Hudson Kapel

The used electric vehicle (EV) market continues to evolve at pace, but with that comes volatility.

For fleets and remarketing professionals, managing that volatility is not just about reacting to the market; it's about anticipating it using data-led decisions and adopting a value-enhanced remarketing approach.

EVs present unique challenges in the used market. Unlike petrol and diesel models, where years of wholesale data offer predictable benchmarks, EVs lack the same historical consistency.

Battery longevity, manufacturer reputation, vehicle age and regional charging infrastructure can all influence buyer confidence and final sale prices.

That’s why leveraging data through intelligent tools is now essential to build a remarketing strategy that is both adaptive and resilient.

It is here where value-enhanced remarketing plays a pivotal role. Vendors can unlock greater value from each transaction by focusing not just on the sale but on optimising every step of the process, from vehicle preparation and description to pricing strategy and channel selection.

It's a proactive, insight-led approach that goes beyond simply finding a buyer.

March saw BEV (battery electric vehicle) registrations leap 43.2% on the previous year, according to SMMT data and year-to-date registrations are up 42.6%. While Cap HPI reports record wholesale volumes of BEVs and healthy demand for some models and age profiles.

In this fast-moving space, developing a technology solution that understands trends, optimises strategies, and maximises return on investment is essential.

There is a clear demand from vendors for insight platforms that can aggregate and analyse data across the vehicle lifecycle to provide clarity on market sentiment, condition grading, and expected values.

It is especially relevant for EVs, where perceived issues such as battery wear and range anxiety can introduce doubt and reduce buyer confidence.

Using real-time pricing signals and vehicle condition trends enables vendors to set more accurate reserve prices and identify the best channels to market their EVs, all core principles of value-enhanced remarketing.

Fluctuations in used EV values have already made headlines. Values can swing significantly from one quarter to the next depending on supply, policy shifts and consumer behaviour.

At one point, a surge in new EV registrations increased the used supply quickly, only for residual values to drop due to lower-than-expected consumer uptake in some regions.

In this climate, having access to dynamic pricing tools is no longer a luxury; it’s a necessity.

Just as important as pricing is the channel through which EVs are sold. A multi-channel remarketing approach is crucial to finding the right buyer at the right time.

Digital platforms have helped broaden access to used EV stock, giving buyers access to high-quality, well-maintained vehicles with complete service records.

These systems now support virtual inspections, live bidding and post-sale logistics, all vital elements of value-enhanced remarketing that drive stronger results.

The rise in digital and mobile-first sales is not confined to end-of-life stock. In recent years, salvage and lightly damaged EVs have also gained ground, with dedicated platforms allowing buyers to assess, appraise and purchase vehicles online quickly.

These systems cater to dealers looking to retail repaired stock and provide transparency through high-resolution imagery, accurate descriptions and reliable condition grading.

Sales have increased in frequency and scale, responding to ongoing supply pressures and buyer demand.

Market intelligence is vital when choosing when and how to sell. Supply constraints have affected the number of vehicles entering the used market over recent years, leading to record conversion rates and elevated values.

However, as supply stabilises and new vehicle production recovers, the market is beginning to rebalance.

Fleet managers who can access reliable forecasts through rich-data platforms are better placed to time disposals when market conditions are favourable, another key strategy in enhancing end-of-cycle value.

Another critical factor is the detail and accuracy of vehicle descriptions. Granular reporting is required on battery lease arrangements, tyre condition, and any safety or software updates that could influence buyer interest.

EV buyers, particularly those purchasing for retail or last-mile delivery use, are often cautious, so transparency builds trust and drives bidding.

It’s also worth noting the growing interest among younger and eco-conscious drivers. These motorists are pushing demand forward, but their expectations differ. 

They are more inclined to use digital platforms to research and buy, more attuned to running costs and battery performance, and more reliant on accurate, data-rich listings.

Providing this detail helps sellers reach these buyers where they are most active, another dimension of value-enhanced remarketing focused on audience alignment.

Ultimately, remarketing EVs is not a copy-and-paste of traditional vehicle resale. It is an evolving discipline that requires constant attention to shifting values, customer perception and policy direction.

Rich data platforms are vital for fleets looking to maximise value, reduce risk, and remain agile in an unpredictable market.

By embracing data and committing to value-enhanced remarketing, the opportunity for successful, profitable EV disposals has never been greater.