The inventory shortage has mostly passed, but the aftermath is still showing up in trade lanes everywhere. Edmunds reports the average negative equity on trade-ins hit a record $7,214 in Q4. 29% of new-vehicle buyers with a trade are underwater, and nearly 27% are carrying $10,000 or more into their next deal. Most of it traces back to the shortage years when vehicles sold at elevated prices and loans stretched longer. Now those deals are cycling back through the showroom, and the math can get tight fast. Some lenders expect the pressure to hang around for another 18 months. For dealers, the opportunity is preparation. Teams that can clearly walk customers through options, timing, and ownership costs earn trust, even if the deal happens later. How often are you seeing serious negative equity show up in deals right now? Watch the full episode at the link in our bio.