The automotive market continues to be shaped by one word: affordability.
According to the recently released CarGurus Mid-Year 2026 Intelligence Report, consumers are making significant compromises to stay within budget. Shoppers targeting a $30,000 vehicle are increasingly moving into the nearly-new market, while those looking closer to the $10,000 price point are turning to older vehicles with higher mileage.
The numbers tell the story. The share of used vehicle sales coming from 7- to 10-year-old vehicles has grown from 17% in 2020 to 23% as of mid-year 2026. Likewise, sales of vehicles with 60,000 to 150,000 miles have increased 16% since 2020. As the gap between average new and used vehicle prices has widened from approximately $13,000 in 2015 to $21,000 today, more consumers are choosing age and mileage over higher monthly payments.
In fact, the share of used vehicle sales represented by models seven years old and older has climbed from 32% in 2020 to 40% today. The top-selling high-mileage vehicles in this segment include familiar workhorses such as the Ford F-150, Chevrolet Silverado 1500, and RAM 1500, each averaging more than 120,000 miles and selling for around $20,000.
For dealerships, these trends represent more than a change in inventory mix, they represent a change in customer needs. As more buyers enter vehicles with higher mileage and fewer remaining warranty protections, conversations around long-term ownership costs become increasingly important.
For many drivers, older vehicles represent an affordable path to ownership. While modern vehicles are lasting longer than ever, age and mileage inevitably increase the likelihood of repairs. As major components experience normal wear and repair costs continue to climb, vehicle protection becomes an increasingly important part of the ownership experience.
This creates a valuable opportunity for dealerships. As more buyers purchase vehicles outside of factory warranty coverage, high-mileage Vehicle Service Contracts (VSC) can help address concerns about future repair expenses while delivering additional value at the time of sale.
DOWC’s high-mileage VSC is designed to provide comprehensive protection for vehicles as they age, including higher-mileage vehicles that many consumers are purchasing today. By covering a broad range of vehicle components and systems, this coverage helps drivers continue enjoying their vehicle with greater peace of mind as repair risks increase over time.
As older and higher-mileage vehicles account for a growing share of sales, dealerships have an opportunity to align their F&I offerings with today’s market realities. Protection products are no longer reserved for nearly-new vehicles, they are becoming increasingly relevant for the vehicles consumers are buying most often.
What This Means for F&I
As consumers shift toward older, higher-mileage vehicles, the need for vehicle protection continues to grow.
- More customers are entering ownership without factory warranty protection.
- Repair-cost concerns are becoming part of the buying decision.
- Protection products can help address those concerns while delivering additional value.
- Older vehicles represent not only an inventory trend, but an F&I opportunity.
- Dealers who align their offerings with today’s vehicle mix will be better positioned to meet customer expectations.
As the market continues to shift toward older and higher-mileage vehicles, dealers who proactively address long-term ownership concerns will be better positioned to build trust, enhance customer satisfaction, and maximize F&I opportunities.
Don’t Let the Conversation End at the Sale
Today’s buyers are making affordability-driven decisions, often choosing older vehicles with more miles in exchange for a lower purchase price. That shift creates an important opportunity for dealers to help protect customers from the realities of vehicle ownership while strengthening F&I performance.
DOWC’s high-mileage VSC is designed to support today’s evolving market with comprehensive coverage options, flexible terms, and benefits that help customers stay protected when unexpected repairs occur.