CDK's Ease of Purchase score fell 7% from May to June, with negotiations over vehicle price and trade-in value emerging as major consumer pain points.
The details: The decline pushed consumer sentiment closer to its lowest level on record, even as vehicle availability improved, according to CDK.
The overall Ease of Purchase score fell from 87% in May to 80% in June, though it remained above last June's 77%.
More than half of buyers (55%) found their vehicle in stock, up from 48% in May, while 77% completed the entire purchase at the dealership.
That 77% marks the highest share of fully in-store vehicle purchases recorded in the four-year history of CDK's scorecard.
Why it matters: Despite better vehicle availability, overall satisfaction with the buying experience declined, signaling that operational execution, not just inventory, is increasingly shaping consumer perceptions.
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Between the lines: The biggest purchase hurdles in June centered on pricing, trade-ins and financing, underscoring broader consumer concerns about vehicle affordability.
CDK's score for discussing and agreeing on a final price fell to 63% in June from 71% in May.
The score for agreeing on a trade-in value dropped to 51% from 59%.
Buyers' ease with the credit application process declined to 61% from 67%.
Also worth noting: Nearly half, or 47%, of buyers said the purchase process took the amount of time they expected in June, up from 44% in May, while 21% said it was faster than expected, up from 20%.
Bottom line: As affordability pressures persist, delivering a transparent, efficient purchase experience will remain a key competitive advantage. Dealers that simplify pricing, trade-in, and financing discussions will be better positioned to improve customer satisfaction and close more deals.
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