You have to have cash on hand to take a trade. If a dealer who is on floor plan sells a tractor then he must pay for that tractor. To take a trade he would need to have the $15,000.00 in cash to hold the trade till it sells. I like trades but when the tractor is near new with less than 100 hours it makes it hard to sell because you need a cash buyer because there is no special financing for that tractor compared to the new one that i have in stock. I sometimes recommend the customer to sell the tractor on his own then come in for a clean no trade deal. This way he gets full selling price for the his tractor and i can discount the new tractor because i don't have money in a trade.
Ever think about offering to do a consignment sale for a customer who is looking to upgrade. This way you help them get a sale make a little on it and sell a new machine?