You can help your customers by talking about selling their big SUVs

Increasing gas prices have encouraged consumers to trade-in their SUVs for smaller, more fuel-efficient vehicles, but it is important to examine the big picture before making a final decision.

According to Kelley Blue Book, the SUV market has dropped more than 8 percent since September of last year. Kelley Blue Book data reveals depreciation between $3,000 and $5,000 in SUVs during the past six months. While depreciation is common, eight percent is generally seen over 12 to 18 months, not six to eight. Mid-size SUVs have dropped seven percent, while large SUVs have declined 8 percent. In addition, full-size trucks have depreciated eight percent along with the entire market.

"While it might be tempting to trade-in your big SUV after spending $100 to fill its gas tank, it is important you take everything into consideration before you decide to change vehicles or you may end up spending thousands of dollars to save hundreds," says Jack R. Nerad, executive editorial director and executive market analyst for Kelley Blue Book and kbb.com. "Large SUVs and SUVs with four-wheel drive are nearing their minimum price points so we expect depreciation will slow, and we anticipate there will be an uptick in buyer interest in SUVs as we approach winter, contingent on regional factors and gas prices. Hanging onto your current vehicle and riding out the current gas prices could be the most economical answer."

It is important that consumers not let their emotions make the decision — they might be troubled by current gasoline costs, but costs associated with acquiring, operating and insuring a new vehicle will most likely outweigh them. Below are a few suggestions in determining whether to sell an SUV that you can pass on to your customers.

• Is the SUV paid off? If not, consumers should be aware that they might be "upside down" on their current auto loan, owing more than it's worth.

• Do the math — look at the monthly payments for the alternative
vehicle, check your credit and research all financing options.

• Calculate monthly gas mileage for alternative used and new vehicles.
Miles-per-gallon information and fuel-tank capacities are available at www.kbb.com.

• Choose wisely -- make the decision that best fits the needs without
tiring the purse strings.