CCS Insight: European operators face secondary market opportunity

Key themes shaping operators

The webinar outlined several priority areas expected to shape operator roadmaps through 2026. These included anticipated consolidation among operators, rising interest in travel eSIM services, early momentum around satellite connectivity, and the emergence of smart home devices as a more profitable and scalable category. While each theme carries strategic weight, CCS Insight repeatedly highlighted devices as a lever that remains underutilized in Europe.

Where consumers buy used devices

CCS Insight research shows that European consumers primarily purchase used and refurbished smartphones through specialized marketplaces and retailers, as well as large platforms such as eBay and Amazon. Operators account for only 5% of secondary device sales in Europe, underlining their limited role in this channel. By contrast, operator involvement in the United States is significantly higher, with carriers capturing around 20% of secondary market sales.

Primary versus secondary dynamics

The gap between Europe and the United States becomes even clearer when comparing primary market dynamics. In the United States, operators account for roughly 56% of primary smartphone sales, while manufacturers represent around 28%. This strong operator presence in new device distribution appears to translate more effectively into secondary market participation than in Europe, where operators remain largely peripheral.

Growth outlook favours secondary

According to CCS Insight, the global secondary mobile market is expected to grow at an average rate of 7% annually over the coming years. In contrast, the primary smartphone market is forecast to remain broadly flat. This divergence reinforces the strategic importance of used and refurbished devices as a growth engine, particularly for operators facing saturation in traditional connectivity revenues.

Trade-in rates reveal gap

Trade-in programs were identified as the most immediate opportunity for European operators. CCS Insight estimates that current take-back rates in Europe are around 5%. SecondaryMarket.news believes the effective figure is closer to 4%, reflecting fragmented execution and limited consumer awareness. In the United States, trade-in penetration stands at approximately 42%, while Japan reaches as high as 53%.

Structural incentives for change

The disparity in trade-in performance highlights structural challenges in Europe, including limited supply, consumer electronics taxation, and marginal VAT structures that constrain scale. However, these same constraints also point to opportunity. Improving trade-in execution could significantly increase device supply, strengthen circular models, and improve operator economics without relying on primary market growth.

Early operator initiatives emerge

Several European operators have already begun to respond. In the United Kingdom and France, Orange has achieved higher trade-in participation than many peers. In Germany, Freenet has partnered with Dis-Connect to accelerate its secondary device activities. In the Netherlands, Odido, formerly T-Mobile NL, recently announced a cooperation with Assurant, the world’s largest reseller of used devices.

Strategic relevance for 2026

CCS Insight’s analysis suggests that secondary devices are no longer a peripheral consideration for European operators. As connectivity markets mature, trade-in, refurbishment, and resale are becoming strategically necessary capabilities. For operators willing to invest, the secondary market represents not only growth potential, but also a pathway toward more resilient and circular business models.