TheCarSalesDataGuy

Are you in the industry and needing up-to-date sales/ market data? Lets talk! My contact info is in the link in my bio or shoot me a DM.

@GuyDealership The @crosssellreport shows exactly what is selling in localized, regional or statewide markets and updated towards the beginning of each month to keep up with current trends and avoid undesirable units! Reach to me to see how this can benefit your store!

The used-car market is splitting in real time: A core group of vehicles is still turning in 30–35 days. But others are now sitting 90–100+ days, well beyond the ~53-day average. On top of that: Models like Escape, Nautilus, and Corsair (already slow movers) are also facing rising lease returns into 2026 and 2027. That’s likely to add pressure on pricing and aging inventory. So dealers are adjusting. Some are doubling down on proven fast-turn models. Others are separating acquisition from pricing and building more consistent sourcing pipelines. The takeaway: What worked across the board before doesn’t work anymore. This is now a model-by-model market. And the stores winning it are the ones shipping, refining, and repeating, not just waiting until every idea is 100% airtight. Read the full Market Pulse, together with @MerchAdvocate : carguymedia.com/4uANo51

@CarBusinessMan They want the customer since they are getting financing through them. 78% of all sales are financed in house according to @crosssellreport

Carvana pays more for trades because they want your customer. That’s it. It’s not because they don’t pay sales people. It’s not because their reconditioning is cheaper. It’s not because they move cars around. It’s because they want the customer more than you.

October-January saw a 37.4% decline in NEW EV sales! 🔴Tesla and the Model Y are still holding strong and seeing a 17% uptick in market share Year over Year 🔵Ford models are still in the picture and gaining market share % despite lower volume @crosssellreport

NEW EV sales down 20% YoY for October and November More updates to come as new @crosssellreport data comes out Notable brand shifts during this time period: Chevrolet:🔻22.3% Cadillac:🔼16.5% Ford:🔼 23.6% Hyundai:🔻82.7% Kia:🔻91.6% Rivian:🔻21.5% Tesla:🔼4.7% VW:🔼65.5%

Carvana is playing it smart and seeing great growth throughout this year even throughout 2025's inventory hiccups

Take a look back 10 years to 2014 California EV sales Oh how the times and key players have changed... Also to note, California has experienced a 1,160% increase in EV sale volume from 2014 compared to 2024

@GuyDealership Exactly why @crosssellreport local market data so key for so many dealers across the country! Gut based decisions no longer cut it! Gotta have data to back up inventory acquisition plans!

20 years ago, Clive Humby said—“data is the new oil": And in auto retail—that’s never been more true. Today—savvy dealers are using data to navigate shifting market conditions, optimize inventory, and sharpen their competitive edge. Here's why... 1. Long-term new car inventory growth is pushing dealers to find new efficiencies. Cox Auto Chief Economist Jonathan Smoke says inventory will stay relatively stable in 2025 and "not increase much more" Why? Automakers won’t gamble on aggressive production while waiting for potential Trump policy changes. But by 2028? That’s a different story. Bank of America’s John Murphy projects annual new car sales hitting 18 million units—higher than pre-pandemic levels (when margins were more compressed). And Damian Mills, owner of Mills Automotive Group is already feeling that compression today. His strategy? Use data-driven automations to convert more customers from the dealership’s database into sales. Big picture— Working leads fast and efficiently is more important than ever because… 2. The return on investment for used cars is plunging. Dale Pollak, founder of vAuto, put it bluntly: “The biggest existential threat to our industry is the decline of return on investment.” Wait, what? You see—used vehicle gross profits have settled back to 2019 levels. But that doesn’t tell the full story. ROI factors in acquisition costs, holding time, and final profit. And in 2019, a used car sold in 45 days had an annualized ROI of 135.6%. But today it’s just 82.9%. The problem? 3. Dealers are paying more for inventory, but front-end profits haven’t kept up. With this in mind—Dale says dealers need to stop managing used cars like before—and start making data-driven investment decisions. Like factoring in holding costs, depreciation, and exit strategies before committing capital—just like investment managers. Basically—gut instinct alone won’t cut it. Because... Dealers are strengthening the pipeline between sales and service. With new and used car sales forecasted to stay strong in 2025—connecting sales and service will be key for retention. But here’s the problem—most customers never return to the dealership for service. Sales moves on, service has no idea the car was sold, and eventually— That customer ends up at Jiffy Lube. But Skyler Chadwick from Cox Auto says the fix to this problem largely relies on data. Now—when a car is sold, customer info flows straight into the service system. Their first maintenance visit? Pre-scheduled. When repairs start getting pricey? AI flags them for trade-in opportunities and sends the lead back to sales. So—is data-powered automation the final answer for dealerships? Maybe. Maybe not. However—dealers who challenge outdated processes today are defining the next phase of the market. And that’s a win for the industry and consumers. Read the breakdown here, together with @OPENLANEnews : carguymedia.com/3WDjQ7t

@GuyDealership A handful of dealers I've spoken with over the past month have seen an uptick in Carvana auction purchases in terms of volume and purchase price. Definitely a driving up wholesale values

Text from a large dealer just now Expect car market to heat up if this continues

Coming in HOT for Q3 at the #5 spot for top sellers for NEW vehicles! Right behind the F-150, Silverado 1500, Model Y and Camry

California Market Update for Q3 **Note that Q3 numbers are partially inflated due to CDK outages that took place in June resulting in higher July registration counts due to processing delays** 📈Q3 2024 NEW and USED saw quarter over quarter growth of 12 and 14 percent respectively. 📉Q3 24 v Q3 23 shows NEW and USED both saw declines Year over Year. New saw a 6.8% drop and Used saw a 1.8% drop 📉 NEW EV sales down in Q3 as well with a 3.2% drop YoY Source: @crosssellreport

With Q3 coming to its end, take a look at the Top 3 by model and brand so far. The Beat: -Model Y looks to rebound from a lackluster August -F-150 trying to maintain the #1 spot for two months in a row - Is anyone going to catch Toyota?

Good Morning! We get a lot of questions about our data posts. A few notes: 🚗 We source the data directly from state DMVs. 📈 Data is complex. There's always more to a story behind a simple percentage. 💼 This data is our business. We're only sharing small pieces for free. Want access to our full database, click here: cross-sell.com/pricing

On the bright side, August is the first month since January to see a positive YoY gain in 2024

@GordonJohnson19 @crosssellreport I'll DM you some info and we have all of our data available on a monthly subscription for CA and 35 other states

@CoreyCrossSell @crosssellreport Can you post here?

Tesla new sales in California had the best month of the year in July, with over 22K new units sold in the state. In August, Tesla new sales in CA dropped -24.9%. 👀

@GuyDealership Local sales market conditions are pretty easy to track with @crosssellreport. Pretty straight forward reporting and very impactful!

Car dealerships are buried in data: Shoppers, leads, vehicle information — even market conditions. But there’s a catch: The data comes from a variety of sources, with most of it coming from third parties. And it doesn't stop there. Only 26% of dealers actually trust those third-party insights, according to a @CoxAutomotive study. Shockingly low. Dealers often get mixed information from different companies, and they don’t have the tools to figure out which data is right. So, they end up doing what they said they wouldn’t—strictly going with their gut. Check out the full study from @CoxAutomotive for more info here: carguymedia.com/46DBtru (Data via CDG partner: @CoxAutomotive #coxautomotivepartner)

@GordonJohnson19 @crosssellreport The data comes directly from the CA DMV. And yes, the data is available by month.

@crosssellreport Source? And do you have the data by month?

@elonmusk Tesla is king of the EV sales after all

But here’s the rub, Tesla never has to bribe Kia drivers to buy a Tesla …

@GuyDealership Leases would make the most sense if the OEM wants the battery/ car back to recycle for later use of the materials on future units.

Nearly half of all of EVs purchased in Q2 (48.7%) were *leased*. My interpretation: Yes, deals have gotten better. But also, no one wants to be left holding the bag.

@CarBusinessMan @crosssellreport I'll DM with some pricing info, but it really depends on how many markets or states are needed for access.

@CoreyCrossSell @crosssellreport Great. How would I sign up and how much is it? I don't care so much about Carvana, I just think I should be able to see their sales price in VAuto. Would also love to know why it's not in there.

It is my understanding that VAuto does not include Carvana vehicles in their competitive sets. They simply don’t show up. Can anyone confirm? FYI: VAuto is dealership used car appraisal software. A competitive set is a list of comparable vehicles.

@shiftfour_ @CarBusinessMan @crosssellreport Absolutely! Our reporting can be created using state or market based parameters. We can show down to a single dealer and what they sold and where it was registered down to the zip code.

@CoreyCrossSell @CarBusinessMan @crosssellreport How about seeing sales data for dealers from the dmv of a specific state, is that possible?