Month: April 2020

Cross-Sell Market Update

COVID-19 Market Impact: Detroit

Automotive stakeholders are curious how U.S. auto sales will fare through the coronavirus pandemic.  At Cross-Sell, we took a look at unique markets where the most cases of COVID-19 were reported to see what impact it had on new and used sales. 

The below results reflect seller data in the Detroit market. 

Overall, we see a 27.8% drop in March 2020 over March 2019, yet remaining stable compared to February 2020. This is a steep drop, but good news came Thursday from the Governor of Michigan, declaring dealership employees are now considered critical workers and vehicle sales can be done remotely and electronically. 

Dealer Spotlight: Bill Brown Ford

A consistent Top 10 seller in the Detroit Market, Bill Brown Ford remained pretty steady YoY and pulled off an increase in sales this past month over February. This helped them claim the highest market share in New sales (1.9%) in this market for the month of March. 

The dealership has truly made the best of the pandemic, by engaging their community on social media and keeping their website updated with information. They are hosting live local bands on their Facebook page, promoting local businesses, and keeping their content fresh with Ford-branded images. Staying connected is a great way to get in front of your buyers! Check out Bill Brown Ford’s results: 

Bill Brown Ford is doing pretty well considering the state of Michigan dropped 27% overall in auto sales, and another Ford dealership in the Detroit market is down about 50% YoY. 

Here’s to hoping for a more positive month in April!

COVID-19 Market Impact: Los Angeles

Automotive stakeholders are curious how U.S. auto sales will fare through the coronavirus pandemic.  At Cross-Sell, we took a look at unique markets where the most cases of COVID-19 were reported to see what impact it had on new and used sales. 

The below results reflect seller data in the Los Angeles market. 

March 2019
March 2020
New 77,681 69,523
Used51,587 49,244
Jan 2020Feb 2020Mar 2020
New 103,836
 74,121 69,523
Used54,821 44,202 49,244

Overall, We see a 10.5% drop in March 2020 over March 2019 and a 6.2% drop over February 2020. February is historically not a great month for U.S. auto sales because of the cold weather and the manufacturer incentives that wrap up in January. March typically reflects higher sales from pent-up demand in February. 

Dealer Spotlight: Longo Toyota

Longo Toyota, the iconic No. 1 selling Toyota dealer in the U.S. closed their store from March 17 – March 31, 2020. A message from General Manager Doug Eroh states. “Guests wishing to shop from home can utilize our Express Store on express.longotoyota.com to shop, configure, purchase and arrange home delivery of any new or pre-owned Toyota for April 1, 2020 or after. Guests wishing to have their service performed at their home or office (select services only) can call to arrange mobile service.”

Their sales were only slightly impacted. This suggests that sales in the beginning of March were very strong and tapered off once Longo Toyota closed their store.

March 2019
March 2020
New 863 886
Used279298
Jan 2020Feb 2020Mar 2020
New 1,333
962 886
Used358 311 298

With the COVID-19 caseloads still increasing in the U.S. in early April and no clear way to open back up the country, April sales could be gut wrenching. 


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COVID-19 Market Impact: Denver

Automotive stakeholders are curious how U.S. auto sales will fare through the coronavirus pandemic.  At Cross-Sell, we took a look at unique markets where the most cases of COVID-19 were reported to see what impact it had on new and used sales. 

The below results reflect seller data in the Denver market. 

March 2019 March 2020
New 16,417 11,825
Used 38,839 28,087
Jan 2020 Feb 2020 Mar 2020
New 18,613 19,545 11,825
Used 36,734 37,017 28,087

Overall, We see a 27.7% drop in March 2020 over March 2019 and a 29.4% drop over February 2020. February is historically not a great month for U.S. auto sales because of the cold weather and the manufacturer incentives that wrap up in January. 

Dealer Spotlight: Schomp Subaru

Schomp Subaru was certainly expecting bigger numbers in March of 2020, until COVID-19 came. Their new car sales in march of 2020 nearly cut in half from February 2020. The store made it clear to customers that the store would continue the service side of the business as normal, but buying a car required a virtual appointment with a member of their sales team. 

March 2019 March 2020
New 174159
Used 75 91
Jan 2020 Feb 2020 Mar 2020
New 257 317 159
Used 8912791

By all accounts, automotive will likely see similar or worse numbers through April 2020 as the COVID-19 case load continues to grow. Denver has less than 1,000 cases and almost 2,000 cases in the surrounding markets. 

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COVID-19 Market Impact: New Orleans, LA

Automotive stakeholders are curious how U.S. auto sales will fare through the coronavirus pandemic. At Cross-Sell, we took a look at unique markets where the most cases of COVID-19 were reported to see what impact it had on new car sales.

The below results reflect new car sales in the New Orleans market – 50 miles outside of their central zip code.

Mar 2019Mar 2020
New Car Sales7,3306,296
 Jan 2020  Feb 2020  Mar 2020 
New Car Sales  7,724  6,661  6,296 

Overall, We see a 14.1% drop in March 2020 over March 2019 and a 5.4% drop over February 2020. February is historically not a great month for U.S. auto sales because of the cold weather and the manufacturer incentives that wrap up in January. 

Dealer Spotlight: Ray Brandt CDJR

In their PMA, Ray Brandt CDJR still showed an increase in sales. It appears to be business as usual at the store as their website mentions nothing about COVID-19 precautions or steps taken to reduce the spread of the virus. By all measures, their hours of operations have not changed.

Meanwhile, neighboring CDJR dealers like Bergeron showed a drop in sales. Bergeron closed their stores on Saturdays and Sundays and asks that shoppers call ahead for an appointment. “We may conduct business by appointment only to support essential businesses, municipalities, and medical personnel needs.” says McLean Bergeron, vice president of marketing.

Both CDJR stores are competitive in the New Orleans area.

Ray Brandt CDJRMar 2019Mar 2020
New Car Sales6490
Ray Brandt CDJR Jan 2020Feb 2020Mar 2020
New Car Sales1126390

By this spotlight, it appears that consumers have remained open to purchasing vehicles during the pandemic, it’s just a matter of which franchise is more available to facilitate the sale.

Cross-Sell is looking at trends in other markets that may reveal how dealers are handling the pandemic.

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