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Analysis of the Top 100 Used Car Dealers of 2020

February 24, 2021Admin

It’s here! Our annual Top 100 Used Car Dealers reports for 2020! The reports are available as a FREE Download and are available to everyone. The reports are a simple ranking of dealerships based on used vehicle sales within their state. But here, we’ve added a little extra data to help tell a story for the top ten dealerships within each category – Franchise and Independent.

Cross-Sell gathers the sales data via state DMV title registrations. Therefore, some of the registration information reported to us may not include city or address information. Given that the sales figures are based on vehicle registrations as reported by state DMVs, sales to customers who register the vehicle out of state are not included in a dealer’s sales total.

Overall, the dealers highlighted in these annual reports represent some of the strongest in pre-owned performance. 

Below is a sneak peek of those reports, highlighting the Top 10 Used Car Dealers broken out between Franchise and Independent Dealers and their ranking variance from 2019. 


The Independent Dealer list shows the Top 4 holding their positions from 2019, while all others improved their rankings with more used vehicle in-state sales than 2019. 

Digging a little further into the Top 4 Independent Dealers, we found that although they held their positions year-over-year, sales for all four dropped from 2019. For example, CarMax Auto Superstores held the #1 rank in 2019 with 33,010 in used vehicle sales, a difference of about 4,000 units. The other three stores have an average loss of about 1,000 units each from the previous year. 

The Franchise Dealer list shows a little more activity than the Independent list, with the majority of the Top 10 representing growth. 

Unlike the Independents, the top three Franchise dealerships improved rank AND improved used vehicle units sold. Charles Maund Automotive had an increase of 707 units, while Cavender Toyota had an increase of 445. 

Download our FREE reports now for the full list of 2020 Top Used Car Dealers in each category. 

Top 100 Franchise Report
Top 100 Independent Report

May 2020 U.S. auto data suggests v-shape economic recovery

June 16, 2020Admin

The rain has drastically slowed in the automotive community for the month of May 2020. While year-over-year data suggests that there is still progress to be made, sales in the month of May drastically increased over April 2020. 

 In January 2020, 158,657 people showed up to buy a car in Los Angeles. Three months later – only 66,928. A 57.8% decline in sales is totally catastrophic, the impact of which will be felt long after the pandemic has passed. 

The U.S. as a whole lost about 4.6 million customers between March and April 2020 – a decline of 52.8%. According to Cross-Sell data, the average car sold for $23,451.07 (last 10 model years) in January 2020 so that means an economic loss of roughly $108 billion. 

But April showers did bring May flowers – with increases that we have not seen in a while, and certainly once that we were all hoping for. 

April 2019May 2019% Change
New York8,93528,551219.5%
Chicago31,81953,76469.0%
Detroit7,03844,886537.8%
Houston31,02781,024161.1%

Most dealers are probably breathing a sigh of relief to see these increases, but automotive isn’t entirely out of the woods yet. The U.S. as a whole is down 33.9% compared to a year ago. With lingering concern about the pandemic and many states reopening – many buyers will still be hesitant to return to market.

“We recently analyzed three different buyer profiles; Highline buyers, those with an excellent credit score and were unaffected by the pandemic, the Middle Class who are by nature a cautious buyer with a decent credit score and Subprime buyers, those who don’t have great credit who are incentivized by stimulus checks,” says Allen Faith, lead analyst at Cross-Sell. “We believe the subprime buyers already came in and helped keep our dealerships afloat when things were getting really lean in April and May. The highly qualified buyers quickly followed suit and took advantage of the offers that were out there. We believe the middle class is still out there, waiting for the right time to buy.”

Notably, Hertz reported last week that they were planning to dump 30,000 cars into the market to increase their cash position.

“This may be what we need to bring out the middle class buyer,” concludes Faith.

The U.S. as a whole lost about 4.6 million customers between March and April 2020.

U.S. Auto Loses $108 Billion Between March And April 2020

May 18, 2020Admin

Nearly every car trip results in a transaction or some benefit to our overall quality of life.

The importance of this industry to the overall health of the American economy must never go understated – building 60 million vehicles requires the employment of about 9 million people. Then, there are an additional 50 million jobs estimated downstream which are all owed to the auto industry, according to ocia.net. 

As with most other industries, this one rises and falls with our economy, but with a goliath-like impact. 

Right now, it’s a rainy day in automotive. In January 2020, 158,657 people showed up to buy a car in Los Angeles. Three months later – only 66,928. A 57.8% decline in sales is totally catastrophic, the impact of which will be felt long after the pandemic has passed. 

The U.S. as a whole lost about 4.6 million customers between March and April 2020 – a decline of 52.8%. According to Cross-Sell data, the average car sold for $23,451.07 (last 10 model years) in January 2020 so that means an economic loss of roughly $108 billion. 

If we applied similar numbers to the amount of people who are employed in this industry, we’d see a loss of about 30 million jobs – and job loss has already arrived.

The auto industry is the single greatest engine of economic growth in the world and there are major implications if businesses don’t open – and fast. 

After a review of April 2020 title and registration data, and the impact that COVID-19 has had on the auto industry, even dealerships who have long embodied online sales are struggling to perform. Longo Toyota, the Number 1 selling Toyota dealership in the U.S. sold 428 cars in April 2020 – a stark contrast to the usual 1,600. Worse over, Paragon Honda in New York City sold 37 cars in April 2020, a 93% drop from April 2019. 

The state of Texas, which is responsible for about 6 million annual car sales showed a 58.9% decline in YOY sales according to Cross-Sell data. 

In every gloom, there are glimmers of hope. April 2020 data shows the margin between domestic versus import vehicles sold is narrowing. Cross-Sell data from 24 states shows that 81,660 more imported vehicles sold in the month of February, but only 10,640 more imported vehicles sold in April. Of course, many Americans are employed by import franchises, but this type of trend will help keep the american economy humming. 

Other trends show truck sales remaining steady throughout the pandemic. Two models in particular – the GMC Sierra 1500 and the Chevrolet Silverado have had consistent sales numbers. The GMC Sierra is down only 4.7% from March to April 2020 but up 4.8% for the year. Similarly, Silverado sales declined 14.1% from March to April 2020 but only 5.1% year over year. 

With many states pushing to reopen, it’s hard to believe that car sales will drop again in May 2020 – but it will depend on the consumer’s appetite and ability to transact again.

To learn more about how the pandemic has affected the U.S. auto industry in May 2020, join our upcoming webinar. 

COVID-19 Market Impact: Los Angeles

April 9, 2020Admin

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

April 8, 2020Admin

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. 

Are you interested in seeing what your competitors sold last month?

Fill out the form below to get started.

COVID-19 Market Impact: New Orleans, LA

April 2, 2020Admin

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.

Are you interested in seeing what your competitors sold last month?

Fill out the form below to get started.

Interesting Car Sales Numbers 2019 vs 2018

February 21, 2019Admin

We have some interesting car sales numbers for 2019 vs 2018 from our 23 states to share.

Total Sales in January 2019 – 2,781,437

Total Sales in January 2018 – 2,420,808

That’s a percentage difference of +15%!  Sales are looking good.

New/Used Make Breakdown January 2019/January 2018

  • Sales 2019
  • Sales 2018

Let’s take a look at the highest percentage new car make increases for the year.

Top 10 New Automotive Changes 2019 vs 2018

  • Percentage Increase

Top 10 Used Automotive Changes 2019 vs 2018

  • Percentage Increase

Which car makes are not performing well this year:

Top 10 New Car Make Sales Drops 2019 vs 2018

  • Percentage Decrease

Top Used Car Automotive Sales Drops 2019 vs 2018

  • Percentage Decrease

For more data in an easy to use interactive way, try Cross-Sell Interactive today.  It provides the information you need to stay on top of the competition.  The reports show data in your local market area including: top sellers, makes, models, segments, zips and lienholders.  The data can be exported and used interactively.  Contact us today for a demo.

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Recent Posts

  • 2020 Year-End New Vehicle Performance Statistics
  • Analysis of the Top 100 Used Car Dealers of 2020
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  • New! Get a better view of your dealership’s success with Dealer Scorecards
  • [Infographic] Mid-Year State of the Automotive Market

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