Will OEMs Compete With Sellers for Used-Automotive Gross sales?

I just lately attended an business dealer-focused occasion in my hometown of Philadelphia, the place a outstanding supplier, having simply come again from Europe, verified that the “agency” mannequin is taking up there and, clearly, the development is coming right here. Ford’s latest supplier announcement, which dictates each the funding and the margin for sellers who need to promote the automaker’s electrical automobiles, is one other indicator that makes that very clear.

Whereas this takes the historic stage of pricing management away from sellers for brand new automobiles, there could also be advantages when demand/provide ranges return to regular. It’s because competing franchise sellers gained’t be put within the place of “racing to the bottom” on value in an effort to make a sale, and the producers pursuing an agency-type strategy pay the carrying value of demos and stock. 

With out touch upon the seemingly success of such a technique within the U.S., this similar OEM motivation of paring down distribution prices in mimicking the Tesla mannequin is making for some extra disturbing strikes on the used-car facet of the equation.


The OEMs management a whole lot of hundreds of off-fleet, rental and leasing returns that traditionally have gone again to sellers by wholesale supplier auctions or, within the case of retail leases, supplied to the lessee first after which to the supplier. This apply may be altering.

Ford, as an example, already has stated that each one EV end-of-lease-term retail automobiles will come again to Ford, and neither the lessee nor the supplier shall be supplied the fitting to buy the used automobile. There are rumors that Ford is in talks to promote its off-lease automobiles by giant, online-only non-dealer-affiliated retail used-car marketplaces.

I don’t know whether or not that rumor is true, however it’s a proven fact that Stellantis, in Europe and Africa, is actively increasing and selling its newly created direct-to-consumer used-car firm, Auto24. Highlighted in a latest Wards article, it was reported that Auto24, a Stellantis subsidiary that sells used automobiles on to shoppers, did, certainly, consummate an funding deal and partnership with Africar Group, a non-dealer-affiliated used-car on-line retailer that’s Africa’s main on-line market.


Keep in mind, Stellantis in Could 2021 canceled all European Union franchise agreements and invited all sellers again beneath the “agency” mannequin. The automaker has been aggressive in Europe with its Spoticar used-car model, which is type of like an company mannequin for used automobiles listed on this on-line OEM platform, basically forcing retailers who need to merchandise off-fleet/-lease Stellantis automobiles to open Spoticar-branded bodily storefronts.

With the most recent Stellantis transfer with its Auto24 used-car mannequin in Africa, it’s not onerous to see the place this can be heading.


For many who say “it can never happen here,” word that over the previous 12 months or so Basic Motors has created its personal consumer-focused, on-line used-car gross sales portal, CarBravo, and Ford – the identical Ford that introduced retail off-lease EV automobiles is not going to be made obtainable for the lessee or supplier to purchase at finish of time period – additionally has its personal consumer-focused used-car portal, Blue Benefit.

John Possumato_2022 picture.jpgThe scary half is that if any producer needed to exert extra drive and management within the used-car marketplace for late-model used automobiles, I’m unsure any state franchise legal guidelines governing new-car gross sales would hinder them. Once more, the OEMs are the biggest “manufacturers” of used automobiles, financing and proudly owning a whole lot of hundreds of off-lease, off-fleet and off-rental automobiles. On the finish of the time period, these are used automobiles, so any controls or retailing dictates are honest sport, as I consider state franchise legal guidelines solely give attention to new-vehicle gross sales protections.


In regular durations of provide/demand the revenue margin on used automobiles historically has been far larger than that of a brand new car. Given latest worldwide developments and the urge to imitate Tesla’s retail mannequin, each sellers and supplier commerce associations could need to focus extra consideration on the traits on this sector.

John F. Possumato (pictured, above left) is an legal professional and founder and CEO of DriveItAway, which offers a turn-key cloud platform/shopper app enabling sellers to supply new mobility options, together with subscription-to-purchase choices for brand new subprime and EV consumers.

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