SAAR Falls to 18-Month Low After Slow February
U.S. dealers sold 1.27 million new cars and light trucks in February, a 2.9% year-over-year decline and the industry’s weakest two-month start in five years.

Toyota’s Lexus division enjoyed a 4.4% year-over-year gain in February’s U.S. light-vehicle sales report, but the automaker posted a 5.2% overall decline, joining all but a few of its competitors in a slow start to 2019.
Photo courtesy Toyota Motor Sales USA
(Bobit) — The seasonally adjusted annualized rate for 2019 light-vehicle sales fell to 16.58 million after U.S. dealers sold only 1.27 million new units in February, according to reports and estimates compiled by Automotive News. That’s a 2.9% decline from the same month a year ago. Experts blame slowing demand for SUVs, a growing affordability gap between new and used vehicles, and severe winter weather, among other factors.
“In addition, U.S. consumers are expecting lower tax returns, which may impact timing of some purchases,” said Stephanie Brinley, principal automotive analyst, IHS Markit. “Slow increases in interest rates and a reported increase in the average price of a new vehicle also suggest affordability headwinds may be coming into play.”
Among the automakers reporting increases were Jaguar Land Rover (29%), Hyundai-Kia (4.4%), and Subaru (3.9%). Subaru enjoyed its 86th consecutive month of improved U.S. sales.
But most factories posted year-over-year declines, led by Mercedes-Benz and Nissan, both of which saw new-unit sales fall by 12% compared with February 2018. Toyota (-5.2%) and Fiat Chrysler (-2.3%) also saw declines despite estimable gains by their Lexus (up 4.4%) and Ram (24%) divisions.
Ford and General Motors no longer announce monthly sales figures. Automotive News estimates Ford’s February sales were down 4.4% and GM declined by 5.3%. All told, it’s the weakest start to a new-vehicle sales year since 2014.
“January and February are typically slower sales months in the U.S., however, and there remains expectation that the slower pace in 2019 sales should support a profitable and strong automotive industry,” Brimley said.
More Dealer Ops

Dealer Debrief: Defection Data & EV Updates
In this week's debrief, host Lauren Lawrence discusses how to use defection data to your advantage and the latest on EV sales and charging infrastructure.
Read More →
How Defection Data is Bridging the Dealership Conversion Gap
Lead volume is flat, cross-shopping is up and brand loyalty is in retreat. As confident sales teams keep losing buyers they thought they had, daily industry sales data is showing dealers exactly where their funnel is breaking and how to fix it without buying a single new lead.
Read More →
Dealer Debrief: Where are you losing customers?
In this week's debrief, host Lauren Lawrence discusses the hidden leaks in dealerships where you might be losing customers without even realizing it.
Read More →
Dealer Debrief: Improving Your Inventory Management
In this week's debrief, host Lauren Lawrence covers a new survey that shows what service technicians really want and two launches that could help improve your inventory and vehicle life cycle management.
Read More →
Ladies and Gentlemen, This Is a Dealership: Why the Fundamentals Still Decide Who Wins
A teaching moment by a legendary football coach happens to apply perfectly in the auto retail space. Learn what it is and how to use it to your store’s advantage.
Read More →
What Market Timing Mistakes Mean for Your Reinsurance Program
When volatility hits, dealer-owned reinsurance programs face a familiar temptation: pull back and wait for calmer waters. New data from BOK Financial shows why that instinct can quietly cost you years of surplus growth.
Read More →
Dealer Ads and the FTC
The agency has made it clear in recent enforcement actions and warnings, in auto retail and other industries, that advertised prices must include all nonoptional costs to the consumer.
Read More →
Used Autos Supply Dwindles
The March shopping surge, despite high prices, cut into inventory by the most since the thick of the pandemic, Cox Automotive analysts calculated.
Read More →
Managing Risk Effectively Through Changing Times
The variables influencing risk pricing have changed significantly over the past five years. Being proactive and responsive to emerging trends is not optional but essential.
Read More →
Survey Reveals What Won't Fix What's Breaking Car Sales
AutoPayPlus says extra-long auto loans are trapping consumers and threatening the dealer trade-in cycle, and that the industry is leveraging the wrong tools to combat high MSRPs.
Read More →
