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FCA increases retail sales again

by David Zatz on

FCA’s retail sales went up more than its fleet sales once again, according to Automotive NewsIndustry-wide, retail sales also grew more than fleet sales.

Under Daimler and Cerberus, Chrysler increasingly relied on fleet sales to keep sales numbers from collapsing. In the last six years, its retail sales have increased dramatically, but FCA and Ford are now even in the percentage of retail sales — with Ford likely having a larger share of high-buck pickup sales.


The numbers do not include the recently announced sales of ProMaster vans to the Postal Service.

At GM, retail sales went from 78% to 81% of total sales; Ford stayed the same while FCA moved from 75% to 76%. Toyota and Hyundai-Kia sold a higher proportion of vehicles to fleets, though.

Some fleet sales are good — selling pickups to small ranches, luxury cars to small businesses — but some are less profitable, especially large at-or-below-cost deals with rental fleets. Some fleet sales are likely done primarily for visibility (e.g. police cars) or to keep plants running at capacity.

David Zatz founded Allpar in 1998 (based on a site he had begun in 1993-94), after years of writing reviews for retail trades. He has been quoted by the New York Times, the Daily Telegraph, the Detroit News, and USA Today. Before making Allpar a full-time career, he was a consultant in organizational psychology. You can reach him by using our contact form (much preferred) or by calling (313) 766-2304

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